Sales Prospecting Perspectives

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10 Things Master Salespeople Do to Sweep Away Skepticism and Close Sales

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest blog from Demian Farnworth , Chief Copywriter at Copyblogger Media. Read the full article here. To close a sale, a prospect needs to commit to buy (plus a few other steps, but that commitment is crucial). What transforms someone from a cynical prospect into a customer? What factors contribute to commitment?

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5 Tips for Inside Sales Reps When on the Phone with New Prospects

Sales Prospecting Perspectives

Gillian Sontz, a Business Development Representative at AG Salesworks, is excited about getting the opportunity to contribute to the AG blog, as writing is something she has always been passionate about. Related Sales Conversation Articles: How to Have an Effective Conversation When B2B Teleprospecting. In B2B inside sales, you will often have to call lists, both warm and cold.

4 Steps to Content Curation for Inside Sales Reps

Sales Prospecting Perspectives

Search for content sources by entering in your topics/keywords one by one along with words like “Blog,” “RSS,” “Newsletter” and “Feed” behind them. That will look something like this: “Commercial Real Estate Blog,” “Cloud Computing RSS,” “Corporate Finance Newsletter” and so on. Let your network know how you feel about a certain article. Step 1: Create a List.

4 Lessons Learned After One Year as an Inside Sales Manager

Sales Prospecting Perspectives

It has been a busy year at AG, with many new faces, new clients and new challenges, as I transitioned from making calls to managing those who do. A few years ago I wrote a blog outlining lessons I had learned after one year as an inside sales rep , and I am glad to reprise that entry to now include lessons from a management perspective. Read her articles here. How to do this?

B2B Marketing Trends for 2016

marketing topics on the Webbiquity blog. ranging from single-person businesses to $1 billion+ corporations. A few recent success stories:  Doubled a large office products company's online footprint, launched a successful blog, increased organic search traffic to its main corporate site by 74% over a two- year period, and grew Web-generated leads by 79% in a challenging economic environment.

4 Communication Tips for Ramping Up a New Inside Sales Client

Sales Prospecting Perspectives

The best way to set a new project up for success is to organize a productive ramp-up week , as I described in my last blog post on this topic. Read her articles here. Related Client Success Articles: 4 Ways to Ramp Up on New Clients and Support Outside Sales Reps'' Processes. Ramping up on a new project can be stressful for business development and inside sales reps.

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Needs-Based Marketing for Executive Buyers Today

Sales Prospecting Perspectives

There have been countless articles written in attempts to coach organizations on how to get into the decision-making process earlier and earlier. There have probably been equally as many articles written on getting to the right buyer at the right time. It’s no secret that the buyer’s journey has changed.

The Gender Gap: Hiring Women in Inside Sales

Sales Prospecting Perspectives

As an inside sales manager, I try to use my few minutes of downtime to read articles related to my field. When I open the “news” section of my LinkedIn, almost all of the recommended articles revolve around professional women. The list goes on and on. There was a running joke when I started at AG almost three years ago. The joke was that “AG” in AG Salesworks stood for “all guys.”

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How to Develop a Comprehensive B2B Marketing Strategy

Sales Prospecting Perspectives

Editor''s Note: This blog post is an excerpt from the eBook Marketers Making a Difference: Volume 3 about creating a comprehensive B2B marketing strategy. Engage the relevant blog and editorial community with data, bylined articles and guest posts. It was written by AG Salesworks'' Senior Vice President of Marketing and Sales Richard April. Market the marketing strategy.

B2B Marketing Trends for 2016

marketing topics on the Webbiquity blog. ranging from single-person businesses to $1 billion+ corporations. A few recent success stories:  Doubled a large office products company's online footprint, launched a successful blog, increased organic search traffic to its main corporate site by 74% over a two- year period, and grew Web-generated leads by 79% in a challenging economic environment.

Why IT and Sales Need to Become Best Friends

Sales Prospecting Perspectives

This is his blogging debut. The Wall Street Journal recently released an article regarding the stereotypes surrounding IT employees. In fact, as the article points out, more IT professionals are entering the workplace with degrees in something other than computer science or IT. Smartphones and CRM systems have replaced handwritten notes and Rolodexes. Sales.

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How to Eliminate Fluff From Your Business Blog

Sales Prospecting Perspectives

How many times have you read a long article or blog post and wanted to yell "Duhhh" at your computer or phone because the content was so obvious and unhelpful? read a great deal of content on a daily basis, so this happens to me almost every day, and I always wish I could have spared my wasted time on uninformative articles. I don''t like fluff on my sandwiches or on my computer screen. One too many times I''m sure. AG Salesworks posts new content on a daily basis. How do we create helpful posts without turning our content into "fluff?" Host guest writers.

How to Become a Thought Leader In Your Industry

Sales Prospecting Perspectives

Thought leadership" was coined in the 1990s in an article in Strategy+Business about industry professionals. Thought leaders These may write blogs on behalf of their company, tweet, post on LinkedIn or Facebook, even Instagram or Vine. Engage via blog posts, eBooks, guides, Slideshares, tweets, etc. Becoming a thought leader is harder than you think. The key word here is novel.

#ProspectingChat: Sales Training with Josiane Feigon!

Sales Prospecting Perspectives

Read her articles here. More Sales Training Blog Posts: 5 Ways to Boost Inside Sales Training Reinforcement. Today, we will be hosting this month''s #ProspectingChat on AG Saleswork''s Twitter account. We will welcome best-selling author Josiane Feigon as a special guest to discuss sales training tips. Here are today’s questions. We encourage you to prepare your answers beforehand.

4 Tips to Organize Your Content Marketing and Social Media Efforts

Sales Prospecting Perspectives

There is an overwhelming amount of new marketing content online every day, whether it be delivered on a blog, social media, an infographic, in a newsletter, etc. take this hour, without distraction, and go through my list of blogs, websites, company sites, LinkedIn groups, and other social media, and only look for new content to share with my audience. Social sharing; check! 2.)

B2B Marketing Trends for 2016

marketing topics on the Webbiquity blog. ranging from single-person businesses to $1 billion+ corporations. A few recent success stories:  Doubled a large office products company's online footprint, launched a successful blog, increased organic search traffic to its main corporate site by 74% over a two- year period, and grew Web-generated leads by 79% in a challenging economic environment.

How to Optimize Your Website for Sales Prospects

Sales Prospecting Perspectives

In this article we will discuss the 3 best usability practices to optimize sales sites. 1. For example, I was working with a large corporation that had all kinds of press releases, product announcements, fact sheets, blog posts, and partnership updates to choose from. Since 2008 Damian has been writing articles on online marketing and web analytics at idaconcpts.com. Takeaway.

Be Conscious of Your Personal Online Presence in Inside Sales

Sales Prospecting Perspectives

Being an active member in the sales community is key, whether it’s through curating relevant articles or publishing blog posts. Businesses consciously take great measures to create and sustain a positive online identity. They want to be found, and once they are, they want to exude a good, lasting impression. With this sudden rise, I pose the following two questions: 1.)

Sales Prospecting Perspectives Weekly Recap - Week of November 8, 2013

Sales Prospecting Perspectives

Happy Friday, blog readers! With a busy week behind us, we’re ready to celebrate Friday with some of our favorite articles shared on Twitter this week: What Moneyball Can Teach Marketers about Small Business Lead Generation. This is a great article that compares and contrasts inbound and outbound marketing. And here are this week’s articles at Sales Prospecting Perspectives!

Look For The 3 C's When Hiring Inside Sales Reps

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To read more of his articles, see here. More Inside Sales Hiring Blog Posts: 3 Characteristics to Look for When Hiring Inside Sales People. Over the 10 years I''ve spent interviewing inside sales candidates, I''ve caught myself looking for the obvious traits we seek in people hoping to explore sales for the first time. Do they have the drive? Do they seem intelligent?

Sales Prospecting Perspectives Weekly Recap - Week of January 3, 2014

Sales Prospecting Perspectives

While we''re recovering from snowstorm Hercules in the Northeast, we''re wishing you all a happy 2014 and sharing some articles we loved that helped ring in the New Year. Here are some of our favorites from other sales and marketing blogs: Who wouldn''t want to learn how to go from a marketer to a dragon slayer ? Happy New Year, Sales Prospecting Perspectives readers!

Sales Prospecting Perspectives Weekly Recap - Week of February 28, 2014

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Without further ado, here are our favorite articles - concentrating on new inside sales strategies - from this week: If you know how to sift through big data, you can find what you need to enhance your customer''s experience. There''s a lot of buzz about the term "big data," as evidenced by the first article we chose to highlight. Happy Friday, Sales Prospecting Perspectives readers!

Sales Prospecting Perspectives Weekly Recap - Week of October 25, 2013

Sales Prospecting Perspectives

Before you celebrate the weekend by gearing up for the World Series, check out some of our favorite articles around the web this week! Rosabeth Moss Kanter shared Three Things that Actually Motivate Employees over at Harvard Business Blog: mastery, membership, and meaning. And here are the articles you may have missed at Sales Prospecting Perspectives this week!

Sales Prospecting Perspectives Weekly Recap - Week of December 13, 2013

Sales Prospecting Perspectives

This week, we''ve curated articles about how sales and marketing can succeed in this final quarter. Here are some of our favorite articles from this week. Remember, we share around 10 articles a day on our Twitter as well. Don Perkins shows sales reps how to work smarter, not harder, in this article with 5 long-term groath ideas. The reward? Check it out!

LinkedIn and Salesloft: Your Ultimate Tools for Sales Prospecting

Sales Prospecting Perspectives

This is a sales blog, so if you are reading this, you’re most likely already a Linkedin pro. Over time, like a velociraptor, Salesloft begins to learn, and will show you the updates and articles most relevant to you and your needs. would like to highlight tips #3, #7 and #9 from Anna''s blog, and tips #15 and #27 from Pamela''s. The Marriage Between LinkedIn and SalesLoft.

Sales Prospecting Perspectives Weekly Recap - Week of September 20, 2013

Sales Prospecting Perspectives

We''re going to continue to feature excellent content on Fridays from marketing and sales blogs across the Internet, as well as recap our own blog posts from this week. This Forbes article by Victor Lipman also shares management practices that can improve employee productivity , including "Respect employees as individuals, in addition to the job they do.". Enjoy!

Sales Prospecting Perspectives Weekly Recap - Week of February 14, 2014

Sales Prospecting Perspectives

Check out our favorite articles we shared on Twitter this week: What would you say is the most important element for increasing leads and sales? And here are some articles from the blog you might have missed this week: Monday: On Monday, Kim Staib wrote The Gender Gap: Hiring Women in Inside Sales. What were your favorite articles this week The Bridge Group Inc.

Sales Prospecting Perspectives Weekly Recap - Week of November 15, 2013

Sales Prospecting Perspectives

Here are some articles to peruse from marketing and sales experts: It’s time for some truth. Great article! And here are this week’s articles from AG Salesworks: Monday: Inside sales rep Samantha Goldman offered advice for how to stay focused throughout the day. While the article was geared towards inside sales reps, her advice can apply to anyone: Have a routine, give your brain small breaks, clean your desk, and remember water and snacks. If you’re going to Dreamforce, or if you ever plan on attending a sales conference, this article is a must-read!

Sales Prospecting Perspectives Weekly Recap - Week of September 27, 2013

Sales Prospecting Perspectives

In this article, Kevin Thornton of VanillaSoft speaks about the old adage “Never take no for an answer.” In teleprospecting, that should not always be the case. This article speaks about the value of “no” in a very interesting light. Read this article for an interesting take on marketing priorities! Read how in this article! Happy Friday! They’re people too, after all.

Sales Prospecting Perspectives Weekly Recap – Week of Sept. 6, 2013

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In the theme of gearing into the fall months, which are usually associated with school, we''d like to share an article by sales leader Jeff Gitomer, Are Your Sales Historical or Hysterical? In the article, Gitomer details three helpful lessons he learned in his school experience and in his sales experience. The article ends with 11.5 wrote a blog post, How Strong Company Cultures Increase Productivity, Passion and Profit, to tease the book. From a marketing and a sales point of view, this week has been extremely busy. Now, on to the weekly recap!

Sales Prospecting Perspectives Weekly Recap - Week of October 11, 2013

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Happy Friday, blog readers! This article offers advice for how to be more open and respectful of other communication styles in order to have a successful conversation. On Salesforce''s blog, David Brock of Partners in Excellence said that presenting issues and solutions as complex might hurt your sale. How to Measure Outbound Sales Success. Check it out!

Sales Prospecting Perspectives Weekly Recap - Week of December 20, 2013

Sales Prospecting Perspectives

So take a gander at these sales and marketing articles we''ve curated for you to revere. And here are some blogs you might have missed from Sales Prospecting Perspectives this week. It''s the last Friday before Christmas, and the office is full of holiday cheer. But it''s still important that sales reps'' pipelines are in the clear. Sales managers should motivate their sales team in these last few days before the holidays dawn near. Why do sales jobs attract more men then women, and how can we recruit and interview more sales women ? get over it.

4 Blogging Best Practices for B2B SaaS Start-Up Companies

Sales Prospecting Perspectives

But every so often, I also foray into the B2B marketing topics, such as content marketing, SEO, and blogging. This question piqued my interest, and I thought I’d share with our readers my response: What are blogging best practices for a B2B SaaS start-up wishing to generate industry visibility? Write helpful content. I see a lot of SaaS blogs that only feature their product.

Sales Prospecting Perspectives Weekly Recap – Week of August 23, 2013

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Instead of sharing a few articles from this past week, we are going to one-up the sales and marketing metrics by sharing a very touching charity to be on the lookout for - Charity: Water. What was your favorite blog post this week The AG Salesworks marketing team had a busy but extremely illuminating week at HubSpot''s Inbound 2013. The conference provided some excellent content, motivation, and ideas. Mike Volpe (@mvolpe) and his team at Hubspot did a wonderful job putting on this informative conference that taught so many marketers how to think more innovatively!

Sales Prospecting Perspectives Weekly Recap - Week of November 29, 2013

Sales Prospecting Perspectives

Today is Black Friday, but in between your online shopping for deals, you might want to check out some of our favorite sales and marketing articles this week! Her helpful article shows 18 ways to create foolproof sales training for millennials. Jill Konrath wrote what may be a controversial article this week: Being Customer-Centric is Not About Being Nice. We hope you were too!

Why Prospects AND Reps Will Love These 2 Sales Voicemail Templates

Sales Prospecting Perspectives

Then, mention a social or blog post, showing that you’ve done some extra research on the contact. Read her articles here. More Sales Voicemail Blog Posts: Effective Voicemails: Why Being Human Will Get You Farther in Sales. If you’re in sales, a lot of your time is spent on the phone -- outbound prospecting, inbound qualifying, cold calling, you name it. Have a great day!

Sales Prospecting Perspectives Weekly Recap - Week of January 10, 2014

Sales Prospecting Perspectives

Without further ado, here are our favorite articles from the sales and marketing world this week! And here are some articles you may have missed from the Sales Prospecting Perspectives blog this week. What were your favorite articles this week Happy Friday, Sales Prospecting Perspectives readers! We''ve had a busy week, with clients arriving and inside sales reps ramping up for a successful Q1. At AG Salesworks, we often hold contests for inside sales reps. This post from Level Eleven gives advice about sales contest timing. Have you ever heard of TL;DR?

Sales Prospecting Perspectives Weekly Recap - Week of November 22, 2013

Sales Prospecting Perspectives

For now, here are some of our favorite articles this week: Paul Castain shared 6 ways to get more call backs over at his Sales Playbook. You might consider doing so after reading this blog. And here are this week''s blogs posts at Sales Prospecting Perspectives, and a little bonus if you keep reading: Monday: On Monday, Laney Pilpel wrote Is Cold Calling Really Just a Numbers Game? Commen on the blog! What were your favorite blogs this week Good morning, Sales Prospecting Perspectives readers! This week''s weekly recap has a bonus at the end, so keep reading!

Sales Prospecting Perspectives Weekly Recap - Week of October 4, 2013

Sales Prospecting Perspectives

It’s been a busy week on the blog: we’ve been guest posting at several other blogs and a few of our BDRs have expressed interest in blogging for us. We’d like to share with you 5 great articles we read this week and shared on Twitter: From good to great: Why the key to success is in the data. The article includes tables with suggested messaging for call scripts. And here are some blogs you may have missed on Sales Prospecting Perspectives this week. Happy Friday Sales Prospecting Perspectives readers! In these situations, data will save you.

Sales Prospecting Perspectives Weekly Recap – Week of August 9, 2013

Sales Prospecting Perspectives

This week, we’d like to share two articles. First, Edge Coble at Sirius Decisions wrote a fantastic blog post about building a sales enablement function Research shows that 60% of companies plan to increase their sales enablement departments. Read the article to learn what these steps entail, and the benefits of having a sales enablement team for your business. On Monday, inside sales rep Sam Goldman shared some of our secrets to success in her blog post, 3 Ways to Improve Your Prospecting Call Plan. What were your favorite articles this week? Comment below