Sales Prospecting Perspectives

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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.

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. Reciprocity.

Your Guide to Google Plus B2B Marketing [INFOGRAPHIC]

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Russel Cooke , journalist and business consultant. The rollout of Google Plus in the summer of 2011 was nothing short of mighty. What started as an invitation-only “field test” spawned millions of users desperate for the next big thing in social media. What makes Google Plus so special is the visibility it affords its users.

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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.

150 Content Marketing Tips

Drive traffic—and leads—with these tips for SEO, social media, content optimization, email marketing, and more.

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.

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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4 Steps to Content Curation for Inside Sales Reps

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Dave Howe , Principal at Sales for Life. As social sellers, it is imperative that we constantly share valuable information and insights with our networks. This is essentially what separates us from the rest of the sales community. Step 1: Create a List. These can include product names, trends, industry buzzwords, etc.

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. Don’t pigeon-hole the conversation. Kill them with Kindness.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

We surveyed 2016's content marketing leaders on their biggest issues, hurdles, and goals.

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.

4 Reasons to Switch to an Inside Sales Model

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Howard Brown , Founder and CEO of RingDNA. There was a time not so long ago when your average B2B salesperson spent more time on the road than a major league baseball team. But now, more and more companies are hiring remote reps, also known as inside sales. These reps possess many of the same sales skills as field sales reps.

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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?

5 B2B Marketing Thought Leaders Share 2015 Trends and Predictions

Sales Prospecting Perspectives

What marketing trends are you implementing in the New Year? Last week, we spoke with 5 B2B sales thought leaders who shared their 2014 trends and 2015 predictions. Their curated insights pointed towards the future of inside sales and sales development: sales tools, data, sales process improvements, sales enablement technologies, target account marketing and selling, and more. Jay Gaines.

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Study: How Much of Your Content Marketing Is Effective?

745 marketers told us how effective their content marketing is. Between November 5 and November 17, we surveyed 601 marketers with an 18-question online survey. A few weeks later, Adweek sent the questionnaire to 144 additional marketers. As the survey was answered by nearly our entire population target, the calculated margin of error was approximately 1 percent. Here's what we learned.

The Modern Marketing Challenge: Juggling Social Media Control vs Autonomy

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Amar Sheth , Principal at Sales for Life. If there is anything that the NYPD and US Airways social media disasters have taught us in the world of sales (and business for that matter), it’s that you’ve got to do a far better job of organizing messaging than ever before. The Fine Line. The Liability Factor. The Bottom Line.

Inside Sales & the Mobile Workforce: Tips for Managing Telecommuters

Sales Prospecting Perspectives

AG Salesworks is pleased to bring you a guest post from Kevin Thornton , Executive Vice President - Sales & Marketing for VanillaSoft. When you take a look at some of the statistics available, it seems like a no-brainer and a win-win situation to implement a telecommuting program for your sales organization. companies and commuters: For Businesses. For Workers. Hardware & Internet.

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12 Tips for Building and Managing a Bigger Sales Pipeline

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing. Whether you’re managing sales for a large enterprise organization, or are trying to build business for your own one-man-shop, these tips should help guide your thinking, strategy and action when building and managing a bigger sales pipeline. for you. You simply execute. And it works.

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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. Below are some tips that I can offer based on my experience: 1. Don’t waste time with the wrong person. Your time won’t be wasted and neither will theirs. 2.

Content Methodology: A Best Practices Report

If you're concerned that your organization's content marketing isn't as effective as it could be, this report is for you.

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.

3 Key Metrics to Track When Managing Your Inside Sales Team

Sales Prospecting Perspectives

(And Call Volume is Not One of Them). recently wrote in my blog post 5 Most Frequently Asked Questions About Outsourcing Inside Sales that gone are the days of closely tracking the number of activities when managing your inside sales team. While I still think measuring activities is important to a degree, I don’t think it should hold as much weight as it does for many inside sales teams out there.

Does a True Inside Sales Team Player Care About Getting Credit?

Sales Prospecting Perspectives

I''m a big teamwork guy. like when everyone can share credit. That may seem like an overly obvious statement for most of you out there, but if you asked yourself if you''re a team player, what would your answer be? As I''ve discovered over the years, the more responsibility I take on, the more I realize that working independently isn''t really an option for me.

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The B2B Sales Development Rep's Guide to Data Management

Sales Prospecting Perspectives

It’s that time of year again, and the “new year, new me” attitude will be in full effect for at least another few weeks or so. It doesn’t hurt to also start developing steps to improve and enhance your performance at work to make this year even better than the last. After all, quality data is the key to success in inside sales. Here are 3 steps to B2B data management: 1. Consistency is key! 3.

Staffing and Launching Your Content Marketing Program

Brand voice? Editorial calendar? Approval workflow? Learn how to craft the crucial parts of a content marketing program. In the third installment of our five-part playbook series, discover the necessary steps to execute a content marketing program.

8 Tips for Improving Open Rates for B2B Sales and Marketing Emails

Sales Prospecting Perspectives

AG Salesworks is pleased to bring you a guest post from Janelle Johnson , Director of Demand Generation at Act-On Software. In B2B marketing, sales and marketing emails play different but equally important roles in a successful communication strategy. Marketing emails lure the leads, and sales reels them in. But if nobody ever opens your messages, they won’t do your organization much good.

5 Suggestions to Keep In Mind When Training a Teleprospecting Team

Sales Prospecting Perspectives

Last week, I had the chance to help train a fresh new crop of recruits for a long-time client of ours. After 12 years of trying to figure this teleprospecting thing out, I''d say we''re completely sold on how we do things internally around here. The interesting part for me is seeing how others not immersed in the AG Salesworks culture react to our process and mindset. Our average is 10%.

Obscurity: The Biggest Challenge in Sales

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Amar Sheth , Principal at Sales for Life. Obscurity is your biggest problem. It''s not your sales pitch, your product or your service. Ideas are Powerful. Everything begins with an idea. The human mind is the biggest source of inspiration in our world. All products and services today began with someone coming up with an idea.

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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.

2016 Email Marketing Metrics Benchmark Study

To build a world-class marketing program, it's crucial to compare yourself to the best performers - but competitor data can be scarce.

Integrating Social Media Listening Into The Sales Process

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Christine Rochelle , Integrated Marketing Manager at lotus823. Each and every work week at lotus823 is kicked off by a roundtable staff meeting and of course plenty of Diet Coke to go around. The focus is on building a relationship, not rushing to close down a lead. That’s where your social media marketing team steps in.

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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4 Ways to Use Data to Determine the Best Time to Cold Call

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Cari Zoch , Marketing Manager at Avention , a company that offers real-time, actionable B2B data to deliver 21st century business info, solutions for sales, marketing and research. Salespeople are always looking for the holy grail when it comes to making cold calls. Call when there’s a fit. Not necessarily true.

AG Salesworks Launches Sales Development Certification Program

Sales Prospecting Perspectives

It’s been a crazy 18 months for the QuotaFactory and AG Salesworks teams. In Q3 we launched a new company, QuotaFactory, the first ever Prospect Relationship Management (PRM) platform. We made a strategic decision to move all of AG Salesworks’ outsourced leadgen business under the QuotaFactory umbrella. This wasn’t done in advance of sunsetting the AG Salesworks brand, quite the opposite actually.

Content Marketing Playbook: Strategy and Roadmap

Every brand’s content roadmap is different; each path to success is unique to that brand’s story, perspective, assets, and goals. But there is an overarching approach that’s proven to work—one we’ve refined after helping hundreds of brands reach their content marketing goals and after speaking with some of the brightest minds in the industry.

How AG's Sales Development Managers Motivate Reps in February [Part 2]

Sales Prospecting Perspectives

Even though February is technically the shortest month of the year, this year it feels like the longest. With snowstorms Juno and Pandora having just passed, mountains of ice piling up in our parking lot, and temperatures at a record low, February has quickly become the Debbie Downer of the 12 months. Especially when the storms make it so everyone has to work from home.