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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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?

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.

Tips On Running Inside Sales Incentive Contests

Sales Prospecting Perspectives

Here at AG Salesworks each inside sales team runs their own contest on a monthly basis. The contests are usually themed around the season or some special event that is occurring. The general goal behind our monthly contests is to do something fun that either fosters healthy competition or builds team unity (or both). have to be honest, I stink at planning these things. usually come up with the contest on the fly and roll it out 6 or 7 days into the month because one of my reps has asked me what we are doing for it. So, starting next year, I'm outsourcing my contest planning and execution.

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How To Conquer The Fear Of Asking The Dreaded Budget Question

Sales Prospecting Perspectives

Inquiring about budget can be one of the most difficult subjects when it comes to qualifying a prospect. Many feel that they don’t like talking about their financial situations with strangers, so why should prospects want to talk about theirs with them? While this is a valid point, I feel there are ways to ask questions in a non-intrusive way to get these prospects talking. So how do you go about uncovering such sensitive information from your potential buyers? How do you train your reps to conquer the dreaded budget qualification questions

Do Your Inside & Outside Sales Communicate Well?

Sales Prospecting Perspectives

My first real job out of college was as a supervisor at the front desk of a business hotel just outside of Boston. It was not the most glamorous position but it did teach me the importance of open communication from department to department, as this particular hotel was quite chaotic. When I “stepped up” into my first Jr. Inside Sales role I thought things would be different, but within a week I was struck by the lack of communication I had with the sales team. My cube was placed smack dab in the middle of the marketing department with 5 other Jr.

It’s The Little Things That Make Inside Sales Teams Perform Better

Sales Prospecting Perspectives

Like having your operations director dress up as a figure skater. We don’t play around on Halloween. Store bought costumes and cliché ideas are frowned upon at AG Salesworks. Today is our Halloween party and the office is buzzing. One of our operations directors is dressed as a male figure skater. How does a figure skating director increase sales for the outside reps? Absolutely!

Are Your Inside Sales Reps Good Detectives?

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest entry from one of our BDRs, Stephen Wolff. It is always difficult to answer the most common question asked of me when I meet new people. “What do you do for work?” ” I always tell people I work as a “Sales and Marketing Consultant.” ” The reason I say this is because I do more than just find “leads” for AG Salesworks clients. The information we uncover is key to building our clients’ forecasts. When I begin calling on a prospect I have three goals in mind.

Cold Calling 101: The Monthly Campaign

Sales Prospecting Perspectives

A critical component to the success of any teleprospecting rep is a healthy regiment of cold calling. While qualifying inbound activity is also essential to hitting your goals, it is the cold calling activity that maintains the deep qualifying skills and habits of highly effective reps. For this reason, you should be running unique monthly cold calling campaigns with your reps. Here are the three steps we take when getting our monthly cold call campaigns started: 1. Get Specific - Take some time with your rep to define a special target for their monthly cold calling.

Benefits of Peer to Peer Training

Sales Prospecting Perspectives

Often we assume that our training team has all the answers. Being a trainer myself, there are days I think (or hope) I have all the answers. Although there is a lot that every trainer brings to the team, sometimes we get the best feedback from fellow reps who are in the day to day trenches. This week, our team did peer to peer "cross training." During cross training week, the training department designates each BDR to partner up with a fellow BDR and listen to an hour of each other's calls. Their call to action is a recap of three "learning points" from their peers approach and messaging.

Sales Prospecting Perspectives, February 1st - 5th

Sales Prospecting Perspectives

The week (and January?) is already over!? Man, it seems like it was Monday morning. Anyways, things were busy here at AG Salesworks this week. We had a great meeting this week with Mike Damphousse, CEO/CMO of the appointment setting firm Green Leads. Mike and some of the folks here at AG spent some time sharing thoughts on the state of our industry and how we can better service our respective (and future) customers. Mike's a great guy with a lot of insight, and we're looking forward to our next meeting with him. Here's a recap of the blogs that we posted this week: Monday February 1st.

Benefits of Having Concise Transition Questions

Sales Prospecting Perspectives

In recent blogs , you have probably noticed people writing about the art of how we peak prospects interests. think it's pretty clear how important the first couple of seconds of the conversation are. Knowing how to sit back and drive it home through your teleprospecting efforts is a different story. For example: In Craig 's recent blog , he talks about when you get someone live and 30 seconds into their lengthy elevator pitch your opportunity is dead because you have wasted their time by talking too much. Two benefits of having a clean and concise transition question? What do you think

Today's Teleprospecting Tips

Sales Prospecting Perspectives

There are many facets to teleprospecting -pre-call plan, qualifying questions, overcoming objections and so forth. Through my training experience at AG, there is not one common area of weakness; everyone has different strengths and weaknesses. I'd like to take this opportunity to go over some of the trends that I have come across and things to keep in mind when you reflect back on your own on your lead gen team's prospecting approach: 1. Be assertive! There are many ways to be assertive, but one thing to be aware of is not using submissive phrases such as, ‘I was hoping, ‘I was wondering'.

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5 Importants Tips You'll Need To Be Successful At Cold Calling

Sales Prospecting Perspectives

At times it can be difficult for us to sum up the keys to success for any of our new hires that walk into the door here at AG. The goal during their first week is to get them a general sense of the basic traits required to consistently attain their goals. Like any other well run organization I've worked for, we recognize that it's also up to us to provide the infrastructure to ensure a reliable lead volume from the team. Here are 5 key areas we’ve found that can help to drive consistent performance from your campaigns. One call and one email a week will not generate a response.

3 Helpful Lessons That Will Make You A Better Inside Sales Manager

Sales Prospecting Perspectives

In fact, if you take a look at The Bridge Group's 2010 Inside Sales Comp and Metrics Report , you'll see that inside sales quotas are rising, yet only 50% of reps are hitting those goals. Sales Prospecting Perspectives is pleased to bring you a guest entry from the face of The Crap Report and Inside Salse Manager for Care.com. Ah, back in the old hallowed halls of AG Salesworks! At all.

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.