Sales Prospecting Perspectives

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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. Your change towards a better sales team culture and more engaged employees doesn’t have to take place all at once. Create an Atmosphere of Healthy Competition.

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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?). Talking About My Generation And Yours. Can someone please explain to me the legitimate appeal of Snapchat?).

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

Sales Prospecting Perspectives

workout warrior has the time management skills to carve out the time in their day to fit a pump, or a jazzercise or whatever your thing is into a busy schedule. 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. Only 8%! Persistence in sales is similar.

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. This can be sent in a DM: Thanks for sharing our article, Dan! I’d love to speak to you about how our businesses can help each other. The result?

B2B Marketing Trends for 2016

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., Encourage employee advocacy: a business's employees are (or at least should be) natural brand advocates. What are the business and. my business deliver upon them? B2B Marketing.

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. Collecting the names, titles, emails, phone numbers, and social data creates that holistic record.

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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? You may have given them the tools to get started, but are they able to craft their own templates for emails voicemails? Are you constantly training them on new social selling 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. 3. Craig joined AG Salesworks in 2003 and has successfully managed several teams of high-performing Business Development Representatives. I think it’s safe to say that nearly everyone in the sales game had humble beginnings. You Need To Set The Agenda.

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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. 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. They''ve never heard of you before.

B2B Marketing Trends for 2016

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., Encourage employee advocacy: a business's employees are (or at least should be) natural brand advocates. What are the business and. my business deliver upon them? B2B Marketing.

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. You have a blank canvas to work with, and you might not be exactly sure where or even how to start.

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. welcome any feedback in the comments, or via Twitter at @davemacboston. TREND #1: Content Fatigue / Focus. And LinkedIn blogging went from sharp and provocative to “look at me” noisy in less than a year. This situation can’t sustain.

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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.

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. What do you picture when you hear the word "nurture?". Many people may think of a plant "nurtured" to full health. Some Leads Aren’t Sales-Ready.

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. Craig joined AG Salesworks in 2003 and has successfully managed several teams of high-performing Business Development Representatives. Do they have the drive? Do they seem intelligent? Are they articulate?

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B2B Marketing Trends for 2016

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., Encourage employee advocacy: a business's employees are (or at least should be) natural brand advocates. What are the business and. my business deliver upon them? B2B Marketing.

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. Most people do no listen with the intent to understand, they listen with the intent to reply.”. Stephen R. Covey. People can tell when they are not being listened to!)

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. Sean Jones is a business writer with a primary focus on the marketing sector.

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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. After 12 years of trying to figure this teleprospecting thing out, I''d say we''re completely sold on how we do things internally around here.

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.” This type of situation is commonly referred to as “cold calling.”. Sound familiar?

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). 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. Lead Rate.

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. Amanda Maksymiw is the content marketing manager for Lattice Engines , a company specializing in delivering data-driven business applications for marketing and sales. One hour. Ensure Tight Alignment with Marketing.

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.” It’s a good way to make sure everyone knows how small your company really is. AG Salesworks is pleased to bring you a guest post from Janelle Johnson , Director of Demand Generation at Act-On Software. Marketing emails lure the leads, and sales reels them in. Which ones make you click?

[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. At times, your solution is difficult to explain, but your engineers know its features like the back of their hand.

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. It''s not your sales pitch, your product or your service. Ideas are Powerful. Everything begins with an idea.

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Cold Calling: You Get What You Put In!

Sales Prospecting Perspectives

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. So, around the year 1999, I finally decided to take the plunge into the tech industry.

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? What are the most crucial factors to look for in an outsourced teleprospecting team? Most people''s answer would be: cost. What kinds of clients do you serve?

5 Benefits Every B2B Data Provider Should Have

Sales Prospecting Perspectives

Like anything you outsource in business , you want to give up the details to the experts so they can find and create the quality you’re looking for. If it weren’t for our partnerships with B2B data providers, I would be lost. They make my days easier in so many ways. Here is what I find to be most crucial: 1. Account management. What is their customer service like? Accuracy of the data.

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

Sales Prospecting Perspectives

talked to Boston businesses about how they’re using inbound methodology. Ann Handley ( @annhandley ) of MarketingProfs spoke about how marketers - and everyone in business, really - use writing to tell our customers who we are. Two weeks ago, I entered the Boston Exhibition and Conference Center in awe. It was an overwhelming experience, for sure. Their biggest emphasis? Then answer.

5 Sales Prospecting Strategies for Overcoming Call Reluctance

Sales Prospecting Perspectives

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

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

Sales Prospecting Perspectives

David Brock is the President at Partners in EXCELLENCE , a consulting and services company that focuses on improving clients'' business strategy, sales strategy and performance, sales channels, marketing, and more. Annually, billions are invested in sales skills training. On top of that, millions are spent on books on sales techniques, thousands of articles are written.

Wake Up From Your Cold Calling Coma: Inside Sales Messaging Methods

Sales Prospecting Perspectives

Prospects have busy schedules and hectic lives. Have you been struggling to get traction with your prospects lately? When was the last time you changed up your email templates or updated your voicemails? Maybe it’s time to take a look at your messaging strategy. Inside sales reps can easily find themselves in a cold calling rut, especially since cold calling can become a repetitive job.

Time Management Tips for Cold Calling Inside Sales Reps

Sales Prospecting Perspectives

Let''s paint the picture on typical Monday: Joanie will come by to ask a business-related question that leads into what happened over her zany weekend. Over the years, I found that I innately gravitate towards the part of my job I enjoy doing the most. think we''re all guilty of that at times. In fact, I would argue that most of us gravitate away from cold calling.

Is There a Perfect Personality Trait for Inside Sales Reps?

Sales Prospecting Perspectives

Craig joined AG Salesworks in 2003 and has successfully managed several teams of high-performing Business Development Representatives. Last week I spoke of a few traits I look for when hiring inside sales reps looking to join the AG ranks. One of the specific traits I highlighted was having the innate confidence to do the job. The reverse could be said for the perceived introvert.

Your Guide to Google Plus B2B Marketing [INFOGRAPHIC]

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Russel Cooke , journalist and business consultant. This, for businesses in particular, works particularly well. The fact that Google Plus matters so much when it comes to search engine results also drives businesses to use the medium, as they experience better search engine optimization as a result.

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Top 4 Professional Skills Mastered When Working in B2B Inside Sales

Sales Prospecting Perspectives

If you are a recent graduate with a background in sales or marketing and are looking to get your foot in the door of the business world, inside sales may be the career for you. Beginning a career in B2B inside sales is a great way to build job experience and fine-tune your professional skills. We give our reps the tools and support they need to succeed.

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How Empowerment Can Rejuvenate Your Inside Sales Organization

Sales Prospecting Perspectives

All the new reporting capabilities, tools, etc are extremely enticing, but the problem is, sometimes it causes us as managers to get caught behind a computer all day instead of focusing on business planning for our teams. The reality is that while all those incentives are necessary, we sometimes forget about the intangible ways we can motivate and keep reps interested.

4 Reasons to Switch to an Inside Sales Model

Sales Prospecting Perspectives

Here are some of the top reasons I’m seeing more and more businesses switch to an inside sales model. Sales Prospecting Perspectives is pleased to bring you a guest post from Howard Brown , Founder and CEO of RingDNA. There was a time not so long ago when your average B2B salesperson spent more time on the road than a major league baseball team. Inside Sales Reps Can Reach More Prospects.

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Inside Sales & the Mobile Workforce: Tips for Managing Telecommuters

Sales Prospecting Perspectives

companies and commuters: For Businesses. If your virtual reps are managing existing business relationships, then CRM software may be appropriate. AG Salesworks is pleased to bring you a guest post from Kevin Thornton , Executive Vice President - Sales & Marketing for VanillaSoft. According to Global Workplace Analytics , telecommuting could have the following benefits for U.S.

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How to Successfully Manage Your Inside Sales Team Remotely

Sales Prospecting Perspectives

Doing this paired with working remotely on your own allows you to create a business plan and strategize on the bigger picture instead of getting stuck in the weeds when your reps have it completely handled on their own. A few years ago I was faced with a tough decision. I was moving 20 miles north of Boston, which posed a problem because my job was 22 miles south of it. Don’t pan ic!

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