Sales Prospecting Perspectives

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5 Best Productivity Tips to Maximize Sales Development Reps' Time

Sales Prospecting Perspectives

It is essential that we manage our time in the most productive and efficient way possible in order to hit our goals, stay organized, and keep our clients happy. Creating a morning routine like this one is a great way to be productive while your cup of coffee wakes you up! Something as easy as jotting down a timeline for your day can keep you on track and more productive. 2.

3 Soft Selling Skills I See In My Best Sales Development Reps

Sales Prospecting Perspectives

Here are 3 soft selling skills that I''ve seen in my best reps over the years. Once you''ve been able to do so, assuming there is a fit, it should be up to you to find the appropriate timing to let them know how your product can help. I was having an interesting discussion with my Director of Marketing the other day about her perspective on hard vs. soft sales skills. Empathy.

The Best Sales Prospecting Qualification Questions to Ask

Sales Prospecting Perspectives

If they aren’t, odds are they weren’t the best prospect for you to begin with. There are the general, cookie-cutter type of questions, and then the specific questions that you need to know in order to determine the specifics of prospects'' environment to see how your product or service could fit. Make sure to take the time to determine which ones make the best sense for your company.

4 Blogging Best Practices for B2B SaaS Start-Up Companies

Sales Prospecting Perspectives

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. Who knows - they could become evangelists for your product. 4. Every blog post looks like a demo! No, no, no!

B2B Marketing Trends for 2016

Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. them the best rather than reaching for more eyeballs. Don’t just talk about your product or service. time for B2B marketers to let go of their obsession with perfect production. Define your business strategy: products, prospects, distribution, sales and.

3 Tips For Junior Inside Sales Reps To Command Sales Calls

Sales Prospecting Perspectives

When you begin the call, let them know that you can review the service/technology at a high level with them, but it would be best to include a technical specialist if they are looking for more of a deep dive. This helps to make for more of a productive call by allowing you the opportunity to better command the call and qualify the prospect before getting your sales engineer involved. 2.

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The Evolution of the Sales Role

Sales Prospecting Perspectives

As a result, marketing analytics have taken the front seat in driving sales, opening up a whole new industry of firms offering to find niches for their customer’s product or service, to build and develop online content, and to manage existing consumer bases. If you needed to know the price of the product, you asked the salesman. It became a matter of trust, of value, of helpfulness.

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6 Email Prospecting Tools Every Inside Sales Rep Should Be Using

Sales Prospecting Perspectives

Yesware “removes barriers to productivity” according to their website. With these email prospecting tools, you can streamline your email prospecting for more productivity, response rates, and open rates. Consider implementing one of these tools today for a trial period and assessing which email prospecting tools are best for you. Streak - A CRM in Your Inbox.

The Fine Line Between Cold Calling and Warm Calling

Sales Prospecting Perspectives

Resourcefulness is one of the best techniques an inside sales rep can learn. A rep should make sure to do research before beginning dials. Most inside sales reps learn as much as they can about their client and in turn immerse themselves in the clients’ products or services and industry. This type of situation is commonly referred to as “cold calling.”. Sound familiar?

B2B Marketing Trends for 2016

Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. them the best rather than reaching for more eyeballs. Don’t just talk about your product or service. time for B2B marketers to let go of their obsession with perfect production. Define your business strategy: products, prospects, distribution, sales and.

4 Big Questions to Ask When Outsourcing Inside Sales Teleprospecting

Sales Prospecting Perspectives

Specialists will also have an army of advocates for their service, and are happy to provide you with client references and/or case studies specific to your industry, product or service, or perhaps even share how they solved a similar challenge to the one your company is facing. Will the quality leads passed over express a business pain that can be solved by your product or service?

8 Tips for Improving Open Rates for B2B Sales and Marketing Emails

Sales Prospecting Perspectives

Newsletters deliver relevant content that can build your brand, set your organization up as a thought leader in your industry, introduce a new product, offer videos and whitepapers, and much more. Both of these types of messages will benefit when you apply some key best practices for improving open rates. Marketing emails lure the leads, and sales reels them in. Making it Easier.

Inside Sales Training: How Invested Should We Be in Human Interaction?

Sales Prospecting Perspectives

What’s the best way to handle the objection?” “How do I close the customers?”. He is recognized as a thought leader in sales and marketing, new product introductions, and strategic partnering, and has helped organizations develop high-impact strategies and programs in these areas. Annually, billions are invested in sales skills training. What close should I use?”.

How to Effectively Work From Home as a B2B Inside Sales Manager

Sales Prospecting Perspectives

If you have the right strategies in place, you can be even more productive at home than in the office. In fact, a recent Stanford study revealed that working from home can increase total productivity by 20 to 30 percent! Inside sales managers, what do you do to stay productive when working from home? Happy New Year! Like many, I spent most of my holiday back home with family.

Is There a Perfect Personality Trait for Inside Sales Reps?

Sales Prospecting Perspectives

Here''s a quote: The most productive salespeople are neither low nor high in extroversion -- they''re ambiverts. The concept of the ambivert helps me wrap my mind around why my attempts to place my best reps into a particular bucket are always fruitless. Last week I spoke of a few traits I look for when hiring inside sales reps looking to join the AG ranks. Diversity is a good thing.

B2B Marketing Trends for 2016

Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. them the best rather than reaching for more eyeballs. Don’t just talk about your product or service. time for B2B marketers to let go of their obsession with perfect production. Define your business strategy: products, prospects, distribution, sales and.

Top 4 Professional Skills Mastered When Working in B2B Inside Sales

Sales Prospecting Perspectives

The best inside sales managers will not micromanage, and instead will focus on intrinsically motivating reps to work smarter, not harder. They are committed to finding the right fits for their product or service. Beginning a career in B2B inside sales is a great way to build job experience and fine-tune your professional skills. With great freedom comes great responsibility, however.

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4 Reasons to Switch to an Inside Sales Model

Sales Prospecting Perspectives

Travel expenses aside, it’s easier and more productive for reps to get key stakeholders on the phone than it is to schedule and attend onsite appointments. Once a company has already switched to an inside sales model and identified best practices, it’s also possible to outsource those efforts to an external sales team like AG Salesworks. Inside Sales Reps Can Reach More Prospects.

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Inside Sales & the Mobile Workforce: Tips for Managing Telecommuters

Sales Prospecting Perspectives

Annual savings of over $500 billion in real estate, electricity, absenteeism, turnover and productivity: the equivalent of >$11,000 per employee/year. An increase of productivity on a national scale that equals $270 billion worth of work. There are numerous case studies and statistics that point out that the virtual workforce is typically happier and more productive.

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4 Ways to Use Data to Determine the Best Time to Cold Call

Sales Prospecting Perspectives

Timing. I ’m here today to argue that timing is more than finding the best day of the week or the time of the day to pick up the phone. You could be the best salesperson in the world with the best product in the universe, but if your customer is not ready to buy, then your phone call will fall on deaf ears. Call when there’s a fit. Not necessarily true.

8 Opportunities for Quality Conversations in Inside Sales

Sales Prospecting Perspectives

As a business development representative, it is important to make every contact attempt count in order to provide your client with the best information possible. little research will go a long way in piquing their interest in your product or service. 2. Inside sales reps have the same imperative: maximize time by qualifying prospects creatively. Leave effective prospecting voicemails.

Where do B2B and B2C Sales and Marketing Overlap? What Lessons Can We Learn?

Sales Prospecting Perspectives

Teleprospecting and inbound marketing companies like AG Salesworks can help bring your qualifying lead percentage way up by using not only the best technologies but also the best techniques to target specified leads in their time of need. With the same principle in mind, they must target visitors when they need your product or service. And why should they continue to care?

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Why This Cold Sales Email Template Works So Well

Sales Prospecting Perspectives

The truth is, every prospect is different, so there''s no guaranteeing that one best practice will work above all others. After all, buyers don''t want to hear from the seller about your product or service; they want to hear from others who have had experience with it. What if I told you the secret to getting cold prospects to always open and even act on your sales emails? EST sound?

12 Tips for Building and Managing a Bigger Sales Pipeline

Sales Prospecting Perspectives

Your time, right now, is best spent on the best prospects, ready to take the next step. Differentiate from competitors: As you build value and communicate with prospects all along the sales pipeline, also build differentiation and preference for you and your products/services. Why do you need a pipeline in the first place? for you. You simply execute. And it works.

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How to Control a Quality Conversation in Inside Sales

Sales Prospecting Perspectives

You want to sound natural, because no one wants to speak to someone who sounds like they are reading from a script or are trying to product dump. If that is not possible, get times of day that works best. When I was growing up, I was a non-stop talker. Some of my family and close friends might say I still don’t know when to stop talking. Here''s some advice: 1) Be human.

Inside Sales Reps: First Impressions are the Most Important

Sales Prospecting Perspectives

In sales, it is crucial to not only sell but to leave a good first impression, sale or no sale. I''ve had interactions with sales professionals ranging from ignoring their insistent calls when I''ve already told them I''m not interested, to becoming best friends with someone who prospected me over six years ago. recently attended a marketing event in which my company sponsored a booth.

5 Starting Tips for New Inside Sales Reps

Sales Prospecting Perspectives

Leave out how “revolutionary," "money-saving" and "time-saving" your product is unless you want to sound like every sales cliché ever. And you don’t need to cite your sources when you describe your product. It’s new hire season (at least over here at AG)! We’ve seen several new faces this week, and with college graduations just around the corner, we’ll be seeing even more!

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5 Sales Prospecting Tips to Combat the End-of-Quarter Blues

Sales Prospecting Perspectives

Let''s get your order into production now so your project won’t be delayed, and we''ll deliver it after January 1st.” One Engage client offers to ship his product in advance and the invoice later, so that his customers can benefit from having the product on site while paying for it later. They’re also a sales person’s best friend (next to my dog Conrad, of course!).

7 Things I Want My Inside Sales Team To Know For 2014

Sales Prospecting Perspectives

If you want employees who are actively engaged, make a point to show them that you understand where they''re coming from and you''ll do everything within your power to address their concerns. 4) I will educate myself on the best tools out there to make their job easier. hope you all have a wonderful and productive 2014! They''re stuck with me too. Have a great new year everyone

Needs-Based Marketing for Executive Buyers Today

Sales Prospecting Perspectives

But once you get to that buyer, are you presenting the right message and offering true solutions to their business problems, or are you pushing a set of product features trying to fit their needs into your product specs? According to a Forrester research, executive buyers today are frustrated by “product-focused” salespeople. It’s no secret that the buyer’s journey has changed.

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. Your client will appreciate your desire to follow up and your interest in their product or service. Ramping up on a new project can be stressful for business development and inside sales reps. Training is rigorous and ongoing.

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How Strong Company Cultures Increase Productivity, Passion and Profit

Sales Prospecting Perspectives

Some people think cultures can’t be created , that they’re a product of how leaders inspire their customers and employees. Company culture isn’t your bowling events, free food, or company foosball tournaments; it’s your leaders’ visions, values and ideals and how they influence and inspire employees to be the best they can. strong company culture inspires employees to be more productive because they realize they love what they do and with whom they work. Ask not what you can do for your company. Ask what your company can do for you. It’s an upward spiral.

Is Cold Calling More Difficult than Closing?

Sales Prospecting Perspectives

Just because you know "more" about the product offering doesn''t mean you''ll automatically produce more leads when you''re prospecting. hope for the best. Some would argue that cold calling is more difficult than closing a deal. When you think about it, you get rejected a heck of a lot more than you typically do when trying to bring in that new deal, right? and more importantly you.

6 Reasons Inside Sales Reps Should Start Exercising Before Work

Sales Prospecting Perspectives

There are many benefits for inside sales reps exercising before work. I n inside sales, exercise before the beginning of the work day can motivate you to put your best foot forward. Exercising before work will make you a more productive person while at work. Now the best part is you don’t have to exercise or go to the crowded gym after work.

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Sales & Marketing Alignment: 3 Ways to Close the Gap

Sales Prospecting Perspectives

Planned and consistent collaboration gives everyone the opportunity to gain valuable insights - including best practices, feedback on campaigns, information on wins and losses, and who needs what and when – which ultimately helps both sides achieve their strategic and tactical goals. 3. It’s easier – and far more productive – to achieve shared goals by working together. In fact ….

What Reporting Metrics Do You Use to Measure Your Inside Sales Team?

Sales Prospecting Perspectives

The best inside sales reps are fast at creating next steps. While it is important that your rep has a lot of productive conversations, it is essential that a healthy rate (5-7%) of these connects are being passed over as qualified leads. The desire to win the prospect over and be the best among their peers will influence their selling ability. Information Gathering Skills.

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Cold Case: Finding the Right Contact in Inside Sales

Sales Prospecting Perspectives

There should be one sentence at most that highlights the product/solution and also ties into the reason why you’re looking to chat. Before you get transferred to their extension, connect with the Admin (if applicable), to confirm if that specific person would be the best to speak with. Are there any other methods that you’ve used to identify the best contact to call

7 Techniques to Stay Optimistic During Your Sales Superbowl

Sales Prospecting Perspectives

You need to sell your product or service, but you also need to sell your voice, and yourself, to prospects. 3. Keep notes on what went best during the day, and consult it at the beginning of each week to motivate yourself. Doing so will cause you to think about the best parts of the week instead of the worst parts, reinforcing optimism in sales into your daily routine. 7. This past weekend, a certain sports team challenged me to be optimistic. You guessed it: The Patriots. You know the plays I’m talking about. And that cost me some energy. Vary your speaking cadences.

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How to Develop a Comprehensive B2B Marketing Strategy

Sales Prospecting Perspectives

Determine the ideal mix of every element that will yield the best results and tie as many aspects as possible together to compound the impact of each campaign or element. Mirror of the “best practice guides” with a series of webinars that features. product demo that highlights the ease of use and deployment. It''s time to dive into developing a comprehensive marketing strategy.

Banning BANT: Redefining Quality Lead Criteria and Handling Moot Objections

Sales Prospecting Perspectives

By clinging to BANT for qualifying leads, B2B businesses are decreasing productivity and in fact misaligning sales and marketing. Budget is how much money a prospect has to allocate towards your product. What most people don’t realize (or choose not to) is that most companies don’t have a budget for your product. How well? Budget. Authority. It probably doesn’t. Timeframe.

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