October, 2011

Sales Prospecting Perspectives

Trending Sources

Teamwork: Bring It to Your Teleprospecting Team

Sales Prospecting Perspectives

Do you ever think about how efficient you are when you’re part of a team? It’s a common trend across many things people do. Moving into a new home, running a kitchen, completing a science project, managing a team or even grocery shopping. In sales, we don’t always think of ourselves as part of a team. As a manager, I want my teleprospecting reps to feel that right hand effect.

Unexpected Turnover? Ensure You Have A Smooth Inside Sales Transition

Sales Prospecting Perspectives

Unfortunately, unexpected turnover amongst inside sales teams is inevitable - reps move on to other opportunities to seek the next step in their career, and although it puts you in a tough spot as an inside sales manager, it is what it is and your job is to make the transition as smooth as possible. used to think that when people said this, they were just trying to brush me off nicely.

Active Listening And Inside Sales Success

Sales Prospecting Perspectives

I have been inspired by a new client to talk about the importance of active listening skills in my post today. At AG, we always talk about the importance of open ended questions and active listening skills when prospecting. Listen! Listen! Listen! and find pain in the prospects answers. Sure, sounds easy, so why are we losing them? We are in sales and marketing, so we believe in our products.

Inside Sales Reps: Are You Being Assertive Teleprospectors!

Sales Prospecting Perspectives

Are you the type of person that walks into a restaurant, listens to the specials, browses the menu and makes a great decision on what to order in less than 5 minutes? Or are you the person that stresses out over the 20 options and ends up with the soup and salad disappointed? You know you love pasta and this place is known for its great sauces, so why not try the special with a nice glass of red?

The Rise of the Customer Marketer

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

Why Inside Sales Rep Training Should Never Stop

Sales Prospecting Perspectives

Sales Prospecting Perspectives in pleased to bring you another guest post from one of our newer BDRs, Kim Staib. It has been mentioned countless times in various blog entries how everyone here at AG strives to create an environment conducive to success. Achieving success starts with a training program designed to get new hires up and running and ready to uncover leads in 5 business days. An outsider might be surprised to know that multiple BDR’s jumped at the chance to have “the big boss” listen in on their calls.

3 Ways To Pull An Inside Sales Rep Out Of A Slump

Sales Prospecting Perspectives

3 Ways To Pull An Inside Rep Out Of A Slump. Inside reps in a lead slump are miserable beings: Me: “Hey Bob, what’s happenin?” ” Bob: “Well my pipeline sucks… no one is interested in what we sell… my pitch doesn’t work…I have eaten PB and J at my desk for 3 weeks straight and I forgot to wear socks today” Me: “Ok…well I’m gonna go jump off a cliff Bob, but thanks for the update!” ” Almost all inside sales reps go through slumps. So what do you do when you find an inside rep in a prolonged slump?

Don't Second Guess Your Long Term Strategic Plans

Sales Prospecting Perspectives

I’ve been there, I know how difficult it can be to stick to a long term strategic plan, especially in a difficult business climate or when it appears that in the short term things are not moving in the right direction. Over the past ten years AG Salesworks has helped over 300 companies grow their top line revenue through identifying and delivering high value sales opportunities. One thing I have noticed is that companies both large and small that had, and stuck to a long term strategic goal always fared far better than those who did not. I’ve been there. It works.

Without A Quality List Your Cold Calling Efforts Will Not Be Successful

Sales Prospecting Perspectives

The subject of this blog should be obvious to anyone with a little experience in sales, sales operations or marketing. Problem is, most us, myself included, don’t want to take it upon ourselves to put the time in to go through the painstaking task of scrubbing off all the bad contacts and outdated info on our lists. Believe me, I get it. would say this aspect of my job ranks right up there with having to let an employee know they need a little work on their hygiene. This never works out well. I can virtually guarantee that if we start with poor quality data, then we will fail. The list.

CRM 2

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.

It’s Fall – and Time to Spice Things Up for Your Inside Sales Team!

Sales Prospecting Perspectives

Last week on my way into work, I made my usual coffee stop at a nearby bakery. Just as I was about to place my typical order at the drive thru window, an ad on the menu caught my attention that read, “Try our new Pumpkin Spice Latte!” ” I was immediately intrigued, but a bit hesitant to actually make the switch from my daily order of a medium, hot, toasted almost coffee, skim milk, and one sugar. never stray from this coffee order, so the thought of trying something wild and new like a pumpkin spice latte really made me nervous. What if it was too sweet?

Sales Pros: Let’s Start Talking Peer to Peer

Sales Prospecting Perspectives

One of the hardest transitions to make in a sales career is gaining the confidence to talk to your prospects on a peer to peer level. Confidence goes a long a way in a sales career; second to work ethic, it is what keeps a salesman/woman sane, well fed, and happy. I had a recent business conversation with one of my prospects who was absolutely raving about the idea of a career in sales. He was baffled as to why anyone who wants to make money would actually want to do anything else. To my surprise, I answered him. That isn’t how to actively engage in a conversation.

Do What You Love!

Sales Prospecting Perspectives

We have all heard the saying. “Find a job doing what you love and you will never have to work another day in your life.” ” I have always thought that was nice and all but I have to make money; as much as possible and as soon as possible. Skiing, yoga and sailing is not likely to get me there. I’m going to have to work hard, harder than my peers, in an industry where the top performers make big money. Off I went to Boston to work for one of those big investment houses. signed a lease without so much as an interview, let alone an offer. It was just not my thing.

Inside Sales Managers: You're Only As Good As The People On Your Team

Sales Prospecting Perspectives

Sales Prospecting Perspectives in pleased to bring you a guest post from one of our Managers of Client Operations, Mike Ricciardelli. When I landed my first sales job I reported to the owner of the company. He had nearly 70 other agents working for him, just like me, and he treated us all the same way, like a person with a number stamped on their back. He had eyes like a shark and ran his business like a dictator. In the truest sense, he had the blood of a ruthless closer. He would always say "sales is a numbers game, so go out and do more.".

Dissecting A Horrible Sales Prospecting Email

Sales Prospecting Perspectives

I went through a fun exercise with the AG team today. forwarded the prospecting email below that I had received and asked them to very simply to identify the three things that they felt would bother me the most about it. Specifically, the three things they thought made me close this email before even finishing the first sentence. The actual email in question is below with all identifiable words and contact information removed. This is the actual format. Below the email you’ll see the actual responses from my team as to what they felt was lacking in this email. The interface is simple.

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.

Blind Dates And Teleprospecting: Nail Down Your "Non Negotiables"

Sales Prospecting Perspectives

Sales Prospecting Perspectives in pleased to bring you another guest post from one of our newer BDRs, Kim Staib. will take a cue here from a blog entry Chris Lang wrote a while back Night Out at the Cold Calling Bar. Anyone else watch that show on Bravo “Millionaire Matchmaker?” ” Anyway matchmaker Patti Stanger says that in dating you must first be firm in your “non negotiables.” ” This concept can also be applied to teleprospecting to either qualify a prospect in or out.

10 Commandments of Email Copywriting

The Point

Thou shalt not direct people to “Learn More.” ” “Learn more” is the worst possible call to action. It means absolutely nothing. Be specific, be tangible. What is it that you’re offering exactly? 2. Thou shalt tell people What, Why, and How. Thou shalt not require scrolling. Thou shalt sell the offer, not the product. Thou shalt use benefits, not features. What did I miss? ”

Email 92

5 Ways Social Media Can Drive Revenue

It's All About Revenue

by Steven Woods | Tweet this There’s no doubt that social media has been a disruptive force on B2B marketing. Yet, many marketers struggle with how to use social media to go beyond awareness, to actually drive revenue. I’m here to tell you it’s not magic. Here are five ways social media marketing can be used to drive revenue. 1. Extending Your Reach. Social media has once again changed that model.

Beanstalk Data Adds Service to the Marketing Automation Recipe

Customer Experience Matrix

Exploring a new marketing automation system is like biting into a bonbon: part of the fun is you never know what you’ll find inside. Thinking in those terms, Beanstalk Data is a tasty morsel. It provides all the basic B2B marketing automation functions: mass email, landing pages and surveys, behavior tracking, lead scoring, nurture campaigns, and CRM integration. Anyway, back to BeanStalk.

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.

Social Media Marketing and Darwin: Evolution or Irrelevance

Buzz Marketing for Technology

“If you don’t like change, you’re going to like irrelevance even less.” – ” – General Eric Shinseki, former U.S. Army Chief of Staff. The media landscape has evolved tremendously over the last quarter century. Consumers have evolved even faster with the advent of high-speed Internet-enabled mobile devices and social media. The answer: You don’t.

How to Improve Your Marketing Automation ROI

Sales Lead Insights

Effective B2B marketing processes plus automation yield outsized returns. According to the study results, Marketing Automation technology paired with appropriate, systemic processes can yield four to five times the number of closed deals when compared to deployed technology alone. The magic lies in realizing higher conversion rates throughout the Sales cycle. No MAP / No Processes. Lessons Learned.

ROI 82

The 3 P’s of B2B Lead Generation: People, Process, Platforms

NuSpark

When people ask me what I do, I usually give them my standard 15-second commercial; generate quality inbound leads and shorten sales cycles via lead generation, lead nurturing, and content marketing.  I am also active on Google Plus. wanted to explain this approach in a little more detail, as my firm’s website was recently reorganized to focus on these 3 Ps.  How boring.  Quality people. . Process.

The 3 P’s of B2B Lead Generation: People, Process, Platforms

NuSpark

When people ask me what I do, I usually give them my standard 15-second commercial; generate quality inbound leads and shorten sales cycles via lead generation, lead nurturing, and content marketing.  I am also active on Google Plus. wanted to explain this approach in a little more detail, as my firm’s website was recently reorganized to focus on these 3 Ps.  How boring.  Quality people. . Process.

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.

Why Your Marketing Needs Real-Time Data

Buzz Marketing for Technology

Another Advertising Week in New York is upon us and so far I have seen some great presentations from companies like Facebook, LinkedIn, Twitter, Quantcast, comScore, and even Yahoo! However, if there is one thing that is becoming painfully clear to me is the need to be relevant to your audience – whether you are advertising to them, being social with them, or just creating the right kind of conversations about your brand. We often throw this idea around as marketers – “being relevant”, but few people discuss how! So to illustrate this, I decided to run a research experiment to show at IAB MIXX.

How B2B Buyers Have Changed- and the Role of Content & Social Media

NuSpark

B2B buyers are time deprived and risk averse – and also enormously well informed. They resent and ignore interruptive marketing approaches such as advertising and cold calling. They do their own research online, and then contact vendors and service providers when they’re ready to talk price. From the B2B seller side, ‘beating the bushes’, ‘cold calling’, ‘hunting’… whatever you call it, is less and less effective. Marketing’s role is growing through the addition of what I call ‘sales enablement’ activities. With social media, buyers can reach out to colleagues, experts, peers, etc.

How B2B Buyers Have Changed- and the Role of Content & Social Media

NuSpark

B2B buyers are time deprived and risk averse – and also enormously well informed. They resent and ignore interruptive marketing approaches such as advertising and cold calling. They do their own research online, and then contact vendors and service providers when they’re ready to talk price. From the B2B seller side, ‘beating the bushes’, ‘cold calling’, ‘hunting’… whatever you call it, is less and less effective. Marketing’s role is growing through the addition of what I call ‘sales enablement’ activities. With social media, buyers can reach out to colleagues, experts, peers, etc.

Is Blogging Right for my Business? The Benefits of a Business Blog

NuSpark

The strategy of blogging, especially from a b2b perspective, can be somewhat misunderstood. What are your goals? Thought leadership, SEO, lead generation? How do I get people to read it? How to I build subscribers? Are my audiences really interested in my thoughts?  So I thought I’d raise the question on the benefits of blogging to the NuSpark Marketing content alliance team, and get their reaction to the following question. “I’m not convinced a blog is right for my business, plus I’m concerned over time and resources.  Below are the responses.  . From Apryl Parcher. From Maureen Monfore.

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.

5 ways to use social media for solution marketing

Buzz Marketing for Technology

It’s easy to get caught up in the buzz, and the hype, around social media. I’ve been working with many B2B companies to help them figure out when and how to use social media in their business. The answer is always a bit different depending on the product or service. One area that few people have written about is how to use social media for solution marketing. So there you have it.

Web analytics Is Not Sufficient For Customer-Centric Inbound Marketing

Conversionation

Web analytics offers enormous possibilities for those able to take all out of it. For many companies they are sufficient to measure and improve the results of content marketing, search engine marketing, social media marketing and what we generally call inbound marketing. However, if you want to go a step further and know the efficiency, [.]. Blog Inbound marketing Web Analytics Avinash Kaushik ClickTale heatmap HubSpot inbound marketing web analytics

When social media destroys a career — The business case for being a fake

grow - Practical Marketing Solutions

A guest post by {grow} community member Leslie Lewis. Leslie Lewis is not my real name. You don’t need to know my real name, and you may never know it.  Here’s why. I’ve worked in social media since 2005, and I knew I needed a tightly controlled message and presence online.   You could Google my real name and find my blog, or find me on Twitter, LinkedIn, Flickr, or Facebook.

7 reasons why social media success has nothing to do with social media

Chris Koch

This week I was asked to speak on a panel about social media to a group of B2B marketers in financial services. It was great getting the perspective of marketers outside of technology. But they call it “financial services” for a reason: They have all of the same struggles as technology services companies—with the added complication of tons of regulatory requirements. But when the panel was over, I realized something scary: Most of the success factors we wound up talking about had nothing to do with social media. Social doesn’t happen in B2B without a culture change. 30% said yes.

The B2B Marketer's Field Guide To Customer Engagement

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

Dear social web, Let’s try keeping it real.

grow - Practical Marketing Solutions

I hesitate to be drawn into the Klout firing line again but I have had so many requests from the {grow} community to comment on the Klout Meltdown this week that I guess I need to respond. At the risk of adding to Klout weariness, here are a few observations. My Klout score dropped from 82 to 64. Who cares?  My wife and kids still love me. Funny. They’re the same level now. agree with him.

API 102

What is Web Presence Optimization, and Why Should I Care?

Webbiquity

Web presence optimization (WPO) is the art and science of being found online. As indicated in the masthead of my blog, it has both an explanational definition (The fusion of SEO, search marketing, social media, reputation management, content marketing and social PR) and a reasonal one (Being omnipresent on the web for the search phrase that uniquely describes you or your organization.) It’s the evolution of search engine optimization (SEO), or alternatively,  SEO on steroids. And getting found is the necessary first step to winning that business.

Content Will Not Be King

Digital B2B Marketing

Nearly every marketer in every industry has heard the cry “ Content is King “ Even the cover of Ad Age was emblazoned with Content is King last month, complete with a crown. Once a call for change and recognition of a new marketplace reality, Content is King has become conventional marketing wisdom. The problem is, conventional wisdom is average. Content marketing was not the norm.

10+ Ways To Use B2B Social Media In Your Business

PWB Marketing Blog

Social media should be an integral component of everything your B2B organization does including marketing, customer service, sales, and product development. It’s surprising how many B2B companies still overlook this key task. Eleven Different Ways to Integrate B2B Social Media. Every e-newsletter and email should have a call to action for the social web. Skin your YouTube page. Tweet with them.

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.