Sales Prospecting Perspectives

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

Sales Prospecting Perspectives

Teams that stay up to date and rolling with the new happenings in the sales industry tend to see both happier customers and happier salespeople from within. 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.

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How to Influence B2B Sales Prospects (Without Annoying Them)

Sales Prospecting Perspectives

That’s why, in sales, it’s best to let your customers speak for you, through case studies, online forums, etc. customer advocate can help garner praise for your product or service, and an excellent case study can drive excitement towards its implementation. 4. Highlight well-known customers, gain support from industry experts, and underline research and statistics. Reciprocity.

Everyone Can Do More With New B2B Technology

Sales Prospecting Perspectives

If you can answer yes to these questions, odds are good you’re making a smart choice that will help you land more business and foster deeper relationships with customers and prospects. Talking About My Generation And Yours. Even though we here at Engage are advanced technology users in our daily work, at times I still find it a little mystifying how younger generations are using technology.

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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. Customize these templates for your initiatives, and try them out today! Unfortunately, that presence isn’t always positive. The result? LinkedIn.

The B2B Marketer's Field Guide To Customer Engagement

Leverage customer engagement and advocacy to drive brand, demand and profitable growth

3 Important Sales Trends & Predictions for 2015

Sales Prospecting Perspectives

B2B sales and marketing leaders will need to decide whether they’re going to invest in content creation as a way to make noise or as a way to add value for customers. We get maximum leverage in our customer acquisition process when we use technology for what it’s good for, then pair that with humans doing emotion-based jobs, like interacting with qualified leads.

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3 Tips for Nurturing Prospects in Inside Sales

Sales Prospecting Perspectives

In inside sales, potential customers can also be nurtured. Many businesses focus on how they sell, but have no understanding of how their customers buy. You''re not in sales to sell, but to help the customer buy. It is a nice feeling to know that, from a customer’s point of view, you are perceived as an expert and a consultant. Some Leads Aren’t Sales-Ready.

6 Email Prospecting Tools Every Inside Sales Rep Should Be Using

Sales Prospecting Perspectives

This free Gmail app allows you to manage prospects through the entire sales cycle, as it keeps track of the status and details for each customer. Yesware - Email Tracking with Custom Templates. As an inside sales rep, your call plans most likely include effective email prospecting strategies. You’re giving out your email to everyone you talk to in case they want to contact you later.

The Evolution of the Sales Role

Sales Prospecting Perspectives

As a result, marketing analytics have taken the front seat in driving sales, opening up a whole new industry of firms offering to find niches for their customer’s product or service, to build and develop online content, and to manage existing consumer bases. In the age of the tweeting refrigerator , salespeople are transitioning. It became a matter of trust, of value, of helpfulness.

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B2B Marketing Trends for 2016

And they expect an optimized customer experience from end to end. Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. always make more content, their customers can't make any more time. will be forced to value "fit" over "reach" where they target the customers that fit. or current customer is. B2B Marketing.

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

Sales Prospecting Perspectives

Putting this knowledge into practice for our customers can be difficult. They’re sent from a real person , ideally through a customer relationship management (CRM) tool, and they’re customized based on the prospect’s needs and past behaviors. AG Salesworks is pleased to bring you a guest post from Janelle Johnson , Director of Demand Generation at Act-On Software.

Timeliness Matters: 3 Ways to Stay Ahead in Sales

Sales Prospecting Perspectives

In fact, James Oldroyd of Sungkyunkwan University in the above HBR article cites one of main reasons sales reps fail to engage prospects within a timely fashion: many sales teams are “focused on generating their own leads rather than reacting quickly to customer-driven signs of interest.” Back in 2011, the Harvard Business Review educated us on exactly what timely manner meant. One hour.

4 Big Questions to Ask When Outsourcing Inside Sales Teleprospecting

Sales Prospecting Perspectives

With customized reporting dashboards for their clients, your outsourced teleprospecting provider can suggest what metrics are best to focus on when measuring lead qualification progress and offer explanations as to why some metrics are better than others to track. What are the most crucial factors to look for in an outsourced teleprospecting team? Most people''s answer would be: cost.

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

Sales Prospecting Perspectives

Ann Handley ( @annhandley ) of MarketingProfs spoke about how marketers - and everyone in business, really - use writing to tell our customers who we are. Words are our ambassadors, so good writing is customer-centric, empathetic thinking. This helps make the customer the hero of your story; tell it from their point of view. It was an overwhelming experience, for sure.

4 Tips to Ensure Your Sales Prospecting Efforts are Fruitful in Fall

Sales Prospecting Perspectives

An influx of new customers goes hand in hand with that, and it’s always exciting to kick off new client engagements. Laney Dowling is the Director of Customer Success at AG Salesworks. I just wrapped up my first fall Sunday Funday. We watched the Pats, had some friends over, cooked some fall-inspired food, and may have had one or two pumpkin beers. Enthusiastic sales reps.

The Rise of the Customer Marketer

Explore the changes taking place in customer marketing from the perspective of customer marketers themselves

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

Sales Prospecting Perspectives

What’s the best way to handle the objection?” “How do I close the customers?”. In too much of the training on sales techniques, the customer is an abstraction, the object upon which we execute our techniques, bending to our will — at least if we execute the technique properly. Annually, billions are invested in sales skills training. Think about how we engage people as “civilians.”.

Time Management Tips for Cold Calling Inside Sales Reps

Sales Prospecting Perspectives

Leave the customized email writing for after your call session. 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. In my experience it has been rare to see someone swan dive into cold dials every day.

4 Reasons to Switch to an Inside Sales Model

Sales Prospecting Perspectives

They close high-ticket deals and build long-lasting customer relationships, all while racking up far fewer frequent-flyer miles. Several of our customers have cited that switching to an inside sales model has made it far easier to scale. Customers Actually Prefer an Inside Sales Model. But now, more and more companies are hiring remote reps, also known as inside sales.

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Top 4 Professional Skills Mastered When Working in B2B Inside Sales

Sales Prospecting Perspectives

Because they have the inside knowledge of what is working and what is not working for their client, they may suggest new messaging in hopes to provide actionable value to customers. 2. 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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B2B Loyalty, The B2C Way

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

Inside Sales & the Mobile Workforce: Tips for Managing Telecommuters

Sales Prospecting Perspectives

He is responsible for accelerating global customer and revenue growth and overseeing all new customer engagement and acquisition strategies. 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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Marketing and Sales Alignment or Integration?

Sales Prospecting Perspectives

While this agreement is important, I think we miss opportunities in aligning around how our customers buy. The buying and informational activities our customers undertake aren’t necessarily aligned with our marketing and sales funnels/workflow. It seems we do better by aligning our marketing and sales workflow around models of the customer buying process and workflow.

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Why This Cold Sales Email Template Works So Well

Sales Prospecting Perspectives

There''s also a short sentence in the second paragraph that highlights the inside sales rep''s company - and their customer service - with a short quote from a case study. If you''re in inside sales, customize this message and see if it works for your company. What if I told you the secret to getting cold prospects to always open and even act on your sales emails? EST sound?

12 Tips for Building and Managing a Bigger Sales Pipeline

Sales Prospecting Perspectives

Automate as much as you can: This means reminders for next steps, the next steps themselves (based on activity triggers), content templates you can quickly customize for individual prospects, etc. Custom communication is important, but if you understand your customer base, there’s plenty to templatize and automate to save you significant time and hassle as you execute. for you.

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B2B Marketing Trends for 2016

And they expect an optimized customer experience from end to end. Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. always make more content, their customers can't make any more time. will be forced to value "fit" over "reach" where they target the customers that fit. or current customer is. B2B Marketing.

Where do B2B and B2C Sales and Marketing Overlap? What Lessons Can We Learn?

Sales Prospecting Perspectives

Why should our prospects/leads/customers care about what we do? Amazon and Google are paving the way for delivering the right information for each customer’s search. In B2B Sales and Marketing, communicating the correct message can get you the appointment, can move free trials into conversions, and can turn current customers into repeat customers.

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30 Seconds or Less: 10 Best Practices for Delivering an Efficient Buying Experience

Sales Prospecting Perspectives

If you don’t believe me, then here''s Homayoun Hatami, co-leader of the Sales Growth practice at McKinsey: “Sophisticated customers are not interested in traditional sales models. Sales Prospecting Perspectives is pleased to bring you a guest post from Craig Rosenberg, the Funnelholic and a co-founder of Topo. Follow him on Google+ or Twitter. Instant gratification. She didn’t even blink.

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

Sales Prospecting Perspectives

His career has focused on delivering measurable results for his employers and clients in the way of greater sales, revenue growth, product success and customer loyalty. 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. We’re such an impatient lot. But you?

5 Sales Prospecting Tips to Combat the End-of-Quarter Blues

Sales Prospecting Perspectives

Once when I was selling software, we offered to split an invoice in two, charging the customer for the software in March and the maintenance in April. Because the payments were split, the order fit better into her quarterly budgets and the customer was able to make the deal right away. Can you think of a creative way to help your customers say yes right now? 2. Get scarce!

B2B Marketing Trends for 2016

And they expect an optimized customer experience from end to end. Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. always make more content, their customers can't make any more time. will be forced to value "fit" over "reach" where they target the customers that fit. or current customer is. B2B Marketing.

4 Quick Research Tips to Build a Warmer Pipeline for Teleprospecting

Sales Prospecting Perspectives

Find people on LinkedIn that used to work for your current customer base. If your company has a strong relationship with your customer, those decision makers can lead to quick repeat business when they go to a new company. 3. Look at what their customers post on community groups. Lots of companies will post a list of their customer base to promote new business.

How Marketing Can Collaborate with Sales to Create Engaging Content

Sales Prospecting Perspectives

How does an organization bring its sales and marketing teams together to create content that''s valuable to both teams as well as customers and prospects? That''s why you should involve your sales team in the conception and creation of content: they''re ideally positioned to tell you what customers want and need. But that''s much easier said than done. Let sales take the lead.

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Needs-Based Marketing for Executive Buyers Today

Sales Prospecting Perspectives

Whether you’re looking at Google’s ZMOT theory or some other evaluation of the change in the process, it’s clear that customers are doing more research and talking to sales people later and later in the process. 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.

How to Organize Your CRM for Inside Sales Success

Sales Prospecting Perspectives

You can add and subtract tabs by customizing them for your needs. I like to think that I have a few key tools in my prospecting toolbox. The most important one could very well be our CRM, which at AG is Salesforce.com. It allows prospecting to go smoothly and it allows inside sales reps to hit the phones and make touches on many companies and prospects every day. Update lead statuses.

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Why Traditional Lead Qualification Filters Are No Longer Enough

Sales Prospecting Perspectives

While using web and social filters to target and qualify prospects can drastically improve your market penetration, conversion rates, and overall efficiency, they also achieve a much simpler purpose: making the sales process a little less painful for salespeople and their customers. You can find her on Google + ! As a marketer, I live for juicy stories from the sales front lines.

The Sales Dance: Four Steps to a Better Presentation

Sales Prospecting Perspectives

Overly aggressive, intense, serious, bored, or annoyed salespeople bring all of those feelings to the sales presentation and they quickly spread to customers. Don’t take yourself so seriously. (A boatload of practicing will free you up to have fun…see how that works?!) If you are having fun doing your work, it will be good for you and even better for your customer. And some more.

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Sales & Marketing Alignment: 3 Ways to Close the Gap

Sales Prospecting Perspectives

Here are five of them: They both are focused on customers (prospective, new, and returning). Embrace each other’s approach to customer messaging … then choose the path that will deliver the best results. AG Salesworks is pleased to bring you a guest post from Janelle Johnson , Director of Demand Generation at Act-On Software. In some cases, that’s putting it mildly. Don’t cooperate.

The Impact of Technology on the Evolution of Sales

Sales Prospecting Perspectives

The first video of three, is of Laney Pilpel, the Director of Customer Success A few weeks ago I was putting together an email campaign to send out as a follow up to my client’s sales initiative, but I was having some difficulty setting up an integration tool on my computer. Within 5 minutes he had shown me how to set up everything perfectly!

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How to Develop a Comprehensive B2B Marketing Strategy

Sales Prospecting Perspectives

It is essential to communicate with and involve your sales team in your strategy development process; the members of the sales team are your primary customer and your success hinges on theirs, making it crucial to ensure marketing and sales are on the same page. Third party experts or customers as presenters. It''s time to dive into developing a comprehensive marketing strategy.