October, 2011

Sales Prospecting Perspectives

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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.

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.

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.

150 Content Marketing Tips

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

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?

Inside Sales Is Not An Infomercial

Sales Prospecting Perspectives

Sales Prospecting Perspectives in pleased to bring you a guest post from one of our newer BDRs, Elizabeth Guerra. secretly love infomercials. thoroughly enjoy the bad acting, the catchy phrasing, and the made up problems these miracle products can solve. But as much as I love infomercials, I wouldn’t want to have a conversation with one. And the qualities that make for a hilariously good infomercial make for an obnoxious inside sales rep. 1. Bad Acting – The actors in infomercials are staggeringly inept at doing very simple things. Paper towels not cutting it for you?

3 Key Reports To Run When Analyzing Your Teleprospecting Campaign.

Sales Prospecting Perspectives

Adaptation is the key to any successful teleprospecting campaign. You’ll have your list, your script, your reps, and your CRM ready to roll. You’ve done it before and logic would dictate that you just need to replicate previous successful behavior to ensure success. NOPE, this is not the case. That is the beauty of our business. No two campaigns are exactly the same. One of the cornerstones of our success at AG over the years has been understanding this very fact and treating each new campaign uniquely. Perhaps they are too low.or maybe too high. That is a no brainer.

Inside Sales Reps: A Few Tips to Help Your End of the Month Jitters

Sales Prospecting Perspectives

We’ve all been in this position before – you have a good month and then you turn the page on your calendar only to start off with a zero. So you hit the phones hard, try and keep the momentum going and you feel like you’re on track and ahead of the game. Now there’s only a week or so left to the month and all of sudden you start to get nervous because you need 2 or 3 or 4 more leads to hit your lead goal. Here are a few things to focus on that could help you meet and even exceed that inside sales lead goal of yours.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

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

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.


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.

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?

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.".

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.

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.

Case 102

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.

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.

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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? ”

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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.

A glimpse of the next generation of social media entrepreneurs

grow - Practical Marketing Solutions

By Neicole Crepeau, Contributing {grow} Columinst. One of my children attends a private school that is offering a new class called “The Evolution of Society.’  ’  I recently had the opportunity to sit in on this class and if the kids in this course are any indication, watch out!  The next generation of entrepreneurs is going to rock the world! To kids, free is just part of life.

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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.

The business case for Facebook, in one sentence

grow - Practical Marketing Solutions

What is the most-debated question in social media today?  One candidate is,  “Should my company have a Facebook page?” ” The tension comes from several angles. It could be due to: The company is not culturally-ready to deal with comments from real people. The company has whacked-out expectations about how sales will increase once they have a Facebook page. ” Think about it. 

Case 84

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


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.

7 Ideas for Advanced Social Media Education

grow - Practical Marketing Solutions

For the past three years I have been teaching college or graduate level classes in social media marketing. Executives are clamoring for the next level of education in this area and so I’ve been wondering … what would an Advanced Social Media Class look like? What new skills and ideas would go into the next level of social media education? How do you organize to optimize?

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.

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.

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.

Are there any ethical bloggers left out there?

grow - Practical Marketing Solutions

With your kind support, {grow} has become a fairly popular blog. With this distinction, I’m deluged with requests to do sponsored posts (companies offering to pay for their promotional content to show up as a blog post). There must be a critical mass of influential bloggers out there accepting money for blog posts, otherwise these people would go away! Are you interested? Susan. Hi Mark!

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.

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.

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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 do you make your content go viral — offline?

grow - Practical Marketing Solutions

You’re probably stressed. It’s likely that you (and your customer contacts) are doing the job that used to be done by three people. The information density of our wold is overwhelming. Budgets and resources have been cut. It seems that everything is working against our ability to connect with customers and share information that could influence a purchasing decision and close a deal!

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