Sales Prospecting Perspectives

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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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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?”

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.

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.

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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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.

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.

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 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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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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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 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.

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.

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.

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?

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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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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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.

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.

Sales and Marketing Alignment Equals More Revenue

Sales Prospecting Perspectives

AG Salesworks is pleased to present you with a guest blog post from Brian Serino , SVP of Sales and Business Development at NetProspex. We’re all familiar with the deep-rooted battle between sales and marketing. It goes something like this: sales blames marketing for their inability to produce quality leads, while marketers fault sales for their lack of lead management skills.

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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.

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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.

How to Apply The Art of Selling Without Selling & Marketing Without Marketing

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest blog post from Andrew Moravick, Content Marketing Manager at Aberdeen. As marketing or sales professionals, we’re often very deliberate in what we do. If I’m creating marketing content, I should be sure to position the brand well, deliver relevant value, and drive toward a measurable conversion. Many sellers I’ve encountered also feel the very literal pressure to always be closing. Sometimes, however, the most direct or obvious path isn’t always the most effective….

Why IT and Sales Need to Become Best Friends

Sales Prospecting Perspectives

This is his blogging debut. Sales Prospecting Perspectives is pleased to bring you a post from Tom Diamond , IT Support Assistant and Business Development Representative at AG Salesworks. Contrary to popular belief, the Information Technology (IT) Department is much more than the tech people you go to when something is broken. Sales. Dealings with computers, software, networks, etc.

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Buyer Personas and Company Goals: How to Research Your Marketing Plan

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. It was written by AG Salesworks'' Senior Vice President of Marketing and Sales Richard April. Having a detailed understanding of your ideal customer is a key starting point for a truly comprehensive marketing strategy.

Go to that Awkward Place and Ask Prospects the Tough Questions

Sales Prospecting Perspectives

This is his blogging debut. Sales Prospecting Perspectives is pleased to bring you a post from Joshua Zielinski , a Business Development Representative at AG Salesworks. Sometimes in sales things have to get a little awkward to produce a mutually beneficial relationship with a prospect. learned this from the Vice President of my first sales job. Have a nice day.” You will feel uncomfortable.

10 Top Things Our Inside Sales Reps Are Thankful For

Sales Prospecting Perspectives

All of our Sales Prospecting Perspectives blogs and our favorite daily sales and marketing blogs go on our Pinterest, but we also have a few fun folders on there, such as Cube Life, which shows awesome things people have done with their cubes, and a board for inspiration with quotes and motivators. Happy Thanksgiving Sales Prospecting Perspectives readers! They’re listening! LinkedIn.

#ProspectingChat: Sales Training with Josiane Feigon!

Sales Prospecting Perspectives

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. Today we’ll focus on sales training tactics that will strengthen your inside sales team. Read her articles here.

How to Start Referral Selling in 5 Steps

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest blog by Donato Diorio , CEO of RingLead. Referral selling is all about helping you acquire new customers by utilizing a crucial asset: your past and existing customers. It can be one of the most effective sales strategies because the referral from a satisfied customer provides you with credibility and opens doors. Step 1: Build.

Marketing and Networking, a Powerful One-Two Punch

Sales Prospecting Perspectives

Did we receive a few more returned calls or emails as a result of a blog that was read, or a recommendation made by a peer? Over this past year I have made an effort to devote more of my time to networking. It’s always interesting to get out there and meet new people and reconnect with past contacts. All in all it has been a great success. However, that can only scale to a point. Probably.

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.

How Trigger Data Guides Workflows for Sales and Marketing

Sales Prospecting Perspectives

We then created targeted messaging around those events and created offerings tailored to them: some recipients received webinar invites, some received white paper offerings, some received data sheets, and some simply received information about our blog. Beth not only developed iLantern''s blog, but is also a frequent contributor. Let’s not write off the weatherman just yet.

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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3 Skills Inside Sales Reps Need to Maintain Client Relationships

Sales Prospecting Perspectives

This is her blogging debut. Sales Prospecting Perspectives is pleased to bring you a post from Tiffany Fenore , a Business Development Representative at AG Salesworks. There is more to being a great inside sales rep than just passing leads. In my experience, I have found that one of the most important aspects of my job is having a strong relationship with my clients. Confidence. Expertise.

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.)