Sales Prospecting Perspectives

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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.

4 Steps to Content Curation for Inside Sales Reps

Sales Prospecting Perspectives

If your buyers aren’t on Facebook, then don’t bother sharing your content there. Sales Prospecting Perspectives is pleased to bring you a guest post from Dave Howe , Principal at Sales for Life. As social sellers, it is imperative that we constantly share valuable information and insights with our networks. This is essentially what separates us from the rest of the sales community.

What Did I Learn About Social Selling to Prepare for 2014?

Sales Prospecting Perspectives

They use Facebook at home, but haven''t correlated using LinkedIn as anything more than a resume. Sales Prospecting Perspectives is pleased to bring you a guest post from Jamie Shanks, Social Selling Expert at Sales for Life. We are about to close out an incredible year. As a sales professional, you can’t deny the changes. Sales reps don’t find Social Selling instinctive.

Why Traditional Lead Qualification Filters Are No Longer Enough

Sales Prospecting Perspectives

We have digital identities whether we want to or not; choosing not to have a Facebook profile says something about us. You can learn a lot more about a company from its Facebook page than you can from its physical address, and an executive’s LinkedIn profile will reveal significantly more information about that executive than his or her email address and phone number will.

B2B Marketing Trends for 2016

little data to having too much, leading to the rise of reporting "vanity metrics" such as Facebook "Likes". B2B Marketing. processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. through their own research, without talking to sales—until late in the journey. know which half." Everything is now measurable.

Sales Prospecting Perspectives Weekly Recap - Week of February 28, 2014

Sales Prospecting Perspectives

Facebook, Google +, and Twitter are just a few of them. Happy Friday, Sales Prospecting Perspectives readers! This week was a busy one for us. As it was the last week of February, our inside sales reps strived to meet their month''s goals while continuously increasing their pipelines. In the marketing world, we worked hard to produce a new eBook. Let us know what you think!

LinkedIn and Salesloft: Your Ultimate Tools for Sales Prospecting

Sales Prospecting Perspectives

Syncing: You will not find very many applications that integrate well with LinkedIn compared to the copious amounts that are solely created to sync with other social media platforms like Facebook, Twitter, Instagram, etc. This is a sales blog, so if you are reading this, you’re most likely already a Linkedin pro. Here are some of the tools and tricks I use when I prospect through Linkedin.

Ashton “Chris” Kutcher and His Advice for Inside Sales Reps

Sales Prospecting Perspectives

So, I’m at home the other night and perusing Facebook, and I see a few people that I’m connected with posting videos about Ashton Kutcher and this great speech that he gave at the Nickelodeon Kid’s Choice Awards. Sales Prospecting Perspectives is pleased to bring you a guest post from Chris Snell, Inside Sales Manager at Care.com. Wow – I can’t believe I just typed those title words.

Sales Prospecting Perspectives Weekly Recap - Week of February 14, 2014

Sales Prospecting Perspectives

Wednesday: On Wednesday, guest blogger Anum Hussain from HubSpot wrote Why the Nitty Gritty Posting Mechanisms of Facebook Matter. B2B companies, this does apply to you, as Facebook can be a great source for lead generation. Anum offers three tips for making the most out of your B2B Facebook page in this guest blog post. Is it OK to cold call prospects on their mobile phone ?

B2B Marketing Trends for 2016

little data to having too much, leading to the rise of reporting "vanity metrics" such as Facebook "Likes". B2B Marketing. processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. through their own research, without talking to sales—until late in the journey. know which half." Everything is now measurable.

Sometimes Marketing with Technology Isn't Always the Answer

Sales Prospecting Perspectives

Most people use technology as a means of communication, using Facebook, Twitter, Instagram, email, text messaging, FaceTime, you name it. I don''t know about you, but I know my life revolves around technology: my laptops, my iPhone, my iPad, my GPS. could sit here for an hour and type about how much I rely on technology, but you get the point. We all rely on technology for communication because it''s so convenient. While there I met a handful of great new contacts and when I wasn''t networking, my head was buried in my iPad jotting down notes and ideas.

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Why Should a B2B Sales Company Have a Facebook Page?

Sales Prospecting Perspectives

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. In addition to searching within a general search engine, most younger generations now search for companies on - that''s right - Facebook. On Facebook, you can! Newsflash: it doesn''t have to be that way! Show it!

Why The Nitty Gritty Posting Mechanisms of Facebook Matter

Sales Prospecting Perspectives

When I see a post on Facebook with an incredibly long, UTM riddled link. The fact that you’re even using Facebook is a blessing. But if you just invested a mere extra two minutes per update to optimize that post for success, over time you’ll see your Facebook metrics improve. Each day, 1,500 possible stories are filtered through an average Facebook user’s News Feed.

Marketing and Selling: Two Sides of the Same Coin

Sales Prospecting Perspectives

They research a company’s website; they read product and service reviews, and they follow the companies they are considering on Facebook or other sites. Sales Prospecting Perspectives is pleased to bring you a guest post from Jonathan Catley , Online Sales & Marketing Manager at MD Connect. How can such opposite viewpoints exist in the same universe?

3 Sales Tools That Are Changing the Way Salespeople Do Business

Sales Prospecting Perspectives

Prior to DocSend, Russ was a Product Manager at Facebook, where he arrived via the acquisition of his startup Pursuit.com. Sales Prospecting Perspectives is pleased to bring you a guest post from Russ Heddleston , CEO of DocSend. Aside from these personal qualities, until the advent of Salesforce in 1999, the only external tools a salesperson needed were a Rolodex and a phone. Social Media.

B2B Marketing Trends for 2016

little data to having too much, leading to the rise of reporting "vanity metrics" such as Facebook "Likes". B2B Marketing. processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. through their own research, without talking to sales—until late in the journey. know which half." Everything is now measurable.

Sales Prospecting Perspectives Weekly Recap - Week of October 4, 2013

Sales Prospecting Perspectives

Follow us on Tumblr , Instagram , Pinterest , Facebook , StumbleUpon and Youtube. Happy Friday Sales Prospecting Perspectives readers! It’s been a busy week on the blog: we’ve been guest posting at several other blogs and a few of our BDRs have expressed interest in blogging for us. We’ve also started our social media team, here, allowing several BDRs the flexibility to expand their contribution to the team beyond their job description. You’ll be seeing a variety of updates about sales prospecting, our company culture, and more! In these situations, data will save you.

How Strong Company Cultures Increase Productivity, Passion and Profit

Sales Prospecting Perspectives

Comment below or find us on Twitter or Facebook and leave a short review Ask not what you can do for your company. Ask what your company can do for you. In the past few years, discussions of company culture have multiplied across start-ups in Silicon Valley, trusted businesses in Boston, and several other areas around the world. Some people think company culture can be confused with perks in the office , creating confusion and toxicity in the workplace. Some people think cultures can’t be created , that they’re a product of how leaders inspire their customers and employees.

10 to Zen: An Adaptation to Inside Sales

Sales Prospecting Perspectives

The other day I found myself looking at a list pinned to the corkboard up on my office wall that read "10 to Zen." It was a list of several steps one can take to achieve total zen, and it was recently circulated from the Buddha Heart Facebook page. Some folks would describe me as a bit of a hippy in my office. I''m fairly laid back and try to remain as even-keeled as possible.

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Five Hootsuite Features And Their Benefits

Sales Prospecting Perspectives

If you have a Facebook, Linkedin, Google+ page, and Twitter account, no problem, it can auto schedule on all these social media outlets. Recently I had written a post about the five marketing tools I am most thankful for and I included Hootsuite as one of my five. Since, I have received multiple questions asking how I use Hootsuite and what some of my best practices are, I figured it might be easiest to respond with a quick blog post. I am logged into our Hootsuite Pro account every day, all day long, and I also utilize the application for my Droid smartphone.

Sales Prospecting Perspective Weekly Recap – Week of May 28, 2013

Sales Prospecting Perspectives

On Thursday, Business Development Rep Colleen MacNeil wrote about her business social media pet peeves spanning from platforms like Twitter and Facebook to LinkedIn and Instagram. Yesterday, it was 86 degrees outside. I was glad to be inside an air-conditioned office, but I also sympathized with my coworkers, who were calling for someone with “fiber” to help them move all our cubes outside. Oh, the cube life. hope your business employees are doing well, and have been able to use their breaks to enjoy the much-coveted sunshine this week. Now, on to this week’s recap. But what is drive?

Your Social Selling Strategy: Go The Extra Mile

Sales Prospecting Perspectives

In B2C markets you may emphasize Facebook and Pinterest, while B2B markets may find LinkedIn and Twitter are where their potential customers exist. Recently, I was lucky enough to attend the AA-ISP Leadership Summit at the Palmer House in Chicago. It was a great event which was well attended by many great companies and thought leaders within the inside sales industry. The ability to find prospects who have a need, prospects who are raising their hand because they are already 70% of their way through the buying process and prospects who feel comfortable engaging with an inside sales rep.

Social Selling Tips For Insides Sales Reps From The Dunphy Family

Sales Prospecting Perspectives

You can find out what someone’s favorite bands or films are from their Facebook, see pictures of what they had for lunch on their Instagram, and learn where they work and what they do from their Linkedin profile. Today, you can learn a lot about a person without ever meeting them, simply by checking out their various social media accounts. If you looked me up on Twitter you would learn that I am a Business Development Rep at AG, I love social media, and I also love television, particularly sitcoms. I am not using the word love lightly here, I seriously LOVE sitcoms. Classic!

The Rules of Inbound Marketing Rewritten for Outbound Marketers

Sales Prospecting Perspectives

Perhaps theirs sales perform so well in the restaurant industry because restaurants are more likely to have social media presence, and all their best customers have Facebook pages. 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 + ! I cut my teeth in the B2B marketing world at a company that generates leads entirely through events and inbound marketing. thought. Create email seed lists.

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The Past And Future Of sCRM In Prospecting And Selling

Sales Prospecting Perspectives

Five years ago, few people thought social networks or social channels like Twitter and Facebook and LinkedIn should be on their business radar screens, and now “Social” is the business buzzword of the day. Sales Prospecting Perspective is pleased to bring you a guest post from Jon Ferrara, CEO of Nimble , a social CRM solution. People born at the turn of the 20th century saw a lot of change over their lifetimes. They went from horse to automobile, from oil lamps to electricity.saw the transformation of medical care, science, and society. Or your computer. Listen first. Be disciplined.

How To Ensure Sales And Marketing Work Together More Effectively

Sales Prospecting Perspectives

Find Business.com on Facebook Sales Prospecting Perspectives is pleased to bring you a guest post from Erica Bell , Marketing Management writer for business resource site Business.com. Conflicts – all offices have them and all employees will encounter at least one during their working days. Economics and cultural differences between sales and marketing departments can cause conflicts in the workplace that ultimately hinder your profits and the performance of your business. Don’t let your business become a victim to the clash of the department titans. Better Communication. It’s simple.

Businesses, Don't Become Social Media Pariahs!

Sales Prospecting Perspectives

love to browse photos of my friends, family and strangers on Instagram, I love to read pointless status updates on Facebook from people I haven’t seen since 2004, I love to scroll through movie stills, silly GIFs and quotes in clever typography on Tumblr, and I love to read jokes and random thoughts consisting of less than 140 characters on Twitter. Liking your own post on Facebook – One day, I was browsing Facebook, and I noticed my friend Kevin liked his own posts – his statuses, his posts on friends’ walls, his pictures. I love social media. Why is he doing this?

Sales Prospecting Perspectives Weekly Recap – Week of June 14, 2013

Sales Prospecting Perspectives

Find pictures and more about this event on our Facebook. This week was a busy one at AG Salesworks. During the first half of the week, our inside sales reps were passing leads like crazy. Their leads were so hot that a small electrical fire started in the office on Tuesday! No worries, though; we’re all safe, and there was just a bit of smoke in AG Central. After that, there was more excitement: The Summer AG Olympics. I’m happy to announce that Team USA won! This week we’re featuring two articles. The other two lists are “Prospects” and “Current and Past Customers.”

How To Build The Ultimate Lead Generation Machine

Sales Prospecting Perspectives

Some of the highlights from yesterday's webinar: Scott Miller introduced many of the attendees to Social123, a social lead generation company, and the power of leveraging social intelligence from Facebook, Twitter and Linkedin to fill the top of your funnel. Yesterday we had the privilege of presenting with a few experts in the field of lead generation on how to build the ultimate lead generation machine. Our COO, Pete Gracey, was joined by Jamie Shanks, Scott Miller and Mike Puglia. For those who were unable to attend, you missed some great insights from the above mentioned experts.

10 Ways To Create The Ideal Environment For Your Teleprospecting Team

Sales Prospecting Perspectives

Create team videos and put them on your company’s Facebook page. Whether the current trend is zombies , the Harlem Shake (glad we didn’t go there!), or a topic based on a specific holiday , gather your team and create a fun video to post on Facebook and/or youtube. In the industry, we talk a lot about how to create the best environment for teleprospecting teams, from a day to day perspective, that will increase employee productivity. Below are 10 ways that have worked for our organization in creating just the right amount of energy to help increase performance. Low cubical walls.

Online Personal Branding Opportunities Within Your Professional Organizations

Sales Prospecting Perspectives

Most importantly, the bio should include links to each and every social media profile you have (your LinkedIn, Twitter, Facebook, etc,) as well as your personal professional blog or website if you have one. Sales Prospecting Perspectives is pleased to bring you a guest post from Ryan Corey , founder and COO of Sales Rep Marketing which provides online marketing and personal branding services for sales professionals. Many sales professionals belong to at least one professional organization or networking group, many belong to several. This approach will benefit your online personal brand.

7 Tips For Social Media Optimization

Sales Prospecting Perspectives

Jobvite and Bullhorn are two of the bigger ones that I seem to run across routinely on Linkedin, Twitter, and Facebook. Facebook seems to be a staple, but Pinterest and Twitter are gaining in popularity quickly. Example: Facebook may be used for showing company culture while Twitter is used for sharing company content. Social Media Optimization (SMO) refers to using social media outlets to increase awareness about your brand/product and increase web traffic. So what can you do to make sure your website and social media strategies are having the best impact on your business?

5 Tips For Inside Sales Reps To Boost Your Number Of Leads

Sales Prospecting Perspectives

For B2B prospecting you may want to avoid Facebook and Pinterest, these sites are more beneficial for a B2C environment, but get to know and get engaged on Linkedin and Twitter. With the major holiday months upon us, this can be a difficult time for inside sales professionals. Most organizations will withhold any new projects until the New Year and discovering current opportunities that fit your solution can be as difficult as fighting for that special sales item on Black Friday. Create Twitter lists of your competition, customers and prospects to easily monitor what they are saying.

Tips For An Effective Content Marketing Strategy

Sales Prospecting Perspectives

But don’t think that just because you developed a Twitter handle or Facebook page that you have the right to only broadcast your blog content. Most marketers are now familiar with the various forms of content that can be used during the buying process: video, case studies, ebooks, guides, checklists, blog posts, white papers, webinars, press releases, etc…(I think that covers most of them). With all of these options, it can be difficult to determine what will work best for your audience when developing your content strategy? Why try and re-invent the wheel if you don’t have to?

Sales Prospecting Perspective Weekly Recap - Week of February 18, 2013

Sales Prospecting Perspectives

In our webinar How To Build The Ultimate Lead Generation Machine we discussed how you can use social intelligence from Facebook, LinkedIn and Twitter to start filling the top of your funnel with potential prospects using Social123. Before we head home to pick up our shovels again, we had to get in our recap of this week's blogs. But first I need to share with you an interesting article I found this week that discussed some statistics on Social Media in 2013. Econsultancy recently released some of the results to their 2013 Marketing Budget Survey conducted in accordance with Responsys.

5 Keys Ways The Smartest CEOs Use Outside Contractors

Sales Prospecting Perspectives

presence on Facebook, Twitter, and Pinterest can be capably managed without a social media manager or outside help, right? 83% of Twitter followers and 71% of Facebook fans expect a response to social media customer service queries within 24 hours. Sales Prospecting Perspectives is pleased to bring you a guest post from Helen Nesterenko, founder of Writtent.com. One of the biggest reasons that companies fail is that entrepreneurs don’t ask for help. This concept is so well-known, it inspired the best-selling book The E-Myth. Content Creation. Social Media. Closed Loop Analysis.

Sales Prospecting Perspective Weekly Recap - Week of March 25, 2013

Sales Prospecting Perspectives

Five years ago businesses didn't understand or recognize the value of social channels like Facebook, Twitter and LinkedIn. It's the final day of the month and the quarter; I'm sure there are a lot of elevated blood pressures today! Isn't it wonderful when these things fall on a Friday? Hopefully your sales pipeline is not the reason for the added stress and anxiety that comes with the last day of a quarter. One way to feed the pipeline is to start getting more social; integrating social selling practices in with your sales process. Now, on to this week's recap. Monday, March 25, 2013.

Businesses, Don't Become a Social Media Pariah!

Sales Prospecting Perspectives

love to browse photos of my friends, family and strangers on Instagram, I love to read pointless status updates on Facebook from people I haven’t seen since 2004, I love to scroll through movie stills, silly GIFs and quotes in clever typography on Tumblr, and I love to read jokes and random thoughts consisting of less than 140 characters on Twitter. Liking your own post on Facebook – One day, I was browsing Facebook, and I noticed my friend Kevin liked his own posts – his statuses, his posts on friends’ walls, his pictures. I love social media. Why is he doing this?

7 Habits Of Highly Effective (And Successful) Teleprospectors

Sales Prospecting Perspectives

Jigsaw, LinkedIn, Facebook, Hoovers, Twitter etc. 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. The contacts are an entry point into the bigger picture – the company. Be resourceful.

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Sales Prospecting Perspectives Weekly Recap - Week of January 31, 2014

Sales Prospecting Perspectives

Thursday: Finally, on Thursday, Megan wrote an article about B2B companies using a specific social media site: Why should a B2B Sales Company Have a Facebook Page? B2C doesn''t have to own Facebook; B2B can be successful in this realm, too. Facebook is also a great platform for engaging with and listening to customers and prospects. Was the new year all you thought it would be?