Sales Prospecting Perspectives

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5 Prospecting Strategies for Obtaining Sales Context

Sales Prospecting Perspectives

Sales Context is an important part of any conversation, as it directly correlates to the potential of a sale. With 54% of sales reps not making quota this year according to SiriusDecisions, it’s imperative that you teach your team to make the most of Sales Context, the information that can influence a sale. Maintain an open dialogue. would you?”, Don’t pigeon-hole the conversation.

How to Change your B2B Sales Team’s Culture for the Better

Sales Prospecting Perspectives

Any sales professional, whether you’re a top 20% rep or managing a group with a lot of potential, knows the either detrimental or exceptional effects your B2B sales team’s culture can have on your business’s bottom-line. Your change towards a better sales team culture and more engaged employees doesn’t have to take place all at once. Create an Atmosphere of Healthy Competition.

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3 Soft Selling Skills I See In My Best Sales Development Reps

Sales Prospecting Perspectives

I was having an interesting discussion with my Director of Marketing the other day about her perspective on hard vs. soft sales skills. From what she has seen working with experienced sales guys and gals over the years is that they rely far too much on their hard skills to get them by. And they definitely like to be heard. Empathy. Respect for a prospect''s time. Tone and cadence.

How to Influence B2B Sales Prospects (Without Annoying Them)

Sales Prospecting Perspectives

If you’re selling something, you need to be persuasive. But you don’t need to be annoying. Case in point: I was at the gym the other day, in the middle of a sweaty elliptical workout, when a trainer came over and asked if my name was Christine. Apparently he was asking every woman in the gym because Christine did not show up on time for her appointment. While I was out of breath. But at what cost?

Lead Generation Checklist

You spend a lot of time, energy, and money doing lead generation to capture leads but it's how you manage them that makes the difference between success and failure.

The 2 Not-So-Obvious Traits of Successful B2B Sales Development Reps

Sales Prospecting Perspectives

Getting back to the gym after the holidays is always fun. Everyone has their resolution to get back in shape after eating obscene amounts over the previous month. Of course, you end up having to deal with a sea of people taking up literally every piece of equipment that the gym has to offer. It''s certainly enticing, since most gyms nowadays can offer memberships at $10 a month. Only 8%!

5 B2B Sales Thought Leaders Share 2014 Trends and 2015 Predictions

Sales Prospecting Perspectives

It’s January 6. Do you know what that means? It’s the second day of the first full week of 2015. Yesterday, you were most likely scrambling to answer all those emails you missed over vacation, rushing to meetings about your sales pipeline, and scrambling to write down your new sales goals. Today, we invite you to read their insights so you can better prepare for your year in sales. Matt Bertuzzi.

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4 B2B Sales Prospecting New Year's Resolutions for 2015

Sales Prospecting Perspectives

The holidays are behind us, and the New Year has begun! It is a season of resolutions, many of which focus on bettering yourself, living a healthier lifestyle, achieving financial goals, and spending more time with family. Although resolutions are key to personal growth and success, they can also be used in the workplace to motivate and encourage success for the upcoming year.

7 Inside Sales Lessons Learned on The Football Field

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a post from Mike Lipka , Inside Sales Representative at AG Salesworks, and Kenneth McKenna , Business Development Representative at AG Salesworks. Working in inside sales, we’re able to rediscover and uncover value from past experiences that help us prospect better. Make the first contact to get the “jitters” out. Keep moving the chains.

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B2B Marketing Trends for 2016

25 B2B marketing thought leaders answer the question "What do you expect to B2B marketers to be doing more of or differently in 2016?" The results are amazing insights around content marketing, achieving business results, alignment, employee advocacy, new technologies, customer experience and more.

Why is December a Great Month for B2B Sales Prospecting?

Sales Prospecting Perspectives

Historically, the typical sales rep thinks that prospecting and December do not mix. The mindset is that generally the last month of the year should be spent getting deals in and preparing for the following year. No one really picks up the phone this time of year, right? Wrong. And I''m not just saying this from the perspective of AG Salesworks, a B2B lead gen company that prospects year round.

3 Social Selling Templates for LinkedIn and Twitter Messaging

Sales Prospecting Perspectives

With social selling gaining momentum for sales professionals, inside sales reps are making their presence known in the digital sphere, specifically on LinkedIn and Twitter. Unfortunately, that presence isn’t always positive. The result? It’s a common occurrence. You may think that a “How can I help you?” The Introduction Template. LinkedIn. Hoping to hear from you, Alex. Twitter. LinkedIn. Twitter.

5 Steps to Successfully Build Your Company's Sales Development Efforts

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing. Who is responsible for qualifying inbound marketing leads and identifying new, short-term sales opportunties for senior sales executives in your company? Do the math. How many qualified appointments do you need each month, and how much effort will it take to get them? Build a process.

3 Steps to Stellar List Building

Sales Prospecting Perspectives

The best list is the one nobody else has. Gathering valuable information enables you to build targeted niche lists, track emerging companies in specific markets, and segment larger sectors or lists. Good B2B list building affects all aspects of business, including the funnel and pipeline. Collecting the names, titles, emails, phone numbers, and social data creates that holistic record.

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How to Leverage Content Marketing to Power Your B2B Marketing Automation Funnel

Generate more leads. Better leads. Engage customers, increase upsells, boost revenue and save precious time -- these are the benefits of marketing automation. And content fuels it all.

5 Voicemail Tips Every Sales Development Rep Should Be Using

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest blog from Greg Klingshirn , Content Marketing Manager at SalesLoft. Cold calls are the bread and butter of successful sales development reps. But what about the times you call and don’t get an answer? Leaving a message is a hard starting point to a demo or qualified appointment. Leave a voicemail to remember with these five tips: 1.

How AG's Sales Development Managers Motivate Reps in February [Part 1]

Sales Prospecting Perspectives

By now, if you have read a few of my blogs , you are well aware of my opinions on winter in New England…In short, I hate it. In Boston, February is jokingly referred to as the “longest short month of the year” due to what feels like near constant snowfall and nights and weekends spent hibernating to avoid the bitter cold temperatures. In part one of this blog post, we''ll hear from Greg and Jimmy.

How to Leverage Your Twitter Profile for Social Selling

Sales Prospecting Perspectives

AG Salesworks is pleased to bring you a guest post from Emma Snider , staff writer for the HubSpot Sales Blog. Twitter is all about clarity and brevity. Want to express a thought that’s longer than 140 characters? Tough luck. The platform forces users to trim messages down to what’s absolutely essential. You have a bit more real estate to work with for your bio, but not much. what’s your response?

The Big List of Inside Sales Messaging Statistics

Sales Prospecting Perspectives

Sales managers, how often are you evaluating your inside sales team’s messaging techniques? You may have given them the tools to get started, but are they able to craft their own templates for emails voicemails? Are you constantly training them on new social selling techniques? Just the other day, I sat down with our sales team for a role play. Want that toolkit? You can download it here. ). 72.6%

The B2B Demand Gen Marketing Playbook

To build integrated, data-driven programs, demand gen marketers need diverse, compelling content at every stage of the buyer's journey.

Why Some Companies Are Giving Up On Content Marketing (And Why You Should Double Down)

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing. We’re such an impatient lot. The more we can measure, the more (irrationally) we expect what we''re measuring to work immediately. This applies to many facets of life these days, but particularly for B2B sales and marketing professionals. That result is real, but it takes time.

3 Tips For Junior Inside Sales Reps To Command Sales Calls

Sales Prospecting Perspectives

I think it’s safe to say that nearly everyone in the sales game had humble beginnings. Some of you may have had the fake bravado on the outside when you started, but on the inside, like me, you were probably scared out of your mind. I’ve found that many sales reps I’ve trained over the years experience call reluctance. You Need To Set The Agenda. Get to the point. Don’t be afraid to talk the talk.

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5 Tips for Inside Sales Reps When on the Phone with New Prospects

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a post from Gillian Sontz , Business Development Representative at AG Salesworks. In B2B inside sales, you will often have to call lists, both warm and cold. When cold calling - which actually isn''t that different than warm calling with the right preparation - it''s important to make a strong first impression on new prospects.

The Best Sales Prospecting Qualification Questions to Ask

Sales Prospecting Perspectives

If you are a company just starting out with your teleprospecting strategy or you are looking to revamp your methods when it comes to questions to ask during the lead qualification process, you''ve come to the right place. One of my favorite aspects of my role as Director of Customer Success is working with organizations just like yours. Will I scare prospects away asking too much too fast?

A Content Formula for Complex B2B Organizations

Content Marketing is essential for anyone who wants continued success and growth.

How to Use Social Selling for Pre-Call Research in B2B Inside Sales

Sales Prospecting Perspectives

What is B2B social selling? There are many definitions, such as using social media outlets like Facebook, Twitter, Pinterest, etc., to spread the word about products and services to potential customers and clients. Although these definitions encompass the literal meaning of the words “social” and “selling,” social selling is not just pushing your products and services through a social media outlet.

How to Motivate Your Sales Development Team through December Holidays

Sales Prospecting Perspectives

Anyone who knows me understands my deep-rooted, unapologetic hatred for winter weather. That first winter chill in the air that hits Boston in November and stays until March (and oftentimes through April in New England) is a constant reminder that I grew up in the wrong climate. There is, however, one thing I do like about winter, and that is the month of December. Create holiday themed incentives.

Sales Prospecting Perspectives' Top 10 Blog Posts in 2014

Sales Prospecting Perspectives

Happy December 31, everyone! Before we count down the ball drop, we want to share with you our top 10 blog posts on Sales Prospecting Perspectives in 2014. What drives our company culture at AG Salesworks is transparency - with employees, customers, and readers - so we want to show you what’s been performing well this year on our blog. How to Write an Effective Sales Prospecting Email.

A Structured Day in the Life of an Outbound Prospecting Rep

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest blog from Gareth Goh , Content Marketing Manager at InsightSquared. If you have a team of outbound prospecting reps, spare a minute to give them some love, attention and empathy. At the same time, both you and them know how important their role to the organization is. Fighting the temptation of “more!”. We need MORE leads!” “You

Six Key Steps to Successful Marketing Automation Adoption

Selecting a Marketing Automation platform can be a daunting task. With so many options out there, your success with Marketing Automation depends on selecting the platform that best fits your needs.

3 Important Sales Trends & Predictions for 2015

Sales Prospecting Perspectives

Here are three trends I see in the sales world, paired with predictions on where those trends will take us. I welcome any feedback in the comments, or via Twitter at @davemacboston. TREND #1: Content Fatigue / Focus. Twitter used to be rich with rewarding content, but now I have to scroll for several minutes before I find anything worth dipping into. TREND #2: Tool Explosion / Integration.

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How to Have an Effective First Conversation When B2B Teleprospecting

Sales Prospecting Perspectives

I believe one of the most challenging aspects of sales teleprospecting is the first conversation. You have less than a minute to prove yourself as a trustworthy sales rep. You only have your phone, your research, and your CRM to back you up. You can get bogged down by administrators or frustrated by curt replies. Below are some tips that I can offer based on my experience: 1. Eliminate fluff.

B2B Sales Prospecting: Remember to Finish Listening!

Sales Prospecting Perspectives

AG Salesworks is pleased to bring you a guest post from Jeff Shore , an in-demand sales expert, author, speaker and executive coach. Most people do no listen with the intent to understand, they listen with the intent to reply.”. Stephen R. Covey. According to the well-known saying, we have two ears and one mouth in order that we might listen twice as much as we speak. But, you could be wrong.

4 Lessons Learned After One Year as an Inside Sales Manager

Sales Prospecting Perspectives

Next month marks an important milestone not only in my career at AG, but in my career in general. This October I will have completed my first year as an inside sales manager. It has been a busy year at AG, with many new faces, new clients and new challenges, as I transitioned from making calls to managing those who do. Lesson 1: Learn to prioritize your tasks. How to do this? Stay organized!

8 Ways to Create More Effective Lead Generation Programs

Explore key areas you should focus on with your content syndication strategy in order to help you get the attention of your target audience and build trust.

Look For The 3 C's When Hiring Inside Sales Reps

Sales Prospecting Perspectives

Over the 10 years I''ve spent interviewing inside sales candidates, I''ve caught myself looking for the obvious traits we seek in people hoping to explore sales for the first time. Do they have the drive? Do they seem intelligent? Are they articulate? Can they think on their feet? How do they deal with adversity? Will they fit in with the team? On the surface, these questions may seem obvious.

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10 Things Master Salespeople Do to Sweep Away Skepticism and Close Sales

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest blog from Demian Farnworth , Chief Copywriter at Copyblogger Media. To close a sale, a prospect needs to commit to buy (plus a few other steps, but that commitment is crucial). What transforms someone from a cynical prospect into a customer? What factors contribute to commitment? Read the full article here.

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3 Traits to Inspect in a New Hire Interview for Inside Sales Success

Sales Prospecting Perspectives

As the end of summer draws near, hiring season looms upon us inside sales professionals. Many recent graduates will be looking for their first job after a relaxing summer, and many seasoned sales reps will be taking stock of their current positions. At AG Salesworks, weve seen many potential inside sales reps walk through our door for interviews in the past few weeks. Confident, not arrogant.

3 Tips for Nurturing Prospects in Inside Sales

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a post from Taylor Lacey, a Business Development Representative at AG Salesworks. What do you picture when you hear the word "nurture?". Many people may think of a plant "nurtured" to full health. In inside sales, potential customers can also be nurtured. Or can they slowly become a lead by means of a strong lead nurturing campaign?

Why B2B Content Strategies Are Paramount for Generating Quality Leads

Generating demand and ensuring the consistent flow of high-quality, actionable leads is what makes B2B marketers successful.