September, 2011

Sales Prospecting Perspectives

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How Do You Inspire A Demotivated Inside Sales Rep?

Sales Prospecting Perspectives

With summer behind us, those of us in the inside sales game realize it’s time to focus. No more excuses about having a difficult time getting decision makers on the phone. Guess what, they’re in the office and all you need to do is just to take the initiative to pick up the phone and sell. So let’s assume the playing field is level and the team has every tool at their disposal to be fully productive. Your job is done, right? Well from what I’ve seen it’s more than just giving your team what you perceive they’ll need to be successful.

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Is Your Sales Team Losing Out On Opportunities To Your Competitors?

Sales Prospecting Perspectives

One of the primary goals of any sales team is to find all potential buyers in their target market(s). There are 2 key areas to look at to ensure your company is finding these buyers before your competitors are getting to them: 1) Are ALL marketing generated inquiries followed up on EFFECTIVELY? How persistent and effective is your team at getting a response to marketing inquiries? 2) What does your team’s outbound call strategy look like? Are you confident that your team is reaching ALL of the potential buyers in your target market that didn’t get pulled through your marketing team?

For Sales: Practice Makes Perfect

Sales Prospecting Perspectives

I’m often surprised at how few sales professionals practice their craft. Did they not listen to their parents when they told them “practice makes perfect”? Or do they think that they don’t need to practice? In my experience 100% of sales people can improve, a full 80% need to improve. Perhaps they think showing up to work everyday is enough. I would agree if I saw most sales people succeeding, however that is not my experience. (My My sales team excluded, of course). Just showing up, and even working really hard is not enough. Give it a try, and let me know

Why Inside Sales Reps Shouldn’t Say Goodbye To Cold Emailing

Sales Prospecting Perspectives

I have heard several people in the sales world toying with the idea of getting rid of cold emailing techniques recently, and I couldn’t disagree more. The most common argument is that teleprospecting teams should be focused on having live conversations only, and not emailing back and forth with prospects before they have an initial conversation with them over the phone. Is cold emailing dea

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.

Tips For A Productive Inside Sales Weekly Recap Meeting

Sales Prospecting Perspectives

Do you ever get to the grocery store and find yourself rolling up and down the isles wasting time gathering your thoughts on what you need? You forgot to write out a list, you have no clue if you need milk or cheese, dish soap, paper towels or what you stocked up on last week. Being unprepared when you only have so much time allocate towards something results in forgotten items, time wasted and over all frustration. This holds especially true for weekly client calls or weekly marketing and sales team calls. Weekly client/team calls are imperative to the success of a program.

5 Productivity Killers For Your Cold Calling Team

Sales Prospecting Perspectives

From what I’ve seen over the years making cold calls, it can be customary to place blame on your inside sales folks when they’re having difficulty uncovering solid leads. Believe me, your reps skill-set can be a primary driving factor in their success, but at times we can lose sight of other factors that are out of their control. When I see my most talented folks putting in the overtime with low results, generally I know it’s time we start looking at the other factors beyond their inability to uncover opportunities. It shouldn’t take much longer than that.

Finding Your Groove In Teleprospecting As A New Hire

Sales Prospecting Perspectives

Sales Prospecting Perspectives in pleased to bring you a guest post from one of our newer BDRs, Kim Staib. My first day at AG was over four months ago and I have learned a lot since then. For instance; energy drinks rank very high on AG’s hierarchy of needs, get to the kitchen early on pizza day if you want a slice of meat-lovers and always have a sweater on hand as the office is very well air conditioned. OK OK… so I’ve learned more than that. Overall these last few months have been a continuous learning experience in a field I had a lot to learn about prior to joining AG.

Know Less About The Product & You’ll Pass More Leads (I Swear It Works)

Sales Prospecting Perspectives

I talk to a lot of marketing/sales executives that have no idea why their inside team’s lead numbers are down. The call number is in between 80-90 per day, they are having conversations, they know the product inside and out and they are hungry for leads, so what could be the issue? I’ll then look at their conversation reports and possibly listen in on some calls and find out they have a lot of over educated inside reps. Sometimes this is facilitated by management and other times the inside rep shoots themselves in the foot. Learning the difference is key. Thank you so much!

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.

Challenge Creates Happiness

Sales Prospecting Perspectives

I recently heard from one of my regular readers who challenged a premise I made in my most recent post, For Sales: Practice makes perfect. I was thrilled to hear from Bob Terson , who is an accomplished sales guy and author, for two reasons. First, I was happy to know that I actually had a regular reader, and second I love being challenged. I said “there is no such thing as a born salesperson” in my blog, but that’s not entirely true. Bob’s brother returned to music once he had reached his financial goals through sales. I learned this lesson from another Bob.

Are You Investing In Fun?

Sales Prospecting Perspectives

Just had our 11th annual summer party. What a blast! This year several of our team members stepped up to organize the event. It's amazing what happens when you give your people the freedom and flexibility to be creative. What they came up with was an “Olympics” theme. The company was divided up into 4 teams competing with each other in events such as home run derby, latter ball, egg toss and horse shoes. The finale was a “Rap off” where team members created a rap about working at AG Salesworks, then competed by performing it live. Absolutely hilarious!

Do You Know What Really Motivates Your Inside Sales Team?

Sales Prospecting Perspectives

Over the years I’ve benefited from wearing many hats in the inside sales game. While I’ve been humbled on many occasions, it certainly has allowed me the perspective of seeing the job from a variety of angles. I wish I could say that I have it all figured out at this point, but I have got a long ways to go. I know its cliché and I’ve said it before, but any good employee or boss knows that it’s never time to stop learning. Any time I was naïve enough to think I had it all figured out, it inevitably bit me in the arse. Guess what, people were still miserable.

3 Reasons You Didn't Pass That Sales Lead

Sales Prospecting Perspectives

I’ve always said that cold calling is like trying to pick someone up that is way better looking than you. You have to put yourself out there, be prepared for a lot of rejection and when you get an opportunity, you had damn well better have a good rap or else you’re going to miss out. The same thing applies to your calling efforts. They are the 10 that gets approached a million times a day and you are the 5 that they shoot down because you’re “like the rest of them” Let’s look at some of the more common mistakes. Holy crap he/she is talking to me!

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.

Thesis vs Genesis – Comparing Premium WordPress Themes


Over the Labor Day weekend, I had the pleasure of working on my first website using the Genesis Framework from StudioPress. I say pleasure because it happened to be my husband’s new photography site, and it was the first theme he’s chosen that didn’t lead me to using a string of obscenities that might actually shock people who regularly watch HBO. Thesis vs Genesis. Enjoy! 87. $164.

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The Trouble with Klout

Paul Gillin

Estimating influence is a delicate balance of art and science. People are drawn to quantitative methods because scores are easy to understand. The downside of reducing influence to a number, though, is oversimplification. Lately, I’ve been looking at Klout , the popular new tool that bills itself as “The Standard&# for influence measurement. The more I look at it, the less I like it.

Why Klout matters. A lot.

grow - Practical Marketing Solutions

Yes, this is a real invitation. If you hate Klout … and you probably do … try to take a deep breath and read ahead with an open mind. And, unlike every other blogger on the planet it seems, I’ve come to the conclusion that this is a very important development. In fact, a historically important development. Never has. Never will. Klout can be “gamed.&# Even me. Nothing more.

Social Media is Lowering Our Content Standards

Digital B2B Marketing

Sharing has ceased to be an endorsement of the quality of content. Social media has created the expectation that we share content, and in the drive to meet the content demands social media places on us, our content standards are falling. ie “LOVE this post! …&# or “+100 RT …&# ). The rules are at best guidelines, and nobody is requiring you to share mediocre content.

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.

50 (of the) Best Social Media Guides, Tips and Insights of 2011 (So Far)


Social media marketing has gone well beyond the hype stage and is now mainstream business practice. Still, questions remain: how do I use social media most effectively across the enterprise? Which social media monitoring tools should I use? What should I monitor for? How do I use my time and resources most effectively? What social media developments and trends should I be watching? What to do?

20 of the world’s most clever Twitter bios

grow - Practical Marketing Solutions

Last year I started “collecting” great Twitter bios and kind of got hooked. When I decided to publish “The All-Time Best Twitter bios,” and “The 20 Funniest Twitter Bios,” readers of {grow} seemed to get hooked too! So here we are with the third edition. These are all real Twitter bios … @MichaelACaruso. I’ve learned I don’t know anything.

Three reasons social media marketing favors small businesses

grow - Practical Marketing Solutions

I’ve spent some time this week attending a few online webinars and catching up on my blog reader and I noticed an interesting trend. The conversations, research, presentations, and case studies focused entirely on large corporations. Look through the success stories in your blog reader. Coca-Cola. And of course the ever-present Zappos. Is anybody paying attention to the little guys? Get it?

The Death of Internet Marketing and the Rise of Social SEO

grow - Practical Marketing Solutions

By Robert Dempsey, Contributing {grow} Columnist. Internet marketing as we once knew it is dead. Gone are the days when a sales page was enough of a relationship to sell a product. Gone are the days when claims of riches tugged enough at the emotions to persuade a sale. Gone are the days when bloated claims could pass as truth and lies went unpunished. Now is the time of social SEO. Then Came SEO.

A Content Formula for Complex B2B Organizations

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

Can you make money managing social media?

grow - Practical Marketing Solutions

In a blog post almost two years about the best business idea for social media marketing , I made a prediction that I think stands up. I said that there would be increasing demand for out-sourced social media management and content farms that would pump out low-cost, low value content in a Wal-Mart kind of way. I’m not not saying this is recommended or ideal! ” Medium-sized companies.

Measuring the Immeasurable

Paul Gillin

My post last week about the shortcomings of Klout got several thousand views and generated quite a bit of discussion. it also got me several e-mails from companies that claim to have built a better mousetrap than Klout. I haven’t reviewed these tools in detail just yet, but it appears that influence is a red-hot topic in PR and marketing circles right now.

12 Tweetable Statistics Prove B2B Social Media ROCKS

PWB Marketing Blog

Know B2B social media fact from fiction. Fiction: Social media offers limited value to B2B marketers. Fact: 86% of B2B companies are using social media. B2B companies are absolutely using social media to generate leads , connect with customers, and reach business goals. We compiled twelve tweetable facts about the prolific use – and success – of social media among B2B marketers.

The New 4 P’s of Marketing

It's All About Revenue

by Brian Kardon | Tweet this You know the saying: You go to college for an education, and then spend years trying to un-learn everything you were taught. It’s hard to name a field that has faced as much disruption and change as marketing. It’s our attempt to spice up the stodgy principles of marketing. Here are the 4 New P’s of Marketing you’ll see throughout the syllabus. Personality. Publishing.

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.

The hidden costs of social media conversation

grow - Practical Marketing Solutions

It’s all about the conversation. Have you heard that a thousand times? It’s a ubiquitous mantra of the social web to the point where sometimes I think it takes over as the ultimate goal. It’s not the goal. The goal of any organization is to increase shareholder value … a.k.a. make money. Even non-profits. What is the future of the social media “conversation?” Marketing, interrupted.

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Why Salespeople Hate Most White Paper Leads

The Point

How is it that a quality white paper on a hot topic can still generate bad leads? It’s got to be the media, right? Wrong. It’s the offer. Even a well-written white paper, by a respected author, on a hot topic of vital interest to your target audience, can still generate leads your salespeople will consider “junk.” Then your offer should have as broad appeal as possible.

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9 attributes of the best thought leadership content

Chris Koch

Some time back, I blogged about the attributes of a thought leader. Lately, I’ve been talking to B2B marketers about the content delivered by these thought leaders and asking, What defines good thought leadership content? Here’s what I have so far. Surely, you have a suggestion that will get us to ten attributes? Visionary. It’s best to address a problem before customers realize that it’s a problem. Provocative. The best thought leadership pieces are bold and attack conventional wisdom. Differentiated. No “me too” ideas allowed. Relevant. Timely. Has a narrative. Demonstrates mastery.

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A broken heart for the social media community

grow - Practical Marketing Solutions

My friend Trey Pennington , one of the most popular figures on the social web, committed suicide today. I have been trying to figure out how to deal with this tragedy. I’ve been pushing it down, pushing it down. I want it to go away. But I decided that not writing something would be cowardly and a disservice to a man who has helped me and so many people around the world. In a car. In a bus.

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.

Oops! I made this Social Media mistake. How about you?

grow - Practical Marketing Solutions

By Stanford Smith, Contributing {grow} Columnist. Many passionate and hardworking social business operatives are making a business-killing mistake. Proud of their impressive Twitter followings, Facebook crowds and Klout scores they are lulled into a false sense of security. The rude awakening often comes when they try promoting their product to their audience. Their error is simple. It’s easy.

The Ultimate Truth About Klout and Influence


An analysis of Klout, the use of it and the concept of influence from the Klout and social network perspective. Let me start by disappointing you. I do not know the ultimate truth. I just wanted to grab your attention. That’s what you do with a post title now and then. However, now that you’re [.]. Opinion Social media marketing Eloqua influence Joe Fernandez K+ Klout Klout score PeerIndex

Social Media — Just flirt with me, won’t you?

grow - Practical Marketing Solutions

Guest post by {grow} community member Krysia Hepatica. As a newly-divorced mom, being both back on the dating scene and trying to establish a new career, my life has been anything but dull. Because I was married at such a young age, I missed out on a lot dating and the drama that goes along with it. I also missed out growing a career because I was home raising babies. Several, actually. Say hi.

Influence of Buyer Perceived Value (BPV) on Buyer Behavior and Decisions

Tony Zambito

Image by Will Lion via Flickr In my recent article, Buyerology: The New Science of Understanding Buyer Behavior, I introduced the concept of Buyerology and the need for a renewed focus on understanding buyer behavior in the Social Age.

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.