Sales Prospecting Perspectives

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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 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.

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 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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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 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?”

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 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 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.

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.

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.

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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.

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.

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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.

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 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.

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?

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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.

The Evolution of the Sales Role

Sales Prospecting Perspectives

More Sales Change Blog Posts: Stop Being Scared of Change When Managing Your Inside Sales Team. Sales Prospecting Perspectives is pleased to bring you a guest post from Sean Jones, business writer with a primary focus on the marketing sector. In the age of the tweeting refrigerator , salespeople are transitioning. In the time of the snake oil salesman, the salesman himself had agency.

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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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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.

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.

How to Balance 3 Teleprospecting Techniques To Manage Your Lists

Sales Prospecting Perspectives

If you research beforehand, your introduction to the decision maker in an account should be warmer. A top-down approach is much more effective: Research higher level contacts on LinkedIn, read company blogs, and be active on other social media outlets to examine your prospects’ roles, interests, pains, and needs. However, don''t feel you have to choose one technique and stick to it.

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A Breakdown of the Top 5 Sessions for Content Marketing at INBOUND14

Sales Prospecting Perspectives

The Change I’ll Make: I’m going to start analyzing my viewers through attribution models to see who they are, why they’re coming to our blog, and when they’re doing it, and using that data to better my content marketing. Two weeks ago, I entered the Boston Exhibition and Conference Center in awe. talked to Boston businesses about how they’re using inbound methodology. Their biggest emphasis?

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.

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How to Leverage Holiday Cheer in B2B Teleprospecting Conversations

Sales Prospecting Perspectives

We already have the statistics from Craig in his blog post, Why is December a Great Month for Sales Prospecting? December is not only the “happiest time of the year;” it also be the most hectic, stressful time of the year for those at work. It is not uncommon to hear salespeople complain about the month of December. With this kind of attitude, they may as well not even try, right?!

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?

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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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. 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. If the average voicemail response rate is 4.8%

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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What Did I Learn About Social Selling to Prepare for 2014?

Sales Prospecting Perspectives

The following dozen blog posts on utilizing Social Selling strategies for LinkedIn can help you start. Sales Prospecting Perspectives is pleased to bring you a guest post from Jamie Shanks, Social Selling Expert at Sales for Life. We are about to close out an incredible year. As a sales professional, you can’t deny the changes. Sales reps don’t find Social Selling instinctive.

How to Control a Quality Conversation in Inside Sales

Sales Prospecting Perspectives

If you take anything away from this blog, it should be to speak with an even tone, allow the prospect to finish their thought, and get a follow up time to have another conversation. 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. This is part of the reason I knew I would be successful in sales.

My 4-Step Process to Marketing Research for Content Creation

Sales Prospecting Perspectives

Read blog posts daily to know who the celebrities are in your industry. If you’re a content marketer, you know how important it is to produce interesting and relevant content. If you’re a content marketer for the B2B space, you know how important it is to produce content that’s also fact-driven and referral-worthy. That’s why B2B content with statistics in headlines often perform better.

How Marketing Can Collaborate with Sales to Create Engaging Content

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest blog from Sharmin Kent , Marketing Content Specialist at TinderBox. Be sure to encourage salespeople to create their own kinds of content as well: they can do things like reaching out to customers on social media or writing guests posts on relevant blogs. But that''s much easier said than done. Let sales take the lead.

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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 ?".

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. Ramping up on a new project can be stressful for business development and inside sales reps. There are many different marketing materials they need to read, and processes they need to understand, before they’re able to start prospecting. Be patient.

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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?

Needs-Based Marketing for Executive Buyers Today

Sales Prospecting Perspectives

By understanding the topics or conversations in which this company is involved including news, blogs, social media, and other sources, you can paint a comprehensive picture for that executive about the company position in the market. It’s no secret that the buyer’s journey has changed. There have probably been equally as many articles written on getting to the right buyer at the right time.

5 Ways to Be a Better Inside Sales Rep

Sales Prospecting Perspectives

What blogs should you subscribe to? Sales Prospecting Perspectives is pleased to bring you a guest post from Chris Snell, Inside Sales Manager at Care.com. When I was an inside sales rep, I was always concerned about who I thought was performing better than I was. It’s not really the best way to be. Your sales career is similar. before you pick up the phones at 10:30. Call and find out.