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.

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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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.

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.

150 Content Marketing Tips

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

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 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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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 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.

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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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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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.

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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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.

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.

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%.

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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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.

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.

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.

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.

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.

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 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. 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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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.

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.

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.

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.

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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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.

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.

10 Inside Sales Lessons Learned Over 10 Years at AG Salesworks

Sales Prospecting Perspectives

Last week was my 10-year anniversary at AG. At times, 10 years seems like eons ago, but honestly most of the time it truly feels as if time has flown by. During this period, I bought a condo, got married, had a child (who is now 7), sold a condo, and bought a house. In effect, these guys would best be described as anti-CEOs. To some degree, this describes my experience with AG. Listen to them!

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.

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.

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.

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 Best Productivity Tips to Maximize Sales Development Reps' Time

Sales Prospecting Perspectives

As sales development reps, our time is precious. It is essential that we manage our time in the most productive and efficient way possible in order to hit our goals, stay organized, and keep our clients happy. The following are some tips I‘ve found make my day run smoother and allow me to make the most out of every day in the office. 1. Lay out your day; have a plan. Utilize your calendar.

5 Reasons Not to Build Your Sales Development Team One Rep at a Time

Sales Prospecting Perspectives

Sales development reps, you''ve all heard it. Cold calling is not a walk in the park. Sometimes, it will seem like a monumental struggle, trudging through lists full of incorrect contacts and trying your best to influence influencers. They can reach out to each other for advice, or to bounce off ideas. Then, you''re expected to somehow make quota. Multiple reps can help set the bar.

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. ).

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.