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.

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 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.

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

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.

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.

Quality vs. Quantity

Sales Prospecting Perspectives

The quickest way to a sales person’s heart is through their wallet. A lot of companies use lead volume as a bonus piece in an inside reps comp plan. While I agree 100% that lead incentives and monetary pay outs are the way to go with your inside reps, I do not think that lead volume is the way to do it. In my experience, compensating based on lead number incents the wrong kind of behavior. If you tell me that I will get (X) dollars per lead, I will pass a hell of a lot of leads. will strive to hit the minimum qualifications and hand it to sales before I have the chance of losing it.

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.

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.

Want to Fail at Telesales?

Sales Prospecting Perspectives

I can't stand most telesales reps. cringe when I pick up the phone only to hear a teleprospecting rep jump into a 5-minute spiel on the benefits of whatever product/service they are providing. respect that they are trying to do their job, and I always give them a few seconds to catch my interest (mostly because of the industry I am in) but 9 times out of 10 I am itching to get off the phone after 10 seconds. Here are some of the most common reasons why I end up cutting an unsolicited cold-call short (and what I train my team NOT to do). 1. The sales person doesn't know who they are calling.

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!

Size Matters.When it Comes to Your Teleprospecting List

Sales Prospecting Perspectives

There can be a variety of factors that play into the success and/or failure of your telemarketing campaigns. If the campaign fails, it seems to me that the commonly accepted reason is the down economy, otherwise known as " no available budget." Other reasons for failure can range from the wrong industry focus, or off target messaging, or calling on the wrong title; the list goes on. The unfortunate thing is we tend to overlook what generally seems to be the most obvious problem, THE COLD CALL LIST. The good thing is most of the time it can be solved very easily. Problem solved right? Wrong.

Why Cold Calling is both an Art and a Science

Sales Prospecting Perspectives

"Make more calls and you will uncover more leads". That is a common approach to take when tackling lead generation through cold calling. There was a time when we had our reps make "X" number of calls per day and we decided that if we increased their call number by 28% per day we would pass over more leads to our clients. It backfired. We not only saw a decline in passed leads, we also saw a negative impact on morale. After a few months we readjusted our number to approximately 15% more of the original number of calls per day and that seems to be the magic number. What do you think?

So, You’re a “Telemarketing” Firm?

Sales Prospecting Perspectives

It is my turn to share some thoughts with you - so I figured I would draw from an experience I had this weekend. On Friday night I was out having dinner with some friends and as the night went on we ran into a group of folks that I had not met before but who knew the people I was having dinner with. We ended up inviting them to join us, and as the story goes in most settings with folks you are just meeting, inevitably the question arose, "Matt, what do you do?". One comment that was said during the conversation that stuck in my head: " So, you're a Telemarketing firm?".

Signs of a Burned Out Teleprospector

Sales Prospecting Perspectives

At AG, a major priority for us is to create a healthy culture that our employees are excited to be a part of each day. One thing we are well aware of is that with making sales prospecting calls all day, you have to deal with some element of burn-out. We obviously manage to this in order to keep the team motivated, but here are some questions you should be asking yourself if you feel an employee is exhibiting signs that they have checked out: Do they continually struggle to hit their call goals? Has the quality of their leads diminished? Are they executing on your company's call strategy?

Sales Prospecting Perspectives, January 25th - 29th

Sales Prospecting Perspectives

On Thursday, January 28th, we had our 2010 kickoff meeting, where "Winning at Every Level" was the theme. Another great week here at AG Salesworks! We want to win for our clients, passing them more sales qualified leads than we ever have, and we want our employees to feel like they've won every time they walk through our doors, experiencing greater job satisfaction than they've ever known. You can check out some pictures of the meeting, at our Facebook page, here. Oh, and while you're there, become a fan! Learn how to by reading more! Well, there's the weekly recap!

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.

Keep These in Mind When Hiring Teleprospectors

Sales Prospecting Perspectives

I have been asked, several times, about the type of individuals I look for when hiring telesales reps. Many assume that, due to the nature of the job, we must have a revolving door of employees - this couldn't be further from the truth. Our people are our product, and it is imperative that we hire individuals whose values are aligned with ours and who impact our culture in a positive way. By doing this, our turnover has been much lower then is typically seen in similar organizations. These are the traits I look for when determining if someone is a good fit for our team: 1.

Why You Shouldn't Build Your Inside Team One Rep at a Time

Sales Prospecting Perspectives

I often tell new hires that there are going to be times making cold calls will seem like a monumental struggle. They undoubtedly will experience days full of hang-ups and spinning their wheels, but generally what helps them through those tough days is knowing that the person sitting next to them is dealing with the same challenges they are. We've all had personal experience, or at least have heard horror stories, about walking into an inside sales job and getting little or no support. One day of training and a list of target accounts with no names, phone numbers or email is all you are given.

Business Karma

Sales Prospecting Perspectives

I just got back from a ski trip in the Birkshires with my wife and two boys. love vacation time, absolutely love it. Some people use the fact that "they have not had a vacation in 3 years" as a badge of honor. While I respect and live by a strong work ethic as one of the keys to success philosophy, there is a point of diminishing return. You can always make more money, you can't make more time. Enjoy your time, it's going by faster than you might think. Clearly few people would argue that taking time to "charge the batteries" is not important. find it's not that common.

Increasing Teleprospecting Connect Rates

Sales Prospecting Perspectives

A question we often ask ourselves here at AG is "How do we increase our conversion and connect rate?" Let's face it, the traditional methods of prospecting have a much higher likelihood of failure than success. If you've spent enough time in the trenches making cold calls, inevitably you've had that day where you feel like nothing has been accomplished. Eight frustrating hours of constantly leaving voicemails, assistants pushing you to a vendor-line, emails getting caught in a prospects spam filter.the list goes on. Our answer - send Outlook Invites. Good luck and happy prospecting

Optimism as a Sales Tool

Sales Prospecting Perspectives

A few weeks ago, we had our  annual sales kickoff meeting.  I presented a review of the past and present and laid out the vision of the future, and how we would get there; Operations and Marketing did the same. The theme going into the meeting was to keep the goals for each individual as well as the team, simple, clear and attainable.  Given the feedback I received I am comfortable we got the message across effectively.  I felt a strong sense of optimism upon leaving this meeting and saw immediate results upon returning to our offices. But once created, it must be nurtured constantly. 

Sales Prospecting and Messaging Mistakes

Sales Prospecting Perspectives

We often run into this situation with our clients - with all of the voicemails we leave and unreturned emails that go out, yes, sometimes our connect rates are lower than where we want them to be. We realize that when you make teleprospecting dials that no matter what, you are never going to talk to every prospect each attempt you make at reaching them. That being said, we scrutinize our approach over the first few weeks of any engagement to determine what works best. If anything you are putting your sales rep at a disadvantage because you've already set a number in the prospects mind.

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.

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'.

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!

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.

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.

5 Important 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.

Inside Sales Folks: There Is Light At The End Of The Awful Job Tunnel!

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you another guest entry from one of our BDRs, Jill Ryan. I sat down to brainstorm with some fellow UMass alumni and my boss recently, about the most effective ways to bring in new talent. We talked about appearing in lectures to discuss social media and the work we do here at AG, followed up with meet and greet pre-interviews with candidates interested in AG Salesworks. We bounced back and forth between a couple of ideas to bring in new people, but still weren’t positive we had a bull’s-eye proposal. The no brainer is referrals.