Sales Prospecting Perspectives

Trending Sources

How to Change your B2B Sales Team’s Culture for the Better

Sales Prospecting Perspectives

Any sales professional, whether you’re a top 20% rep or managing a group with a lot of potential, knows the either detrimental or exceptional effects your B2B sales team’s culture can have on your business’s bottom-line.

Sales 155

3 Sales Tools That Are Changing the Way Salespeople Do Business

Sales Prospecting Perspectives

Each step in the sales pipeline is affected by the exchange of documents: client education, contracts, marketing materials, business proposals, letters of intent and just about everything in between.

Tools 121

Everyone Can Do More With New B2B Technology

Sales Prospecting Perspectives

It does not render obsolete the time-honored business skill of building a great rapport with others. Since you and your sales team do your jobs well, you’ll have already developed a deep, detailed profile on each person you do business with (you’ve done that, right?).

B2B 154

5 B2B Marketing Thought Leaders Share 2015 Trends and Predictions

Sales Prospecting Perspectives

The second trend is a significant increase in business optimism. In a 2014 SiriusDecisions study 97% of executives in companies over $500M in annual revenue and 92% of executives in companies under $500M stated they are either confident, or very confident their business will grow in 2015.

Trends 155

B2B Marketing Trends for 2016

a better job of linking their efforts to measurable business results. Demonstrate business results: the challenge to tie marketing efforts to measurable business results (e.g., or very strong indirect) correlation with tangible business outcomes their. B2B Marketing.

3 Social Selling Templates for LinkedIn and Twitter Messaging

Sales Prospecting Perspectives

Many social selling guides tout real tips and strategies for sales reps to stand out in their prospects’ busy social feeds, but unfortunately often don’t give away social selling templates which sales reps can customize for their own needs.

5 Steps to Successfully Build Your Company's Sales Development Efforts

Sales Prospecting Perspectives

Although most SDRs are less experienced sales professionals, they absolutely need to have business conversations with their prospects. Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing.

Why is December a Great Month for B2B Sales Prospecting?

Sales Prospecting Perspectives

Based on the calling efforts of approximately 45 Business Development Reps over the course of the 2011-2013 timeframe, the blended average worked out to: 6.9% Historically, the typical sales rep thinks that prospecting and December do not mix.

5 Voicemail Tips Every Sales Development Rep Should Be Using

Sales Prospecting Perspectives

Don’t overstep the boundaries of a stranger by claiming to understand all the prospect’s business challenges. Just like in emails , you have the opportunity to add a short personalized quip about the prospect’s business, alumnus, or favorite sports team to set yourself apart.

B2B Marketing Trends for 2016

a better job of linking their efforts to measurable business results. Demonstrate business results: the challenge to tie marketing efforts to measurable business results (e.g., or very strong indirect) correlation with tangible business outcomes their. B2B Marketing.

How to Leverage Your Twitter Profile for Social Selling

Sales Prospecting Perspectives

Buyers will pay attention to salespeople that can teach them something about their businesses or alert them to a trend they might not be aware of. Just be sure to use hashtags that your buyer would be interested in (for example: #technology, #business, etc.)

3 Steps to Stellar List Building

Sales Prospecting Perspectives

Good B2B list building affects all aspects of business, including the funnel and pipeline. The best list is the one nobody else has. Gathering valuable information enables you to build targeted niche lists, track emerging companies in specific markets, and segment larger sectors or lists.

List 149

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

Sales Prospecting Perspectives

It also brings new business and ROI to the client, and finally, it gives them the opportunity to provide themselves with larger financial gain. 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.

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

Sales Prospecting Perspectives

Matt Heinz, President of Heinz Marketing, brings more than 15 years of marketing, business development and sales experience from a variety of organizations, vertical industries and company sizes.

B2B Marketing Trends for 2016

a better job of linking their efforts to measurable business results. Demonstrate business results: the challenge to tie marketing efforts to measurable business results (e.g., or very strong indirect) correlation with tangible business outcomes their. B2B Marketing.

The Big List of Inside Sales Messaging Statistics

Sales Prospecting Perspectives

The best time to post on LinkedIn is during business hours , Monday through Friday from morning to midday. Sales managers, how often are you evaluating your inside sales team’s messaging techniques?

3 Tips For Junior Inside Sales Reps To Command Sales Calls

Sales Prospecting Perspectives

Every executive is busy, so if you can’t speak to their pain or need within 30 seconds, there is a good chance you’ve lost them. Craig joined AG Salesworks in 2003 and has successfully managed several teams of high-performing Business Development Representatives.

Sales 155

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

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a post from Gillian Sontz , Business Development Representative at AG Salesworks. In B2B inside sales, you will often have to call lists, both warm and cold.

The Best Sales Prospecting Qualification Questions to Ask

Sales Prospecting Perspectives

What impact are those challenges having on your business? If you are a company just starting out with your teleprospecting strategy or you are looking to revamp your methods when it comes to questions to ask during the lead qualification process, you''ve come to the right place.

Sales Prospecting Perspectives' Top 10 Blog Posts in 2014

Sales Prospecting Perspectives

It’s been a busy year, with many bloggers moving on, many new bloggers joining the team, and many guest blogging partnerships formed. Happy December 31, everyone! Before we count down the ball drop, we want to share with you our top 10 blog posts on Sales Prospecting Perspectives in 2014.

3 Important Sales Trends & Predictions for 2015

Sales Prospecting Perspectives

It’s also the path to building a great business.”. Here are three trends I see in the sales world, paired with predictions on where those trends will take us. I welcome any feedback in the comments, or via Twitter at @davemacboston. TREND #1: Content Fatigue / Focus.

Trends 144

B2B Sales Prospecting: Remember to Finish Listening!

Sales Prospecting Perspectives

When you are busy putting together an answer in your head, you are no longer fully listening. AG Salesworks is pleased to bring you a guest post from Jeff Shore , an in-demand sales expert, author, speaker and executive coach.

3 Tips for Nurturing Prospects in Inside Sales

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a post from Taylor Lacey, a Business Development Representative at AG Salesworks. Many businesses focus on how they sell, but have no understanding of how their customers buy.

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. Next month marks an important milestone not only in my career at AG, but in my career in general.

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

Sales Prospecting Perspectives

If your inside sales reps are getting busy C-level executives on the phone, they need to command that call with confidence or they aren’t going to get far with a sales conversation.

Sales 149

The Fine Line Between Cold Calling and Warm Calling

Sales Prospecting Perspectives

Inside sales representatives and business development representatives spend a majority of their time prospecting companies to find and create potential sales opportunities. According to Merriam Webster Dictionary, a cold call is “a telephone call made by a business to try to sell something.”

5 Suggestions to Keep In Mind When Training a Teleprospecting Team

Sales Prospecting Perspectives

Craig joined AG Salesworks in 2003 and has successfully managed several teams of high-performing Business Development Representatives. Last week, I had the chance to help train a fresh new crop of recruits for a long-time client of ours.

The Evolution of the Sales Role

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Sean Jones, business writer with a primary focus on the marketing sector. Digital presence is increasingly necessary for businesses to thrive and interact with buyers and manage their outputs.

Sales 147

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

Sales Prospecting Perspectives

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.

3 Key Metrics to Track When Managing Your Inside Sales Team

Sales Prospecting Perspectives

This metric allows you to track quality, and that’s obviously what will ultimately yield high forecast, pipeline, and closed business numbers. (And Call Volume is Not One of Them).

Timeliness Matters: 3 Ways to Stay Ahead in Sales

Sales Prospecting Perspectives

Back in 2011, the Harvard Business Review educated us on exactly what timely manner meant. Get scrappy and track the trends that matter most to your business.

3 Reasons Your Call Strategy Must Have More Influencers than C-Suites

Sales Prospecting Perspectives

However, you are doing your B2B lead generation teams a disservice by not allowing them to prospect multiple levels of the business. Common sense: C-level executives are just too busy to talk to you.

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

Sales Prospecting Perspectives

Even if your business is just you, you probably shouldn’t send an email from “jane@yourbizdomain.com.” AG Salesworks is pleased to bring you a guest post from Janelle Johnson , Director of Demand Generation at Act-On Software.

Obscurity: The Biggest Challenge in Sales

Sales Prospecting Perspectives

Amar Sheth is a consummate business development, sales and marketing leader with a passion for social media technologies. Sales Prospecting Perspectives is pleased to bring you a guest post from Amar Sheth , Principal at Sales for Life. Obscurity is your biggest problem.

Sales 155

[Infographic] The Outsourced Inside Sales Teleprospecting Process

Sales Prospecting Perspectives

Many business leaders are swamped with many sales and marketing tasks every day. Imagine you’re the CEO of a B2B high tech company. Your company has survived the most difficult start-up stages, and you’re ready to start successfully selling your product or service.

Cold Calling: You Get What You Put In!

Sales Prospecting Perspectives

I quickly became accustomed to long hours and cranky business travelers, which most of us know can be challenging to say the least. Craig joined AG Salesworks in 2003 and has successfully managed several teams of high-performing Business Development Representatives.

4 Big Questions to Ask When Outsourcing Inside Sales Teleprospecting

Sales Prospecting Perspectives

In a discovery call about that company, ask these 4 questions to get a real feel for the way they conduct their business. Will the quality leads passed over express a business pain that can be solved by your product or service?

The Summer Grind: 3 Tips for Successful Summer Prospecting

Sales Prospecting Perspectives

Email can also be a very useful tool to use when prospecting busy individuals. Summer weather is finally starting to blossom. Spring has sprung, Memorial Day has passed, and the dog days of summer are on their way! Many of us have already begun to daydream of summer travel plans.

The Modern Marketing Challenge: Juggling Social Media Control vs Autonomy

Sales Prospecting Perspectives

If there is anything that the NYPD and US Airways social media disasters have taught us in the world of sales (and business for that matter), it’s that you’ve got to do a far better job of organizing messaging than ever before.