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

How to Use Social Selling for Pre-Call Research in B2B Inside Sales

Sales Prospecting Perspectives

There are many definitions, such as using social media outlets like Facebook, Twitter, Pinterest, etc., to spread the word about products and services to potential customers and clients. What is B2B social selling? In fact, it’s something you’ve probably done in the past without realizing it. To me, social selling for B2B inside sales is using your resources to your advantage.

The Best Sales Prospecting Qualification Questions to Ask

Sales Prospecting Perspectives

One of my favorite aspects of my role as Director of Customer Success is working with organizations just like yours. When it comes to your sales scripts, you may be scratching your head, wondering what questions you should be asking potential customers on the first call. Laney Dowling is the Director of Customer Success at AG Salesworks. The answer to these questions is No.

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

Sales Prospecting Perspectives

What transforms someone from a cynical prospect into a customer? 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). What factors contribute to commitment? Read the full article here.

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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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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.

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. 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. How to Write an Effective Sales Prospecting Email.

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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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.

The Rise of the Customer Marketer

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

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.

5 Benefits Every B2B Data Provider Should Have

Sales Prospecting Perspectives

What is their customer service like? could tell you horror stories about bad customer service. Outside of the obvious rule to talk to current customers, I recommend exploring the accuracy, age, ability to append data and delivery time when evaluating vendors. Laney Dowling is the Director of Customer Success at AG Salesworks. They make my days easier in so many ways.

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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.

B2B Loyalty, The B2C Way

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

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.

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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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.

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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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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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.

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?

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.

Top 7 Reasons Why Inside Sales Reps Fail

Sales Prospecting Perspectives

First call demos and presentations: Rather than spending time conversing with their customer and understanding their true needs and beliefs, these people present vanilla, canned demos that, at best, might be somewhat tailored to their prospect. Let’s just get this out of the way first and foremost: You don’t really need a college degree to get into sales.

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.

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!

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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Marketing and Selling: Two Sides of the Same Coin

Sales Prospecting Perspectives

Peter Drucker, business genius, once said, “The aim of marketing is to know and understand the customer so well the product or service fits him and sells itself.” Obviously, it’s important for marketing to have a cohesive and compelling strategy that helps move the customer through the sales funnel until they are ready to engage with an inside sales rep on a more formal basis.

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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.