Sales Prospecting Perspectives

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Why Some Companies Are Giving Up On Content Marketing (And Why You Should Double Down)

Sales Prospecting Perspectives

You can read more from Matt on his blog, Matt on Marketing , follow him on Twitter , or check out his books (listed below) on Amazon.com. Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing. We’re such an impatient lot. The more we can measure, the more (irrationally) we expect what we''re measuring to work immediately. But you?

5 B2B Sales Thought Leaders Share 2014 Trends and 2015 Predictions

Sales Prospecting Perspectives

They can''t wait for them to read your blog post and download your latest whitepaper. It’s January 6. Do you know what that means? It’s the second day of the first full week of 2015. Yesterday, you were most likely scrambling to answer all those emails you missed over vacation, rushing to meetings about your sales pipeline, and scrambling to write down your new sales goals. Matt Bertuzzi.

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Sales Prospecting Perspectives' Top 10 Blog Posts in 2014

Sales Prospecting Perspectives

Before we count down the ball drop, we want to share with you our top 10 blog posts on Sales Prospecting Perspectives in 2014. What drives our company culture at AG Salesworks is transparency - with employees, customers, and readers - so we want to show you what’s been performing well this year on our blog. Once again, a blog post focusing on metrics made it to the top 10 list.

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. This is essentially what separates us from the rest of the sales community. Step 1: Create a List.

Content Methodology: A Best Practices Report

resources Blog, social, email Google Analytics, biannual. editor) Blog, social, email, paid distribution Google Analytics, engagement. managing editor) Create 2–4 pieces per month 2–4 pieces per week 1+ pieces per day Blog, social, email, paid. 2,500 Format Blog post. Blog post Longform. blog post Longform. blog post Longform. Content. Definition II.

4 Reasons to Switch to an Inside Sales Model

Sales Prospecting Perspectives

These days, it’s common for a prospective buyer to research a brand in Internet forums, read a company’s blog and download marketing content before ever hearing a human voice. Sales Prospecting Perspectives is pleased to bring you a guest post from Howard Brown , Founder and CEO of RingDNA. But now, more and more companies are hiring remote reps, also known as inside sales.

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12 Tips for Building and Managing a Bigger Sales Pipeline

Sales Prospecting Perspectives

You can connect with Matt via Twitter or his blog. Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing. Why do you need a pipeline in the first place? Most leads aren’t sales-ready: Whether you’re sending out campaigns or fielding inbound calls, as little as 15 percent of your leads are going to be both qualified and sales-ready.

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3 Key Metrics to Track When Managing Your Inside Sales Team

Sales Prospecting Perspectives

recently wrote in my blog post 5 Most Frequently Asked Questions About Outsourcing Inside Sales that gone are the days of closely tracking the number of activities when managing your inside sales team. (And Call Volume is Not One of Them). The problem with placing such a large emphasis on the number of activities is that doing so confuses the purpose of teleprospecting. Lead Rate.

How to Motivate Your Sales Development Team through December Holidays

Sales Prospecting Perspectives

December is also a deceptively great month for sales prospecting as outlined in an earlier blog from Craig Ferrara. Anyone who knows me understands my deep-rooted, unapologetic hatred for winter weather. stare longingly at the “beach of the day” calendar that sits on my desk as the temperature continues to drop and the possibility of massive snowstorms loom. Create holiday themed incentives.

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

Sales Prospecting Perspectives

But who has time to sit and monitor every competitor’s Twitter handle or blog? Sales Prospecting Perspectives is pleased to bring you a guest post from Cari Zoch , Marketing Manager at Avention , a company that offers real-time, actionable B2B data to deliver 21st century business info, solutions for sales, marketing and research. Call when there’s a fit. Not necessarily true.

How to Leverage Your Twitter Profile for Social Selling

Sales Prospecting Perspectives

AG Salesworks is pleased to bring you a guest post from Emma Snider , staff writer for the HubSpot Sales Blog. Allow buyers to continue researching you by adding your LinkedIn profile and/or blog to your Twitter bio. Twitter is all about clarity and brevity. Want to express a thought that’s longer than 140 characters? Tough luck. When prospects ask “What is this call about, anyway?”

Content Marketing Playbook: Strategy and Roadmap

you Google it, you’ll find a thousand different blog posts. than thinking about it as a company blog. Its three robust blogs see 2 million. Our blog generated 2 million views. has built blogs with over 100,000 monthly readers for. problems through your content, you’re much more like- ly to get them to read your blog and pick up much more. Introduction 3 II.

3 Important Sales Trends & Predictions for 2015

Sales Prospecting Perspectives

And LinkedIn blogging went from sharp and provocative to “look at me” noisy in less than a year. Here are three trends I see in the sales world, paired with predictions on where those trends will take us. welcome any feedback in the comments, or via Twitter at @davemacboston. TREND #1: Content Fatigue / Focus. TREND #2: Tool Explosion / Integration. We’ll see this reconciled in three ways.

5 Sales Prospecting Strategies for Overcoming Call Reluctance

Sales Prospecting Perspectives

You can connect with Matt via Twitter or his blog. Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing. It starts with a hesitation. It becomes an objection. It festers into a doubt. And it costs your company leads. What I’m talking about is sales call reluctance. They want to know what they’re doing. And a follow-up email.

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. Lesson 1: Learn to prioritize your tasks.

What I Really Want to Know About My Sales Reps' Qualified Leads

Sales Prospecting Perspectives

If you follow the Sales Prospecting Perspectives blog, you are aware that the subject BANT has been extensively covered , and the acronym has been deemed “dead.”. The sales term “BANT qualified lead” has become the bane of my existence since becoming an inside sales manager at AG Salesworks, a client-based organization.

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Evangelizing a Content Marketing Program

So, naturally, she want- ed Marriott to have a blog, and she wanted Bill Marriott. read a blog from me?” blog post at a time. Marriott’s efforts started with weekly blogs. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 1: Evangelizing Content and Setting Yourself Up for Success Copyright © 2015 Contently. Introduction 4 II.

The 2 Not-So-Obvious Traits of Successful B2B Sales Development Reps

Sales Prospecting Perspectives

Since this is a sales blog, I assume you can probably see where I''m going with this. Getting back to the gym after the holidays is always fun. Everyone has their resolution to get back in shape after eating obscene amounts over the previous month. Of course, you end up having to deal with a sea of people taking up literally every piece of equipment that the gym has to offer. Only 8%!

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. Sales Prospecting Perspectives is pleased to bring you a post from Gillian Sontz , Business Development Representative at AG Salesworks. They''ve never heard of you before. Do your research.

How to Coach Inside Sales Reps to Develop Their Own Methodologies

Sales Prospecting Perspectives

Soon after the blog was posted, a friend of mine who was recently promoted to an inside sales management role approached me and said he could really relate to it. A couple of weeks ago, I wrote advice for newly promoted inside sales managers in my post, New Sales Managers, Don’t Miss Out on This Advice. Don’t be too nice. Don’t let micro-managing get in the way of leading. But how ?".

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. 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? Read the full article here.

Advocate Marketing Creates B2B Relationships That Lasts A Lifetime

through her blog, training, and client. Advocate Marketing Creates B2B Customer. Relationships That Last A Lifetime Focus On People, Not Companies, To Increase Advocate Engagement by Laura Ramos September 28, 2015 FoR B2B MaRketing PRoFeSSionaLS FORREsTER.COM key takeaways Customer Testimony Helps B2B Attract. Business And Close Deals Referrals deliver higher-quality leads, references.

4 Quick Tips to Set Your Business Development Reps Up for Success

Sales Prospecting Perspectives

Whether it be lead intelligence or researching a company''s blog/press releases - get relevant and get real. Comment on blogs, follow relevant industry groups on LinkedIn. But if prospects receive a tweet, a blog comment, or a relevant email from a stranger, they will be far more willing to type than to talk. How can we get prospect into taking a meeting? Instead, we were told.

Ashton “Chris” Kutcher and His Advice for Inside Sales Reps

Sales Prospecting Perspectives

Spend time reading blogs and books, and attending webinars and seminars. Sales Prospecting Perspectives is pleased to bring you a guest post from Chris Snell, Inside Sales Manager at Care.com. Wow – I can’t believe I just typed those title words. First of all, the fact that the Nick Kid’s Choice Awards is catching my attention is because I have a kid, so don’t judge. Mr. Demi Moore?

How Empowerment Can Rejuvenate Your Inside Sales Organization

Sales Prospecting Perspectives

Related Blogs: The Power of Empowering Your Team. The age-old question that every sales manager asks themselves is, “How can I better motivate my reps?” We often talk about rewarding our reps with things like money, extra PTO, company outings, and culture to keep them engaged. but there comes a point where they have to move forward with decisions on their own. How do you empower your team?

How Inside Sales Reps Can Manage Stress When Teleprospecting

Sales Prospecting Perspectives

Take a lap around the office, chat with a coworker, check out your favorite Tumblr blog, or read a popular article that has been circulating. The day in the life of an inside sales rep is very active. It’s understandable that a representative would be put under a lot of stress. If you don’t stay organized, it''s easy to fall behind and lose momentum. Look at the small picture. Make a list.

Study: How Much of Your Content Marketing Is Effective?

For example, Thea Oliver, communications manager at Thrive, said her biggest content failure last year was pushing “guest blogs. produced blog posts this year due to lack of budget and time, and. early days of content marketing as a one-click solution to popu- lating corporate blogs and as a hack for boosting search rankings. Copyright © 2015 Contently. All rights reserved.

A Structured Day in the Life of an Outbound Prospecting Rep

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest blog from Gareth Goh , Content Marketing Manager at InsightSquared. Gareth Goh is the Content Marketing Manager at InsightSquared , writing about sales analytics and Salesforce best practices on their blog. If you have a team of outbound prospecting reps, spare a minute to give them some love, attention and empathy.

5 Voicemail Tips Every Sales Development Rep Should Be Using

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest blog from Greg Klingshirn , Content Marketing Manager at SalesLoft. Cold calls are the bread and butter of successful sales development reps. But what about the times you call and don’t get an answer? Leaving a message is a hard starting point to a demo or qualified appointment. Be Intriguing. Don’t sell. Don’t Assume Or Guess.

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

Sales Prospecting Perspectives

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? Are they articulate? Can they think on their feet?

How AG's Sales Development Managers Motivate Reps in February [Part 1]

Sales Prospecting Perspectives

By now, if you have read a few of my blogs , you are well aware of my opinions on winter in New England…In short, I hate it. In part one of this blog post, we''ll hear from Greg and Jimmy. February is also a time when we need to keep our sales development reps extra motivated whether working from the office or at home during inclement weather. Jimmy Grieve - Incentives and Praise.

Staffing and Launching Your Content Marketing Program

blog came from posts that were more than a month. That entire team could stop blogging for a whole. work needed,” he wrote in a blog post. As venture capitalist and content market- ing expert Tomasz Tunguz recently wrote on his blog, “Content is one of the few forms of marketing that has. instance, found that the average post on his blog. All rights reserved.

7 Steps to Ensure Sales Forecast Accuracy

Sales Prospecting Perspectives

You can connect with Matt via Twitter or his blog. Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing. Many sales organizations often struggle with how to predict which sales will close. Their sales forecasts are weak, or non-existent, and that fact affects their bottom line. Use consistent definitions. This week? This quarter?

Supercharge Your Sales and Marketing Vocabulary

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest blog from Greg Klingshirn , Content Marketing Manager at SalesLoft. From breakthroughs to benefits and from profits to process , the words used to present your product or service to prospects are instrumental to your success. First impressions are far more valuable to engaging a potential customer than you may think. You (Not I).

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How Invested are Your Inside Sales Reps?

Sales Prospecting Perspectives

Alex Orton wrote in his blog that “without conversation your prospects will never want to talk to you.” Over the summer, the AG team created a list of 50 traits an inside sales rep should have. Number 43 was that an inside sales rep should be invested. Being invested has always been something that I relate to as a Senior Business Development Representative here at AG. Find out why.

Does the "Ra Ra" Approach Work for Struggling Sales Reps?

Sales Prospecting Perspectives

As I mentioned in a blog a few weeks ago, from day 1, I let my new hires know that I will set clear expectations for them. I would like to think that I''m a positive guy. It has served me well over the years in the sales game. In fact, I would argue that there is nothing more important than thinking positively. especially for those of us blessed to cold call all day long.

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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.

5 Things Salespeople Should Stop Doing Immediately

Sales Prospecting Perspectives

And one of our jobs as salespeople is to share our whitepapers, blog posts, etc. Sales Prospecting Perspectives is pleased to bring you a guest post from Craig Wortmann, founder and CEO of Sales Engine. First we make our habits and then our habits make us.” – Anonymous. All of us have habits which lead to routines. As professionals, salespeople are as susceptible as anyone to bad habits.

How to Write: A Grammar Guide for Marketing Content and Sales Emails

Sales Prospecting Perspectives

Renowned blogs and magazines post content that I have to stop reading halfway through because doing so is frankly painful. I’m often surprised by how many awkward phrases, spelling mistakes and grammar blunders I see on the Internet. Sometimes, I receive sales emails so replete with grammar inaccuracy that I delete them before finishing them. definitely don''t reply to them. Too many.

It's Q4: Finish the Sales Year Strong and Steady

Sales Prospecting Perspectives

have mentioned this is previous blogs as a debated topic, but I do believe mass emails can be effective if the messaging is right. Halloween! Thanksgiving! Christmas and Hanukkah! All of these events are great in Q4… but in sales and teleprospecting, it seems like Q4 is everyone’s least favorite time of year. Everyone is focused on closing business rather than building new business.

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The Gender Gap: Hiring Women in Inside Sales

Sales Prospecting Perspectives

In Trish Bertuzzi''s blog post, Hiring More Women in Technology Sales , she notes that when recruiting women for sales jobs, it is important to avoid using war words. 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.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

blogs anymore—they’re. of the “brand blog,”. out short blog posts, some brands switched their. blogs—they’re navigating all of the opportunities. Copyright © 2015 Contently. All rights reserved. contently.comBy Jordan Teicher Content. Marketing. 2016 STAFFING, MEASUREMENT, AND. Introduction II. Methodology III. Key Findings IV. Results and Analysis V. But in 2015, a.

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

Sales Prospecting Perspectives

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. Anum offers three tips for making the most out of your B2B Facebook page in this guest blog post. Happy Valentine''s Day, Sales Prospecting Perspectives readers! Is it OK to cold call prospects on their mobile phone ?

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