October, 2011

Sales Prospecting Perspectives

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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. I 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?

5 Pillars of Marketing Automation Success

Ensure Your B2B Marketing Clients Get the Best Results

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.

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. This may seem like a short amount of time but the great thing about AG is that although that first week is over the training really never stops.

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.

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.

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. I 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

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. I 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. I signed a lease without so much as an interview, let alone an offer. That was just a formality.

Flip My Funnel - Guide To B2B Account Based Marketing

As modern B2B marketers, we have been lucky enough to witness some of the most dramatic shifts in marketing strategies and technologies.

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. I 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.

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. I 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.

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.

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. Klout’s biggest competitor is PeerIndex. Funny.

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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.

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? Thou shalt tell people What, Why, and How. Thou shalt not require scrolling. Don’t make people scroll in order to learn exactly what it is you want them to do. “I What did I miss? ”

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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. Extending Your Reach. Social media has once again changed that model.

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.

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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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.

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. Sound daunting?

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). The scams seem to be getting more aggressive and extreme and I recently pointed out the example of a guy who flat-out lied to me just to get a back-link on this blog. Susan.

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.

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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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. I 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. A closer look: People.

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. I 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. A closer look: People.

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.

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A Content Formula for Complex B2B Organizations

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

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?

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 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. Often. A blog.

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.