Sales Prospecting Perspectives

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The Best Email Subject Line For Teleprospecting I've Seen Yet.

Sales Prospecting Perspectives

The best email subject line I've seen in my career came through my Inbox this week. Brad G, one of our inside sales reps shared an email he had received from a prospect praising his persistence in prospecting him. We call it "polite persistence" here at AG and I was very proud that the prospect not only responded to Brad, but took the time to compliment his approach and work ethic. Love to see that. As I was closing out the email I glanced at the subject line that Brad had sent to the prospect. It read " Attention: Jim - Final Follow up". or "do I know Pete"? Next he uses Jim's name.

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How to Optimize Your Website for Sales Prospects

Sales Prospecting Perspectives

Leverage responsive web design – Don’t design your site like it’s 2010! Sales Prospecting Perspectives is pleased to bring you a guest post from Damian Davila, Content Marketing Consultant at idaconcpts.com. An online presence is essential in today’s competitive sales environment. Still, it is not just a matter of “putting yourself out there” and launching just any site. Without line breaks.

4 Steps to Shorten Your Sales Cycle

Sales Prospecting Perspectives

Back in May 2010, the Aberdeen Group released an important report on how to shrink the sales cycle and focus closers on sealing more deals. "We don''t convert enough leads to sales," said 59% of respondents in the report. Sales Prospecting Perspectives is pleased to bring you a guest post from Damian Davila, Content Marketing Consultant at idaconcpts.com. Take advantage of e-signatures.

How Do You Define a Quality Sales Opportunity?

Sales Prospecting Perspectives

During my years as an Inside Sales rep, I've always appreciated working with the young hungry territory reps willing to talk to anyone "with a pulse". While I could appreciate that work ethic and the tenacity that hungrier reps displayed, I usually found that passing over anything lukewarm usually resulted in a lead that didn't go anywhere.and generally I was cold calling back into that company months later. On the other side of the coin, I struggled when passing leads to the veteran sales folks who wanted every opportunity completely teed up. Should you pass them anyone who wants to talk?

3 Main Characteristics to Look for When Hiring Inside Sales People

Sales Prospecting Perspectives

Recognized as an AA-ISP Top 25 Most Influential Inside Sales Professional by AA-ISP in 2010, 2011, 2012 and 2013. Sales Prospecting Perspectives is pleased to bring you a guest post from Kevin Gaither, Vice President of Inside Sales at uSamp. love when candidates ask me the question, “So what are you looking for when you hire salespeople for your team?” While I have developed a customized and comprehensive benchmark for each Inside Sales position for which I’ve hired, I always reply the same way…. Because experience with no drive is a waste of a hire. To me, that’s a winning combination.

Sales Prospecting Perspective Weekly Recap - Week of March 18, 2013

Sales Prospecting Perspectives

In 2010, Insidesales.com discovered that inside sales jobs were growing at a rate 15 times greater than outside sales jobs. March Madness has descended upon us and my bracket has already been busted! Let's hope your sales pipeline isn't experiencing the same thing! We usually reserve this portion of the recap to share an interesting article from the week. Today, I wanted to help our friends at Insidesales.com and Software Advice in promoting their 2013 Inside Sales Market Size Study. These questions and more will be answered with the help of your participation in the 15 minute survey.

Tips To Consider When Cold Calling Over The Holidays

Sales Prospecting Perspectives

For those of us that need to work over the next few weeks, please don’t assume that your teleprospecting effort is a lost cause. Don’t get me wrong, the last two weeks of December can be notoriously more difficult than most trying to run a cold calling/marketing campaign. Chances of getting any C-level executive live during that period seem to go down dramatically since they’re probably off at their ski chalet hobnobbing with high society. It is unfortunate but we do resign ourselves to the perceived fact that we will not be able to get a hold of anyone over the holidays.

3 Tips: How To Measure The Quality Of Your Inside Sales Team

Sales Prospecting Perspectives

“Those who speak most of progress measure it by quantity and not by quality.” ” This old saying by George Santayana does match our experience with success in teleprospecting. Actually our most successful inside sales reps measure their work by quality vs quantity. Thus to be a successful inside sales rep, one must be focused on measuring the quality of their work as opposed to just the quantity. As our own Pete Gracey says, the process of teleprospecting is a mix of a science and an art. ” They then inquired how this is possible.

Stop Telling Me That Cold Calling is Dead

Sales Prospecting Perspectives

What ever happened to just picking up the phone and dialing? Every day, we are inundated with the message, "INBOUND, INBOUND, and INBOUND!" While I am a firm believer in the benefit of driving inbound traffic to your site and then to your teleprospecting reps, there is still (and always will be) a huge need for cold calling. Over our eight years in business we have amassed thousands of statistics on the success of our programs. There have been only two of those stats that have never changed. We believe the reason for this is simple. I'd love to hear your thoughts on this topic. Thanks, Pete

Growing Revenue: Not Always As Simple As It Seems

Sales Prospecting Perspectives

We have done quite well and have emerged from the 2009 downturn with double digit growth in 2010 and 2011. One of my areas of responsibility is revenue growth and while this is not new to me as I have been in sales my entire career, striving for double digit growth quarter over quarter in a services business can be a pretty tall order. Don’t get me wrong, I’m not whining. But what fun would it be just to sit back and accept fast growth when it could be super fast growth? Another important factor, stating the obvious, is the economy. Existing customers notice as well.

Sales Prospecting Perspectives YEARLY Recap - 2010

Sales Prospecting Perspectives

In the spirit of New Years, rather than doing a weekly recap I put together a recap of our top 5 blogs for 2010! Happy New Year Everyone! So take a look and let me know what you think! Were there any other ones that you enjoyed this year? 5. July 1 st - Incentive Ideas for Your Inside Sales Teams. This blog was put together by one of our guest bloggers Jill Ryan. Here she discusses some of the challenges of cold calling and certain incentives that have pushed her to continuously hit her numbers. ” 4. ” 3. March 23 rd - How Do You Define a Quality Sales Opportunity? ” 2.

2010 The year in review: Do or Die

Sales Prospecting Perspectives

2010 seemed to go by more quickly for me than any previous year I can recall. I was glad to see it come and just as glad to see it go. like to refer to 2010 as the “Do or Die” year. After what was a very challenging year in 2009, 2010 was a time to regroup, reorganize and move forward. 2010 was a year like I have not seen in our over eight years in business. Failure is never an option, but in 2010, it could spell disaster. A few lessons learned: Much of what I considered must haves turned out to be nice to have, you can do a lot more with a lot less.

Sales Prospecting Perspectives Week of December 6th

Sales Prospecting Perspectives

Hi Everyone! Welcome to another Weekly Recap! We have some exciting news this week. As you can see from the image here, Peter Gracey was chosen as one of the 50 most influential people on this year’s SLMA 50’s Most Influential List ! Congrats to Pete, and all the other folks who made the list this year! Monday December 6 th. ” Tuesday December 7 th. ” Thursday December 9th.

AG Salesworks 8th Anniversary!!!

Sales Prospecting Perspectives

Pete talks about AG Salesworks 8th Anniversary offering B2B Sales and Marketing services and some of the many folks that have made it all possible

Inside Sales Reps: What Is Your Definition Of A Compelling Event?

Sales Prospecting Perspectives

Pete discusses how Inside Sales Reps need to ensure they are uncovering what the compelling event is for a prospect while they are teleprospecting

Incentive Ideas for Your Inside Sales Teams

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you another guest entry from one of our BDRs, Jill Ryan. Out of the 12 month year, these next 3 months are going be the hardest for inside sales reps. Sure, all year long our friends and family that are Firefighters, Nurses, Police Officers, EMTs, bartenders and servers have envied us for our guaranteed weekends off. Here at AG, we are lucky.

Getting your Inside Sales and Field Sales to Work as a Team?

Sales Prospecting Perspectives

Steve is an inside sales rep here at AG Salesworks. More importantly, Steve is my inside sales rep at AG Salesworks. He's a good inside rep too. Together we make a pretty good 1-2 punch. We're kind of like Riggs (Mel Gibson) and Murtough (Danny Glover) from Lethal Weapon. Chris: No way Steve, we can't qualify that prospect.it's too dangerous. Steve: Don't think that way Chris. Steve dials phone).

4 Tips for Sale Reps to Get Better Results from Inside Sales Teams

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you another guest entry from one of our BDRs, Jill Ryan. We have discussed how sales success is augmented by closed loop approach to marketing and sales. We all know that an effective Inside Sales team follows a call plan specific to the prospect, qualifies the account, and passes them along for an introductory call. Keep us informed.

Motivating New Inside Sales Hires from the Get-go

Sales Prospecting Perspectives

Sales Prospecting Perspectives is very pleased to bring you a post from Laney Pilpel, Manager, Client Operations. Laney is an AG veteran, who recently returned to AG after a 10 month hiatus, we are extremely lucky to have her back, and we are happy to have the opportunity to share this entry from her with our readers. Thanks Laney! When asked "How do you feel about your first day here?" It works!

Culture, Respect, Incentives and Teleprospecting

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you another guest entry from one of our BDRs, Jill Ryan. Your prospect can sense a smile over the phone". How many times have you heard this coined in some way in the sales world? Sure it seems like a no brainer. It's the concept we are trained on "always dial with a smile". I'm sure your wondering, where is this girl going with this?

The Importance of Sales Lead Scoring

Sales Prospecting Perspectives

Today's Sales Prospecting Perspectives post is from Chris Lang, AG's Sales Director. Have you ever seen some of the formulas used to determine the level of quality on a marketing qualified lead (MQL)? Some are amazingly complex. Marketing tracks behavioral patterns, opt ins, web hits, shoe size, everything! They are kind of like the CIA when you think about it. Inside Rep : Hi is this John Doe?

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The Value of a Targeted Teleprospecting Campaign

Sales Prospecting Perspectives

We are always focusing so much on the importance of bridging the gap between marketing and sales in a successful teleprospecting campaign. As I stated in a recent webcast, this is comprised of the initial implementation, execution, and closing the loop: Today, I want to focus on the execution in a successful campaign. Today, I want to focus on the execution in a successful campaign.

Communication and Collaboration for Sales Success

Sales Prospecting Perspectives

Today's Sales Prospecting Perspectives post is from Chris Lang, AG's Sales Director. Remember the show "Kids say the Darndest Things" ? Man I loved that show. wasn't around during the Art Linkletter years to see the original version, but I used to watch the re-runs on Nick at Night with my parents and then the Bill Cosby version in the late 90's. Manuel is a genius! Nothing was getting through.

4 Steps to Getting the Most out of your Inside Sales Reps

Sales Prospecting Perspectives

Today's Sales Prospecting Perspectives post is from Chris Lang, AG's Sales Director. Your inside sales reps have a tough job. liken it to asking women if they will tell you how much they weigh. 98% of them will tell you no (some more colorfully than others), 1% will give you a vague range and then 1% will actually tell you. Calls Come First. The inside sales team should focus on outbound dials.

Teleprospecting: Have You Tried Being Direct?

Sales Prospecting Perspectives

Today's post is a special guest post by one of our BDR's, Dan Marx. Sales can be tough. Prospecting may be even tougher at times. We sometimes deal with rejection on a minute-by-minute basis and are expected to forget about each occurrence and move on. Decision-makers receive dozens, if not hundreds of cold calls each day. Peter goes on to analyze the headline and discuss why it is so effective.

Teleprospecting: Using Open Ended Questions Effectively

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you another guest entry from one of our BDRs, Jill Ryan. In brainstorming what to discuss this week, I decided to address the landscape of what we do and how open ended questions can be helpful for teleprospecting. As I mentioned in my last blog post, I do not do well with scripts. There are only two answers that can come out of this question.

Teleprospecting: It's Not Just About the Number of Leads

Sales Prospecting Perspectives

For many years we evaluated the success of our teleprospecting campaigns solely on the number of fully qualified opportunities that we generated. Over time it became clear that we were doing our clients a disservice by not proactively sharing all of the detail surrounding every prospect we targeted during their teleprospecting campaign. You've got to savor the rest of the Sundae too.

What Your Inside Sales Team Knows Might Hurt Them!

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you yet another encore guest post from Chris Lang, AG's Sales Director. Chris lives and breathes sales and sales prospecting, and we are very happy to have the opportunity to share this entry from him with our readers. Thanks again Chris! talk to a lot of people that manage their own inside qualification teams. It raised two major questions.

Increase Teleprospecting Connect Rates Through Revisions

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you another guest entry from one of our BDRs, Jill Ryan. Every month, when I take a look at connect rates, I am baffled at the amount of times a Business Development Rep (BDR) actually connects with a prospect. Take April for example - mid month I was averaging a connect rate of 11.8%. This all sounds easy on paper, but we all know its not.

Cold Calling Requires TEAMWORK!

Sales Prospecting Perspectives

I was watching my 3 year old's favorite TV program Wonder Pets the other day. Seriously compelling television. wish I could say I had the time these days to watch an educational documentary, or a home improvement show or even ESPN. Nope.I've got the Wonder Pets or any other show on Nick Jr., Disney Channel or PBS Kids.but I digress. The jam goes a little something like this. What's gonna work!

My Take on a Teleprospecting Culture

Sales Prospecting Perspectives

At AG, we feel like our corporate culture is something that sets us apart; it attracts the employees we want and keeps them here long term. We feel like that benefits our clients because they're getting seasoned teleprospectors calling on their behalf. Today, Steve Giordano , one of our teleprospectors, blogs about the differences he noticed when coming on board. This woman was the latter.

Sales Prospecting: Add A Little Personality

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you an encore guest post from Chris Lang, AG's Sales Director. Chris lives and breathes sales and sales prospecting, and we are very happy to have the opportunity to share this entry from him with our readers. Thanks again Chris! In 2008 my ISR's delivered great leads. I'm a little quirky with my sales process. found myself doing this quite a bit.

Sales Prospecting: Who's Helping Your Sales Team?

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Chris Lang, AG's Sales Director. Chris lives and breathes sales and sales prospecting, and we are very happy to have the opportunity to share this entry from him with our readers. Thanks Chris! 01/07/09 - "My sales rep's are going to do all of their own calling. 03/25/09 - "Things are going great!

A Careful Approach to Prospect Personalities

Sales Prospecting Perspectives

Today's guest post on Sales Prospecting Perspectives is from Jill Ryan, one of our top producing Business Development Reps. Thanks Jill! think it's safe to say after teleprospecting into many different regions of the United States, there are various tones and personalities that can set the stage for a successful call. How do we address this? By comparing time zones to social personalities.

Getting Back in the Trenches

Sales Prospecting Perspectives

Pete discusses how he is rolling up his sleeves and getting back in the trenches to get a first hand view of the operational side of the business

Do Outlook Meeting Requests Really Work for Teleprospecting?

Sales Prospecting Perspectives

We, at Sales Prospecting Perspectives, thought it would benefit our readers to also hear from the folks who are in the trenches of teleprospecting, making dials every day to find sales qualified opportunities for our clients. Today's post is a special guest post by one of our BDR's, Dan Marx. She explained, as a VP, she often receives meeting requests, some polite and others just plain rude.

Why You Absolutely MUST Cold Call At The End Of The Year.

Sales Prospecting Perspectives

The same management teams that were scrambling because they didn’t have enough forecast in 2010 decide that it is a good idea to hold off on teleprospecting from about Thanksgiving until after the New Year. September and October are our biggest months for sales. They always have and I suspect they always will be. The sales cycle for these deals start in the middle of Q3 and they progress quickly as VP’s and CEO’s leverage our services to get as much business in for the year as possible. Come November attitudes change. Your audience is much more receptive than you think.

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Tools That Every Inside Sales Rep Needs to Succeed in 2011

Sales Prospecting Perspectives

We are well into the Holiday season now and in just a few more days, we will be ringing in 2011! As you start to think about your inside sales strategy for the New Year, it’s important to plan what you will bring to your inside reps to help them succeed on new and existing projects. Without the ability to create list views and follow up tasks, prospects will be sure to disappear and opportunities will surely be missed. By providing a CRM system like Salesforce.com, Zoho, etc., As a sales manager, be creative and find new ways to build lists.

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The Santa Selling System

Sales Prospecting Perspectives

Santa must do awesome in his yearly reviews. Aside from his food addiction issues and a penchant for the dramatic entrance via fireplace, his boss really has nothing to complain about. It would appear Santa is doing pretty well for himself too. Sales people often judge their peers based on possessions. Nice suits, accessories and of course a sweet ride are all signs of a rain maker. No offense to my colleagues driving BMW’s and Mercedes, but the man drives a mahogany sled with mythical flying reindeer as the engine. That must cost a fortune! So how does he do it? So there you have it.

Sales Prospecting Perspectives Weekly Recap - Week Of December 13th

Sales Prospecting Perspectives

Happy Friday Everyone! The office is all a buzz today as we’re having our Holiday Party tonight! –So stay tuned and check out our Facebook page for pictures! Meanwhile, I’ve put together a nice little recap for everyone. But before we get into that, I wanted to note another great blog I found this week: Sean Geehan’s blog Why Customer Satisfaction Doesn't Mean Customer Retention—and What You Can Do About It , offers some interesting results in a study that was done for a $B1.6 company. Here you can read about what you can do keep that customer retention up.