Sales Prospecting Perspectives

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

Sales Prospecting Perspectives

Who is responsible for qualifying inbound marketing leads and identifying new, short-term sales opportunties for senior sales executives in your company? Whether you’re launching a new SDR effort for your company, or seeking to improve its effectiveness and success in the New Year, here are five steps to get you off on the right track. 1. Do the math. Build a process. How often?

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

Sales Prospecting Perspectives

believe many companies have invested in content marketing with good intentions, meaning they understand it’s a longer-term investment. Many companies who have prioritized content marketing are generating warm leads at a fraction of the cost of their competitors and peers. The other force driving many companies away from content, of course, is quota. We’re such an impatient lot.

4 Blogging Best Practices for B2B SaaS Start-Up Companies

Sales Prospecting Perspectives

As a B2B SaaS company, your best bets for social media sharing are LinkedIn and Twitter. I follow a few key topics on Quora , and I try to answer a question over there at least once a week. My inclination is to answer B2B inside sales and sales topics, since AG Salesworks has such an arsenal of resources for everyone. Every blog post looks like a demo! No, no, no! Be smart about SEO.

Why Should a B2B Sales Company Have a Facebook Page?

Sales Prospecting Perspectives

B2B companies often have a stigma of being boring and a bit drab compared to B2C businesses. There are a many, many key reasons why I believe that B2B companies can greatly benefit from having a company Facebook page. I''ll highlight just a few main points. 1. If you''d like more information on a company, nine times out of ten what do you do? To be found. Show it!

B2B Loyalty, The B2C Way

Find out how consumer loyalty principles can help B2B companies reward, recognize, and engage their customers

5 Prospecting Strategies for Obtaining Sales Context

Sales Prospecting Perspectives

Maybe they spoke with someone else who gave you a brief idea of challenges experienced within the company that they can bring up in conversation. Sales Context is an important part of any conversation, as it directly correlates to the potential of a sale. Here are 5 prospecting strategies that I employ to obtain Sales Context during every conversation I have. 1. Maintain an open dialogue.

How to Influence B2B Sales Prospects (Without Annoying Them)

Sales Prospecting Perspectives

Selling to start-up companies? Selling to tech companies? If you’re selling something, you need to be persuasive. But you don’t need to be annoying. Case in point: I was at the gym the other day, in the middle of a sweaty elliptical workout, when a trainer came over and asked if my name was Christine. While I was out of breath. And - it bears repeating - extremely sweaty. Reciprocity.

5 B2B Sales Thought Leaders Share 2014 Trends and 2015 Predictions

Sales Prospecting Perspectives

Howard Brown. I''ve seen companies wake up to the fact that data is the key to prioritization and profiling, especially when it comes to outbound sales prospecting. Companies will continue to specialize their sales forces and reap the rewards of a team totally focused on converting prospects (inbound or outbound) into qualified appointments and demos. It’s January 6. Matt Bertuzzi.

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4 B2B Sales Prospecting New Year's Resolutions for 2015

Sales Prospecting Perspectives

Just as people set personal goals for the new year, so do the companies that you are calling into. The holidays are behind us, and the New Year has begun! It is a season of resolutions, many of which focus on bettering yourself, living a healthier lifestyle, achieving financial goals, and spending more time with family. Use the start of the new year as an excuse to check in with prospects.

B2B Marketing Trends for 2016

Collaborate with industry influencers: marketers must creatively build advocacy and content amplification outside the company as well. customer/stakeholder goals of my company, and what do I need to make. company sales rep, it becomes even more vital that both groups understand the buying process from. There will be more companies developing SLAs between sales and.

Square Peg, Round Hole: Align Prospects & Employees to Company Goals

Sales Prospecting Perspectives

Companies that are fortunate enough to enjoy high growth are under pressure to grow their team. This is especially true for services companies. One bad hire could touch several customers, and of course there is the negative impact on company culture to consider. I’ve been in sales a long time. More years than I care to count. Now there are several reasons why this may occur.

3 Social Selling Templates for LinkedIn and Twitter Messaging

Sales Prospecting Perspectives

Edit your request to connect to include a relevant message, such as: Hi Dan, I saw your most recent LinkedIn post on how to prevent security breaches for businesses. I’m an inside sales rep at XYZ Company, and I shared that post with my colleagues. They were floored; there’s so much we could be doing to protect our company! I’d love to connect with you so I can follow more of your insights.

Why is December a Great Month for B2B Sales Prospecting?

Sales Prospecting Perspectives

And I''m not just saying this from the perspective of AG Salesworks, a B2B lead gen company that prospects year round. 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. No one really picks up the phone this time of year, right?

7 Inside Sales Lessons Learned on The Football Field

Sales Prospecting Perspectives

Whether it be something as subtle as a referral email or a call to someone you know isn’t the correct contact, you need to use each contact to build a big picture of your prospect company. Sales Prospecting Perspectives is pleased to bring you a post from Mike Lipka , Inside Sales Representative at AG Salesworks, and Kenneth McKenna , Business Development Representative at AG Salesworks.

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How to Leverage Your Twitter Profile for Social Selling

Sales Prospecting Perspectives

and not those that reflect your pet topics (#sales, #closing, etc.). 4) Link to your company’s Twitter account. Instead of “Sales rep at Company,” write “Sales rep @Company.” This makes it easy for buyers to check out your company’s profile in case they’re interested. Twitter is all about clarity and brevity. Want to express a thought that’s longer than 140 characters?

B2B Marketing Trends for 2016

Collaborate with industry influencers: marketers must creatively build advocacy and content amplification outside the company as well. customer/stakeholder goals of my company, and what do I need to make. company sales rep, it becomes even more vital that both groups understand the buying process from. There will be more companies developing SLAs between sales and.

3 Steps to Stellar List Building

Sales Prospecting Perspectives

Gathering valuable information enables you to build targeted niche lists, track emerging companies in specific markets, and segment larger sectors or lists. To identify your market, consider their key locations, industries, titles, company size, etc. The best list is the one nobody else has. Good B2B list building affects all aspects of business, including the funnel and pipeline.

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

Sales Prospecting Perspectives

When each SDR is supported in a way that allows them to achieve this success, you''ve created a healthy and coherent sales company culture with open communication and proactive problem-solving. Preparing an SDR for success is of the utmost importance, since the benefits are so widespread for both the individual and our company as a whole. Jimmy Grieve - Incentives and Praise.

5 Voicemail Tips Every Sales Development Rep Should Be Using

Sales Prospecting Perspectives

This is Greg from Company X. 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.

The Big List of Inside Sales Messaging Statistics

Sales Prospecting Perspectives

You see, most sales and marketing professionals just don’t have time. “No, I don’t want to tell you the challenges in my environment and what my company does. For B2B companies, subject lines that contained the words "alert" and "breaking" performed well. Sales managers, how often are you evaluating your inside sales team’s messaging techniques? Want that toolkit? Tweet this stat.

B2B Marketing Trends for 2016

Collaborate with industry influencers: marketers must creatively build advocacy and content amplification outside the company as well. customer/stakeholder goals of my company, and what do I need to make. company sales rep, it becomes even more vital that both groups understand the buying process from. There will be more companies developing SLAs between sales and.

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

Sales Prospecting Perspectives

They may have never even heard of your company before. What do I already know about the company/prospect? If so, are they still employed at the company? From exploring the website, would the company be a fit for what you are inquiring about? 3. Here are some key components of a strong introduction: Greeting: Hi (Prospect’s name) this is Bob calling from (Company).

The Best Sales Prospecting Qualification Questions to Ask

Sales Prospecting Perspectives

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. These questions vary from company to company and aren’t always standard like the ones in the previous bucket. The answer to these questions is No.

How to Motivate Your Sales Development Team through December Holidays

Sales Prospecting Perspectives

Every year we work for the DARE home for children and the whole company signs up to donate gifts to kids in need. advise every company to take the opportunity to give back this holiday and see what it does for corporate culture and morale as it is great for our team here. Anyone who knows me understands my deep-rooted, unapologetic hatred for winter weather. Get in the holiday spirit.

Sales Prospecting Perspectives' Top 10 Blog Posts in 2014

Sales Prospecting Perspectives

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. In this blog post, Laney Dowling posed an exercise for companies brainstorming qualification questions for sales reps to ask over the phone. Happy December 31, everyone! What are yours? Check it out!

10 Things Master Salespeople Do to Sweep Away Skepticism and Close Sales

Sales Prospecting Perspectives

The principle is simple: If a company incorporates trust and credibility in its marketing, skepticism naturally fades. 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). Read the full article here.

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3 Important Sales Trends & Predictions for 2015

Sales Prospecting Perspectives

According to The Content Marketing Institute, 86% of B2B companies invest in content marketing. 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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5 Reasons Not to Build Your Sales Development Team One Rep at a Time

Sales Prospecting Perspectives

If your company has a sales development team, you know that one of the few things that helps these sales reps get through the day is knowing that the person sitting next to them is dealing with the same challenges. However, at other companies, we''ve heard horror stories about walking into a sales development or inside sales job and getting little to no support.

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. They should learn as much as they can about the prospective company by browsing the company’s website and social profiles and learning about their industry. What is the true definition of a cold call?

B2B Sales Prospecting: Remember to Finish Listening!

Sales Prospecting Perspectives

Jeff Shore is a highly sought-after sales expert, speaker, author and executive coach whose innovative BE BOLD methodology teaches you how to change your mindset and change your world.For more than three decades, Jeff has guided executives and sales teams in large and small companies across the globe to embrace their discomforts and deliver BOLD sales results. Stephen R. Covey.

3 Tips for Nurturing Prospects in Inside Sales

Sales Prospecting Perspectives

Some companies may not even touch those 20 leads. Sales Prospecting Perspectives is pleased to bring you a post from Taylor Lacey, a Business Development Representative at AG Salesworks. What do you picture when you hear the word "nurture?". Many people may think of a plant "nurtured" to full health. In inside sales, potential customers can also be nurtured. Some Leads Aren’t Sales-Ready.

The Evolution of the Sales Role

Sales Prospecting Perspectives

Bar the anomaly that is the Girl Scout Cookie, the face of the company is no longer the salesperson. Companies are not only relying on brand loyalty, they are working with B2B partner companies that specialize in helping businesses gain more customers and manage online presences. In the age of the tweeting refrigerator , salespeople are transitioning.

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3 Traits to Inspect in a New Hire Interview for Inside Sales Success

Sales Prospecting Perspectives

Here are 3 traits we look for in an inside sales interview and 3 questions to ask when assessing if a candidates personality is a good fit for your company. 1. As the end of summer draws near, hiring season looms upon us inside sales professionals. At AG Salesworks, weve seen many potential inside sales reps walk through our door for interviews in the past few weeks.

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

Sales Prospecting Perspectives

Are they curious about other sales reps in the company, and what makes the most successful ones productive? 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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6 Email Prospecting Tools Every Inside Sales Rep Should Be Using

Sales Prospecting Perspectives

It’s no surprise that email takes up 28% of the average workers’ time, according to McKinsey & Company. The company was born out of the frustration of inside sales reps having to switching between the email inbox and the CRM. According to SiriusDecisions, companies managing data quality experience a 66% revenue increase. Streak - A CRM in Your Inbox. Read her articles here.

5 Ways to Boost Inside Sales Training Reinforcement

Sales Prospecting Perspectives

Companies that carry out post-training reinforcement see 20% more salespeople achieve sales quotas. The mock calling scenario mirrors the process of navigating a company’s architecture and qualifying the correct prospect. It’s a process that has to be perfected during, before, and after that event. The following is a redactment from our new guide. Training has to be fluid.

Timeliness Matters: 3 Ways to Stay Ahead in Sales

Sales Prospecting Perspectives

In fact, when companies reached out to prospects within an hour, they were seven times more like to qualify the lead. Many companies have SLAs in place ensuring that sales engages with marketing-generated leads in a certain timeframe along with defining different stages and processes. Companies are emitting various signals day in and day out. One hour. Make It Relevant.

5 Most Frequently Asked Questions About Outsourcing Inside Sales

Sales Prospecting Perspectives

It is exciting to speak with executives at companies who are in the beginning stages of creating an inside sales team themselves or are entertaining the idea of outsourcing. Choosing to outsource the function is often the result of these conversations, usually because these companies haven’t quite mastered best practices yet and need support. How do I know where to buy my list from?

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. Get personal : Try adding your prospect’s name to the subject line; for many companies, this works very well. It’s surprising how often companies make this mistake. Which ones make you click?

4 Big Questions to Ask When Outsourcing Inside Sales Teleprospecting

Sales Prospecting Perspectives

While cost of service is a very important factor when considering an inside sales teleprospecting partner, there are numerous other questions to ask to determine whether the company you''re researching is well-run, successful, and most important, trustworthy. In a discovery call about that company, ask these 4 questions to get a real feel for the way they conduct their business.