Sales Prospecting Perspectives

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[Infographic] The Outsourced Inside Sales Teleprospecting Process

Sales Prospecting Perspectives

Expectations and differentiators for a successful teleprospecting partner. 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. Related Posts.

12 Tips for Building and Managing a Bigger Sales Pipeline

Sales Prospecting Perspectives

Differentiate from competitors: As you build value and communicate with prospects all along the sales pipeline, also build differentiation and preference for you and your products/services. Differentiation and preference will lead to action and decision in your favor. Why do you need a pipeline in the first place? for you. Let your pipeline manage the rest of the work for you.

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

Sales Prospecting Perspectives

You have to be able to deliver the value prop and differentiation in 30 seconds. 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. Whenever we think of sales and marketing efficiency, we typically focus on what we can do internally. Instant gratification. She didn’t even blink.

How to Organize Your CRM for Inside Sales Success

Sales Prospecting Perspectives

If you have multiple clients to juggle, be sure you are able to differentiate your open tasks by having their name somewhere in the title. 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 One of my responsibilities is to do the training sessions about for new hires at AG.

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Your Teleprospecting Question Workbench

Sales Prospecting Perspectives

Great questioning skills and the ability to interpret the answers you hear is one of the core differentiators that top sales guides possess over others. Sales Prospecting Perspectives is pleased to bring you a guest post from John Jantsch , a marketing consultant, speaker, and the acclaimed author of several bestselling books. Many times they don’t know how to be specific.

Why Modern Marketers Fail at Big Data

Sales Prospecting Perspectives

Groupon had gauged success solely on sales; they didn’t take market differentiators into account when expanding. (and how to stop failure from happening). Sales Prospecting Perspectives is pleased to bring you a guest post from Lisa Fugere, Content Marketing Strategist at Radius Intelligence a company that offers sales prospecting software powered by big data. You can find her on Google + ! Radius offers a marketing platform built on top of a database that sorts through billions of data about U.S. businesses each day. Duck Dynasty. These are Duck Dynasty’s best customers. Esurance.

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The 2014 Priority List for Marketers

Sales Prospecting Perspectives

Killer content is the key to differentiating yourself amongst a sea of competitors. Sales Prospecting Perspectives is pleased to bring you a post from Tamara Graves , Senior Director of Demand Generation at NetProspex. The holidays have passed and marketers are focusing on what will make them more effective and successful in 2014. What else could a marketer ask for?

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A Simple Teleprospecting Pitch Can Be Easier Than You Think

Sales Prospecting Perspectives

Working with some of the brightest sales and marketing minds out there has helped to provide us fresh perspective on how to differentiate your product from the masses. The consistent challenge we see is being able to present those differentiators in a short 15 seconds window. A nice benefit of working with a wide range of clients over the years has been the exposure we''ve had to the unique approaches in presenting a service or technology. It''s understandable since everyone we work with happens to be passionate about their offering so they assume everyone wants to listen.

When Does It Make Sense to Role Play with New Inside Sales Reps?

Sales Prospecting Perspectives

We expect them describe what the firm does, how they differentiate from others, and then close on the meeting. I''ll admit it: I never liked role plays. wouldn''t say that I''m necessarily in the minority here. Remembering back to my first few sales jobs, role plays were inevitably part of the training and were what I always dreaded the most. Don''t get me wrong: I saw the value in going through the exercise, but I never felt that I put my best foot forward. How can you when you haven''t fully absorbed the service/technology you were tasked with calling on? You can''t teach confidence.

4 Ways Outsourced Lead Generation is Similar to Parenting

Sales Prospecting Perspectives

The reason I differentiate between them is that those who don’t have children tend to think they are the best parents in the world, and some insist on telling you how to raise your kids. I have always been a firm believer that there are two types of people in this world: those who have children and those who don’t. Now, a bit about me: I am a father of three with a boy and two girls.

Sales Prospecting Perspectives Weekly Recap - Week of January 10, 2014

Sales Prospecting Perspectives

His advice - add value and educate, differentiate from competitors, make it easy for prospects to move forward and more - is especially relevant as companies look to expand their pipeline in Q1. Happy Friday, Sales Prospecting Perspectives readers! We''ve had a busy week, with clients arriving and inside sales reps ramping up for a successful Q1. Without further ado, here are our favorite articles from the sales and marketing world this week! At AG Salesworks, we often hold contests for inside sales reps. This post from Level Eleven gives advice about sales contest timing.

The Anatomy Of A Sales Discovery Call

Sales Prospecting Perspectives

In order to really differentiate yourself from the competition, you need to know what they are offering. Last week I wrote about the need for sales executives to go into their meetings with a plan of attack. wrote out a quick anatomy of a sales call, but it was very vague. Realistically, each meeting you have has a different desired outcome depending on what stage of the sales process you are at. It is with that in mind that I decided to write out what I think is the anatomy of several key sales’ stages. Step one of course, the discovery meeting. You could meet up for sushi (good!)

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7 Habits Of Highly Effective (And Successful) Teleprospectors

Sales Prospecting Perspectives

Successful sales reps have a way of differentiating themselves from the average person. A colleague of mine recently discussed the 7 bad habits inside sales people practice. So in this edition, we’ll flip the coin and take a look into the actions and habits that make Business Development Reps successful. Prospect companies and accounts, not people. Successful sales reps will get a fresh list and immediately sort it by Company/Account in their CRM. They don’t call down a list of people and go from one on to the next mindlessly. What is making them consider spending money to fix it?

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Inside Sales Teams: Don’t Let Your Reps Turn into Droids

Sales Prospecting Perspectives

What typically happens when an inside sales rep first gets hired is that the kitchen sink gets thrown their way during training – technical functionalities, competitive differentiators, key benefits, etc. - and it’s often left up to the individual sales rep once they’re on their own to grasp how much he or she really needs to know in order to qualify an MQL or SQL. Too often business development reps do themselves a disservice by masking their personalities, and consequently becoming someone who sounds boring or disinterested. This is when they become droids!

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#ProspectingChat: Experiences Outsourcing Inside Sales Functions

Sales Prospecting Perspectives

We''ll ask participants to "role-play" as a new tech company and consider the various differentiators that play into the decision to insource, outsource, or create a hybrid of the two for your company''s inside sales functions. It''s time for another #ProspectingChat over at AG Saleswork''s Twitter account. Each chat lasts 1 hour long. Here are today’s questions. What are your experiences?

Is Your Marketing Content Leaving Footprints In The Sand?

Sales Prospecting Perspectives

What can you do to differentiate yourself and get more views for your content? You just created the best blog, case study, or ebook ever and want people to know it. So how do you get your information out into the industry? Instant access to information has never been easier thanks to the internet and social networking sites, so how do you get your content out to the public to be surfed on the world wide web? Here are a few things you can do to help get your content more publicity and out into the social world. Do a key word search on blog syndication and insert your industry.

Are There Too Many Cooks In Your Sales Kitchen?

Sales Prospecting Perspectives

well balanced teleprospecting campaign will often yield opportunities with prospects that are early in the evaluation process, allowing you to be the first company at the table, while also reaching organizations that are slightly further along in the process, but might not have been aware of your offering and how it differentiates from others. “Too many cooks in the kitchen” is a metaphor used often in sales. Just as if 6 people were trying to season the same meal, similar chaos can exist on client calls and in a marketing database. Who is setting the table?

Should You Be Teleprospecting In The “Off Season”?

Sales Prospecting Perspectives

” On the other hand, when I’m getting someone in their buying season, they are likely starting off talking to 10 other companies and I find myself fighting for air time just to differentiate myself. Short Answer: Yes Longer Answer: I talk to a lot of people that don’t “waste” their money running teleprospecting programs because their prospects aren’t buying until (insert absurdly small timeframe here). This is an extremely risky move. Can you imagine how many calls your decision makers get during the few months that constitute their buying season?

Hunger Games and Sales - How to Make the Odds Ever in Your Favor

Sales Prospecting Perspectives

In inside sales, a quality list or training and direction from your mentor can be the differential in whether or not you make bonus. In the hungry and cut throat world of sales, you have to be smart about how you play the game. The keys to success are the tools and support you must employ to find your opportunities. Like the rest of America, I recently read the Hunger Games Trilogy. &rdquo

Effective Email Strategies: It’s all about the Subject Line

Sales Prospecting Perspectives

In thinking about the thousands of listeners that were reaching out to the host via email and phone, this rep knew she really needed to differentiate herself in such a way that would get his attention. This week, I’ve decided to discuss an interesting scenario that a business development rep on my team stumbled across last week. So what did she do? Please Reply.

Inside Sales Reps: Don't Take "No Budget" For An Answer.

Sales Prospecting Perspectives

If someone tells you they are all set be cause they are using "xyz" most likely have ways to combat that by describing what differentiates your product. Aside from "using a competitor.", the "no budget" response is one of the topobjections that I had to deal with in my cold calling days. It's also one of the toughest to overcome. The answer: you keep asking questions. click*.)

Teleprospecting: Coming To A Theatre Near You

Sales Prospecting Perspectives

Highlight the differentiators, set yourself apart, and give them a reason to want more. Sales Prospecting Perspectives is pleased to bring you a guest post from one of our BDR's, Katherine Dantis. This week, I saw the newly popular comedy Ted. As ridiculous as the concept of a talking teddy bear sounds, there was something about it that just lured me in. Perhaps it was the comedic dialogue, the starring roles of Marky Mark and Mila Kunis, or the strange concept itself, but whatever it was, I thought it was worth my time and money. suppose that is what previews are meant to do.

5 Ways To Maintain Your Clients

Sales Prospecting Perspectives

If you don’t make any changes year after year, you will keep delivering the same results, and in a competitive market, you need to do whatever it takes to differentiate yourself from the competition. I was chatting with a Sales Director at our company this morning who asked an interesting question: How do you explain the increase in our client retention rates recently? While some factors are out of our control, there are many steps we should take in order to retain clients as long as possible. Pinpoint the issues early on in the engagement and don’t avoid them.

Inside Sales Reps: How Is Your Relationship With Your Sales Team?

Sales Prospecting Perspectives

Throughout my conversation with this prospect, it struck me that one of the biggest differentiators we have from our competitors are the relationships we have developed, not only with our clients marketing teams but with their sales reps as well. Sales Prospecting Perspectives in pleased to bring you another guest post from one of our newer BDRs, Kim Staib. Our Corporate Development and Sales team do a fantastic job of finding and signing new clients for AG. Being a Business Development Rep at AG is more than just making dials and passing leads.

Suggestions For Changing Habits Of An Ineffective Sales Employee

Sales Prospecting Perspectives

” Whatever alternative scenario you can dig up will help differentiate yourself from the “rest” and help stop your prospects from acting like they’re too busy for you to be heard. I really enjoyed Don Perkins recent blog post called: " The 12 Habits of Highly Ineffective Sales People " and I thought it was well worth discussing in my post today. So for example, it may hit home with your prospect if you customize your comment to reflect your surprising sense of knowledge of THEIR business. How does that impact your operation?”

5 Productivity Killers For Your Cold Calling Team

Sales Prospecting Perspectives

Most people my team speaks to all day want have some collateral to review that gives them a good sense of the product/service and differentiators before they commit to an hour demo with a sales rep. Another core requirement should be a few compelling differentiators to share that set you apart from the competition. From what I’ve seen over the years making cold calls, it can be customary to place blame on your inside sales folks when they’re having difficulty uncovering solid leads. It shouldn’t take much longer than that.

Know Less About The Product & You’ll Pass More Leads (I Swear It Works)

Sales Prospecting Perspectives

You need to teach your reps the elevator pitch (based on value not features), top objections, key differentiators, industry terms and most importantly how to navigate through a company and get to the right person. I talk to a lot of marketing/sales executives that have no idea why their inside team’s lead numbers are down. The call number is in between 80-90 per day, they are having conversations, they know the product inside and out and they are hungry for leads, so what could be the issue? The first is something I see in about 90% of the companies I talk to. Thank you so much!

Don't Take "No Budget" For An Answer.

Sales Prospecting Perspectives

If someone tells you they are all set because they are using "xyz" most likely have ways to combat that by describing what differentiates your product. Aside from "using a competitor.", the "no budget" response is one of the topobjections that I had to deal with in my cold calling days. It's also one of the toughest to overcome. However, when it comes to no do you help them justify purchasing something when they claim the funds don't exist? The answer: you keep asking questions. If you just end the call as soon as they say no budget, you'd never find out. click*.)

How Does Your Inside Sales Team Define A Lead?

Sales Prospecting Perspectives

This is where we differentiate ourselves from appointment setting firms, when defining a lead. At AG we are always talking about what defines a lead. “Was that conversation a lead?”, ”, “When will it be a lead?” ” and “What does it need, to be considered a lead?” ” Part of managing a team of BDRs and clients is staying true to what we define a lead as, and how that is delivered. Some would argue, why not set up follow up appointments for all conversations? They are leads, aren’t they? Dead end conversation. No shows.

3 Tactics To Avoid While Cold Calling

Sales Prospecting Perspectives

This went on for a solid 5 minutes and covered integration into current systems, implementation, differentiators and even references. I hate being cold called, which is somewhat ironic seeing as though I work for a company that specializes in cold calling. Actually, let me rephrase, I hate being poorly cold called. Because I have been exposed to what good cold calling sounds like, I consider myself a master on identifying good and bad cold calls. wish I were a master of rock and roll, throwing a 12-6 curveball or quantum physics, but I’m playing the cards I was dealt.

Making Your Sales Messaging Less About You And More About Them

Sales Prospecting Perspectives

The reason for my call is to give you an introduction to our services and how we differentiate ourselves in the marketplace. Last week my blog focused on making sure your messaging spoke specifically to your prospect's pain. Based on a couple of the responses I received back, I wanted to provide some specific examples of what my team has found to be useful in getting their attention. First and foremost, avoid the features and benefits discussion right out the gates. Do a few moments to discuss this? Is any of this an area of concern for you organization? How are you today?

Does your inside sales team have the tools to succeed?

Sales Prospecting Perspectives

Competitors/Differentiators – The number one reason that a company is not interested in your solution is because they are using something or someone else. It is extremely important to have as much information on your competitors as there is on your solution and what differentiates you in the market. So, you have set your next years goals. You know what revenue numbers you need to hit and you have established the campaigns and marketing events that are going to get you there. Now you need to execute and follow up on your leads. Is your website up to date? case studies).

Is Your Sales Prospect A Great Fit For You?

Sales Prospecting Perspectives

Like you can find it under the hood of a car somewhere near the right front differential axel. As a sales person, I want to close everything. The CEO a couple of doors down wants steady growth through long term clients and not a revolving door of in and out projects. We have a philosophy that we would rather have 1 long term client than 10 short ones. It is with this in mind that we run a “Prospect Diagnostics” meeting. Sounds pretty fancy huh? ” Does the prospect have a need that warrants the use of YOUR product/service? Is This a Hospitable Place to Land? Guess what?

5 Questions To Ask Before Sending Out That Sales Proposal

Sales Prospecting Perspectives

If anything it can be a major trust builder and a differentiator between you and the 5 other sales execs that put proposals out after one meeting. Sometimes sales reps act like used car salesmen. “What’s it gonna take to get you into this storage solution?” ” “Look at this encryption right here…it’s just beautiful and I’m willing to give it to you for half the price!” The first question you have to answer is whether or not the prospect buys not into your particular solution, but into the idea of using a solution at all.

Keep Your Teleprospecting Intro Simple and Effective

Sales Prospecting Perspectives

After going through the whole process of training on a new product with your value proposition, learning all the key benefit points, and differentiators, going back to the importance of keeping the message simple can be the most difficult part. I was reading an article by Michael Pedone , CEO of online sales training company, entitled Bad Phone Sales Script Advice. "Here at XYZ Comp, we offer a solution to automate your process by blah blah blah.". This opener is inevitably going to happen. I've done it, you've done it, all great sales reps have done it. What do you think

5 Key Steps to Improve Teleprospecting Results

Sales Prospecting Perspectives

They could offer a similar technology/service, or we could be calling into a similar industry, but at the end of the day there are always a few things that differentiate my clients from one another as we ramp up our teleprospecting efforts. I can point to many things that make my job here at AG one of the most challenging and enjoyable I've had in my career. Nothing will likely beat my summer down the Cape back in '92 & '93 as "Pool Boy Extraordinaire", but that's a story for another day. primary challenge I face daily, is that every campaign we run for our clients are unique.

Your experience and qualifications are not differentiators!


I recently started a discussion within different LinkedIn groups where I asked consultants , sales, and marketing leaders how they were differentiating themselves from others in their industry. One consultant mentioned that her differentiation was defined by her extensive experience and her successful professional achievements, which contributed to the development of a variety of sectors.

How Industrial Content Marketing Increases Awareness and Creates True Differentiation

Industrial Marketing Today

They are: Lack of awareness about them among engineers and industrial buyers Inability to differentiate themselves from the competition Given the fact that today’s industrial buyers prefer to do their own research and rely more on a […] The post How Industrial Content Marketing Increases Awareness and Creates True Differentiation by Achinta Mitra appeared first on Industrial Marketing Today.

Is differentiation in IT staffing actually possible?

Haley Marketing

As a marketer, I’ve been trained that the secret to marketing success is differentiation—. The differentiation challenge in IT Staffing. I won’t say that differentiation in IT staffing is impossible; it’s just harder than it is in other sectors of our industry. Here’s why: Most IT staffing companies are using the same differentiation.

Case study: Social media engagement as a point of differentiation

grow - Practical Marketing Solutions

Engagement as differentiation. The post Case study: Social media engagement as a point of differentiation appeared first on Schaefer Marketing Solutions: We Help Businesses {grow}. Engagement as differentiation. by Trevor Young, {grow} Community Member. It’s pretty crazy out here in the marketing world. think I have a case study for you that demonstrates this. Many (most?)