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

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 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.

The Rise of the Customer Marketer

Explore the changes taking place in customer marketing from the perspective of customer marketers themselves.

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.

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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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 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?

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.

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?

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.

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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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.

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. Lesson 1: Learn to prioritize your tasks. The first lesson I had to learn was about balance. As an inside sales rep, I only ever had one or two clients at a time to for which to dial and strategize. How to do this?

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.

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?

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.

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.

6 Email Prospecting Tools Every Inside Sales Rep Should Be Using

Sales Prospecting Perspectives

As an inside sales rep, your call plans most likely include effective email prospecting strategies. You’re giving out your email to everyone you talk to in case they want to contact you later. You’re sending reports to your superiors and asking for advice from your managers, all within your inbox. You’re inundated daily by messages from clients, prospects, marketing, and more.

5 Ways to Boost Inside Sales Training Reinforcement

Sales Prospecting Perspectives

With the release of AG Salesworks’ new guide The Inside Sales Manager’s Guide to Sales Team Training featuring Josiane Feigon of TeleSmart, AG has learned that training is not just about the event. It’s a process that has to be perfected during, before, and after that event. The following is a redactment from our new guide. Sales training never ends: the initial training week is just the beginning.

The Fine Line Between Cold Calling and Warm Calling

Sales Prospecting Perspectives

Inside sales representatives and business development representatives spend a majority of their time prospecting companies to find and create potential sales opportunities. Depending on the type of project, an inside sales rep may have many different campaigns to follow up on, calling both warm and cold prospects. This type of situation is commonly referred to as “cold calling.”. Sound familiar?

The Evolution of the Sales Role

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Sean Jones, business writer with a primary focus on the marketing sector. In the age of the tweeting refrigerator , salespeople are transitioning. The process of a sale no longer unfolds over just one platform; however in many cases it does involve multiple buyers. It became a matter of trust, of value, of helpfulness.

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A Blueprint for Content Marketing Success

84% of marketers plan to increase their content marketing spend over the next 5 years but less than half have any real confidence such content investments are paying off, based on a recent CEB survey.

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.

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.

Timeliness Matters: 3 Ways to Stay Ahead in Sales

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Amanda Maksymiw , Content Marketing Manager at Lattice Engines. Back in 2011, the Harvard Business Review educated us on exactly what timely manner meant. One hour. In fact, when companies reached out to prospects within an hour, they were seven times more like to qualify the lead. Ensure Tight Alignment with Marketing.

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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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.

[INFOGRAPHIC] 25 Tips for New Teleprospectors

Sales Prospecting Perspectives

According to The Bureau of Labor Statistics , there will be an 8.9 percent employment growth for sales representatives between 2012 and 2022. They project that an additional 132,000 jobs will need to be filled within that time period. At AG Salesworks, we hire new teleprospectors with varying experience levels every month. Some of our favorite pieces of advice: Don’t give up at the first objection.

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Are You Too Accommodating As An Inside Sales Manager?

Sales Prospecting Perspectives

About a month ago, I talked about the challenges I''ve faced when managing conflict and I offered a couple of ways to address these obstacles that I’ve learned over the years. Since then, I''ve really made a point to consider alternatives to proactively manage conflict. However, maybe “conflict” doesn’t have to be such a dirty word. Innovate or die, right? That was my comfort zone. Bring it on

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4 Big Questions to Ask When Outsourcing Inside Sales Teleprospecting

Sales Prospecting Perspectives

The decision to outsource part of your sales team - whether you''re revamping an insourced team or whether you don''t have on insourced team - can be a very tough one to make. What are the most crucial factors to look for in an outsourced teleprospecting team? Most people''s answer would be: cost. What kinds of clients do you serve? Identify the specialist and generalist outsourcing companies.

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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The B2B Marketer's Field Guide To Customer Engagement

Leverage customer engagement and advocacy to drive brand, demand and profitable growth.

4 Tips to Ensure Your Sales Prospecting Efforts are Fruitful in Fall

Sales Prospecting Perspectives

I just wrapped up my first fall Sunday Funday. We watched the Pats, had some friends over, cooked some fall-inspired food, and may have had one or two pumpkin beers. This is my absolute favorite time of year. It''s a fresh new start as we close out the summer and get ready to start the last quarter of the year. With the proper training timeline in place, there is little chance for failure.

5 Sales Prospecting Strategies for Overcoming Call Reluctance

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing. It starts with a hesitation. It becomes an objection. It festers into a doubt. And it costs your company leads. What I’m talking about is sales call reluctance. It doesn’t come from the prospects; it comes from the sales reps themselves. They want to know what they’re doing.

A Breakdown of the Top 5 Sessions for Content Marketing at INBOUND14

Sales Prospecting Perspectives

Two weeks ago, I entered the Boston Exhibition and Conference Center in awe. It was my first time at HubSpot’s INBOUND Conference, and as a content marketer just starting my career in marketing, there was certainly a lot to take in. watched Simon Sinek give an inspiring keynote on leadership and learned about how different neuro signals can affect your work. Their biggest emphasis? Then answer.

Inside Sales Training: How Invested Should We Be in Human Interaction?

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from David Brock, sales consultant and President at Partners in EXCELLENCE , where this post was originally published. Annually, billions are invested in sales skills training. On top of that, millions are spent on books on sales techniques, thousands of articles are written. Think about how we engage people as “civilians.”.

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.