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. 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.

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. However, in capable hands, these tools can help busy salespeople manage their time and efforts more efficiently. Lightweight CRM. Social Media. Follow him on Twitter.

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

B2B 154

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.

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.

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. In fact, it’s far more important that SDRs can have needs-based, business objective-oriented conversations than it is that they understand the details of your product! Do the math. And further, what will it cost you to get them? Build a process.

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. The mindset is that generally the last month of the year should be spent getting deals in and preparing for the following year. Wrong. Connect Rate.

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. 4. Cold calls are the bread and butter of successful sales development reps. Be Intriguing. Don’t sell.

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.) Select a recent professional headshot that would make a buyer feel comfortable trusting you with their business.

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.

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. These four guys spend their days making sure our SDRs are performing at 100% every day. Jimmy Grieve - Incentives and Praise.

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. In 2007, Matt began Heinz Marketing to help clients focus their business on market and customer opportunities, then execute a plan to scale revenue and customer growth. They’re giving up.

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?

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 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.

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. 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.

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.

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. Former AG business development representative Samantha Goldman shared her tips for writing the most effective sales prospecting email, including keeping it short, creating relevant subject lines, keeping signatures consistent, and being persistent. 2.

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.

Trends 144

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.

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!)

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.

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?

Sales 149

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.

Sales 147

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?

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.

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. It’s the same with the signals businesses are sending out on a daily basis. 2. Call when there’s a fit. Not necessarily true.

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.

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. But at the end of the day, you are more likely to get in front of a C-level prospect by producing a referral from their managers, directors, or VP’s in 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.” 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?

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.

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

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?

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! Before I know it, I’ll be running into hundreds of out-of-office messages. As an inside sales rep, what is the best way to prepare for summer prospecting? Build your pipeline.

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. Amar Sheth is a consummate business development, sales and marketing leader with a passion for social media technologies. The Fine Line. The Liability Factor.

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.

Aging 147