Sales Prospecting Perspectives

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5 B2B Sales Thought Leaders Share 2014 Trends and 2015 Predictions

Sales Prospecting Perspectives

Sales development emerged strongly this year as a vital piece of the revenue generating organization. The idea here is we are coming off years of giddiness around inbound marketing and digital demand generation. It’s January 6. Do you know what that means? It’s the second day of the first full week of 2015. Matt Bertuzzi. 2014 felt like the year of the sales tool. Kyle Porter.

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3 Steps to Stellar List Building

Sales Prospecting Perspectives

Improve demand generation response rates. The best list is the one nobody else has. Gathering valuable information enables you to build targeted niche lists, track emerging companies in specific markets, and segment larger sectors or lists. Good B2B list building affects all aspects of business, including the funnel and pipeline. Here are the key steps to keep in mind. 1. Who do you sell to?

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

Sales Prospecting Perspectives

Lastly, take notes, as they will come in handy when documenting calls and generating lead write-ups. 5. Sales Prospecting Perspectives is pleased to bring you a post from Gillian Sontz , Business Development Representative at AG Salesworks. In B2B inside sales, you will often have to call lists, both warm and cold. They''ve never heard of you before. Have a plan of action. Do your research.

The Evolution of the Sales Role

Sales Prospecting Perspectives

Ever since the concept of currency was introduced to the Roman Empire, entrepreneurs have been developing new sales methodologies in hopes to, in today’s terms, generate leads and keep conversions high. Generating sales was no longer a matter of catching someone off guard and convincing them that they could not live without your product.

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Why B2B Content Strategies Are Paramount for Generating Quality Leads

Generating demand and ensuring the consistent flow of high-quality, actionable leads is what makes B2B marketers successful

4 Big Questions to Ask When Outsourcing Inside Sales Teleprospecting

Sales Prospecting Perspectives

These questions and more are featured in our new guide, " Your Lead Generation Home Away From Home: How Outsourcing Teleprospecting and Inside Sales Functions Can Augment Your Tech Company''s Revenue.". 1. The decision to outsource part of your sales team - whether you''re revamping an insourced team or whether you don''t have on insourced team - can be a very tough one to make.

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

Sales Prospecting Perspectives

The below are crucial elements of a successful inside sales or lead generation effort from my perspective: Training. 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. This is my absolute favorite time of year. Put it on a shared platform like Google Drive or Dropbox.

How Empowerment Can Rejuvenate Your Inside Sales Organization

Sales Prospecting Perspectives

This generation has great, fresh new ideas. The age-old question that every sales manager asks themselves is, “How can I better motivate my reps?” We often talk about rewarding our reps with things like money, extra PTO, company outings, and culture to keep them engaged. It plays a very large role when it comes to motivating sales reps and it’s a great way to better your team as a whole.

Inside Sales & the Mobile Workforce: Tips for Managing Telecommuters

Sales Prospecting Perspectives

However, if your virtual team members are charged with the task of generating new sales, then you likely want to provide lead management software that includes: Logical branch scripting. And other features designed for lead generation and prospecting. Kevin’s career spans over 20 years leading sales teams that have generated over $1B in software sales. For Workers.

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B2B Marketing Trends for 2016

The first generation of digital natives expects to be able to complete most of their selection process. preference, lead generation) isn't new, just more intense. inbound lead generation with more targeted, proactive campaigns. ABM to become a standard part of any B2B marketer’s demand generation. CEO can understand, including revenue generation, client acquisition and.

How to Control a Quality Conversation in Inside Sales

Sales Prospecting Perspectives

In order to generate quality calls, you have to be able to connect with people live, and also know what questions to ask. When I was growing up, I was a non-stop talker. Some of my family and close friends might say I still don’t know when to stop talking. Well, most acquaintances would probably be a little alarmed about how energetic I can be and how much I can talk.

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

Sales Prospecting Perspectives

They want to see not only $’s, but the activity it takes to generate the $’s (so they can scale and replicate). 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 Some Companies Are Giving Up On Content Marketing (And Why You Should Double Down)

Sales Prospecting Perspectives

We expect new/cold lists to generate results right away. Many companies who have prioritized content marketing are generating warm leads at a fraction of the cost of their competitors and peers. But we’re generating 15-20 leads per day and growing at 20 percent top-line year over year. We’re such an impatient lot. That result is real, but it takes time. They’re giving up.

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

Sales Prospecting Perspectives

Beth Cohen King is the Director of Marketing at Ve Interactive where she drives lead generation programs and branding strategy for North America. Sales Prospecting Perspectives is pleased to bring you a guest post from Beth Cohen King, Director of Marketing at Ve Interactive. In a recent companywide meeting at Ve Interactive US HQ , we discussed Steve Job’s secrets to great presentations.

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5 Starting Tips for New Inside Sales Reps

Sales Prospecting Perspectives

Jumping into a new lead generation or inside sales career can be intimidating, but everyone has to start somewhere. It’s new hire season (at least over here at AG)! We’ve seen several new faces this week, and with college graduations just around the corner, we’ll be seeing even more! Be yourself. You’re in the real world now. Repetition is fine and even helpful in making a message resonate.

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8 Ways to Create More Effective Lead Generation Programs

Explore key areas you should focus on with your content syndication strategy in order to help you get the attention of your target audience and build trust

How Marketing Can Collaborate with Sales to Create Engaging Content

Sales Prospecting Perspectives

In addition to lightening the load on marketing, content generated by the sales team can help build credibility and brand awareness. Sales Prospecting Perspectives is pleased to bring you a guest blog from Sharmin Kent , Marketing Content Specialist at TinderBox. For forward-thinking organizations, however, the age-old tug of war between sales and marketing is finally coming to an end.

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5 Things I've Learned from Successful Inside Sales Managers

Sales Prospecting Perspectives

With the growth of millennials in the workplace, you often find they adopt a “work parent” to look up to. I’ve found the best organizations have a long list of work parents that the younger generation can gravitate towards and, more importantly, learn from. Over the years I’ve seen some common themes from my most successful mentors. It’s a collective effort each and every day.

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Needs-Based Marketing for Executive Buyers Today

Sales Prospecting Perspectives

At Avention, Cari is responsible for Corporate Communications including PR, Social Media, and Analyst relations as well as facilitating 3rd party demand generation efforts It’s no secret that the buyer’s journey has changed. There have been countless articles written in attempts to coach organizations on how to get into the decision-making process earlier and earlier.

Sales and Marketing Alignment Equals More Revenue

Sales Prospecting Perspectives

However, in order to create an effective lead generation process, the two departments must be on the same page from the very beginning. AG Salesworks is pleased to present you with a guest blog post from Brian Serino , SVP of Sales and Business Development at NetProspex. We’re all familiar with the deep-rooted battle between sales and marketing. Trust me, your bottom line with thank you.

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B2B Marketing Trends for 2016

The first generation of digital natives expects to be able to complete most of their selection process. preference, lead generation) isn't new, just more intense. inbound lead generation with more targeted, proactive campaigns. ABM to become a standard part of any B2B marketer’s demand generation. CEO can understand, including revenue generation, client acquisition and.

#ProspectingChat: Inbound Prospecting with Howard Brown of RingDNA

Sales Prospecting Perspectives

Just in time to get ramped up in Q4, we''re sharing our best sales best practices for prospecting inbound leads, or leads generated from marketing efforts. It''s the start of a new month. Who knows what that means? We''ve invited a very special guest, CEO of RingDNA Howard Brown, to share his insights at this month''s #ProspectingChat. Time: 1:30 PM EST / 10:30 PM PST.

Sales & Marketing Alignment: 3 Ways to Close the Gap

Sales Prospecting Perspectives

AG Salesworks is pleased to bring you a guest post from Janelle Johnson , Director of Demand Generation at Act-On Software. Janelle is responsible for everything from email marketing, webinars and content creation to lead generation and nurturing. For sales and marketing teams, reaching across the aisle can be a foreign concept. In some cases, that’s putting it mildly. Aren’t aligned.

3 Tips to Teach New Reps for Successful Sales and Marketing Alignment

Sales Prospecting Perspectives

For example, when a prospect mentions they’re having trouble with lead generation, your sales rep will think to send a piece of marketing content, such as an ebook, that helps the prospect understand lead generation better. Niti Shah is the Head of Sales Content and editor of the new Inbound Sales section of HubSpot’s media hub. You can follow her at @nitifromboston.

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What Reporting Metrics Do You Use to Measure Your Inside Sales Team?

Sales Prospecting Perspectives

The higher this rate, the better your inside sales reps will be at generating interest and converting accounts to opportunities based on their conversations. Editor''s Note: The following is an excerpt of a chapter from our recently published eBook, The Ultimate Inside Sales Prospecting and Management Success eBook. If you''re interested in reading the 35-page handbook, click the link above.

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B2B Marketing Trends for 2016

The first generation of digital natives expects to be able to complete most of their selection process. preference, lead generation) isn't new, just more intense. inbound lead generation with more targeted, proactive campaigns. ABM to become a standard part of any B2B marketer’s demand generation. CEO can understand, including revenue generation, client acquisition and.

How to Develop a Comprehensive B2B Marketing Strategy

Sales Prospecting Perspectives

This cooperation goes beyond just making sure they have the basic tools they need but extends to having strategic discussions on topics such as what level of sales enablement the sales staff may need versus demand generation, for example, to meet their goals. It was written by AG Salesworks'' Senior Vice President of Marketing and Sales Richard April. Market the marketing strategy.

Why IT and Sales Need to Become Best Friends

Sales Prospecting Perspectives

Most salespeople are busy building relationships and generating revenue, as they should be. The more communication there is between the two departments, the better understanding there will be on how to evaluate and maximize the efficiency of the sales process, which will hopefully generate more sales, leading to an increase in company revenue. This is his blogging debut. Sales.

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Sales Professionals: Learn to Lose, Learn to Fail

Sales Prospecting Perspectives

Are we coddling our younger generations to believe that everyone’s a winner and everyone should get some form of positive recognition just for “showing up?” In terms of innovations and risk taking, Steve Jobs was probably the most notorious serial failure of our generation. Have you heard the news lately? The final tally was 91-0. Woody Allen has said, “Showing up is 80% of life.”.

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5 Tips On Managing CRM Data Costs

Sales Prospecting Perspectives

The impact of bad data on demand creation is such that for every 1% of data quality improvement, marketing can generate 5-6% of incremental revenue.”. Maintaining accurate CRM data is a challenge for nearly all of the organizations we''ve partnered with over the years. Inevitably there is a percentage of data that is not worth calling at all. Doing this monthly has been helpful.

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#ProspectingChat: Sales Training with Josiane Feigon!

Sales Prospecting Perspectives

With a new generation of millennial sales reps entering the workforce, it''s important to stay up to date on sales training techniques and metrics. Q1: What are some creative ways sales managers can generate interest in a training event? Today, we will be hosting this month''s #ProspectingChat on AG Saleswork''s Twitter account. Here are today’s questions. Each chat lasts 1 hour long.

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

Sales Prospecting Perspectives

If they have a problem your product or service can address and solve, that often is enough to generate interest and a next step. 5. Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing. Do the math. How many qualified appointments do you need each month, and how much effort will it take to get them? Build a process. How often?

4 Ways Outsourced Lead Generation is Similar to Parenting

Sales Prospecting Perspectives

The same can be said regarding outsourcing lead generation for sales and marketing. When advising these companies about why outsourcing lead generation for sales and marketing will be beneficial for them, there are a few points I discuss in detail, which are similar to parenting: 1) Consistency - When you say you are going to do something, you do it.

How Trigger Data Guides Workflows for Sales and Marketing

Sales Prospecting Perspectives

Beth Cohen King is the Director of Marketing at iLantern where her responsibilities include lead generation and branding strategy through content creation on major channels as well as building partnerships. You Don’t Need a Weatherman to Know Which Way the Wind Blows… Well, You Might in Marketing and Sales. Let’s not write off the weatherman just yet. The moral is: timing is everything.

3 Important Sales Trends & Predictions for 2015

Sales Prospecting Perspectives

Another example is the next generation of CRMs, -- like RelateIQ , Pipeliner CRM , and the new HubSpot CRM -- that proactively surface data in ways that enhance reps’ understanding of specific prospects. 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.

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AG Salesworks Launches Sales Development Certification Program

Sales Prospecting Perspectives

Comprised of top sales development executives with more than 50 years of combined experience, AG Salesworks uses its experience and successful history to certify and enable the next generation of closers to launch or advance in their sales development careers and succeed It’s been a crazy 18 months for the QuotaFactory and AG Salesworks teams. Marlborough, Mass. About AG Salesworks.

Being a Millennial in Inside Sales

Sales Prospecting Perspectives

If you are from a different generation, you may think otherwise. This is the great thing about my generation. The number of women in business is growing, which is fantastic, and our generation of millennials is helping that number reach upward. Being a part of a generation of flash mobs, viral cat videos, FaceTime, and nonstop technology growth is exciting and exhausting.

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Why is December a Great Month for B2B Sales Prospecting?

Sales Prospecting Perspectives

Teleprospecting B2B Lead Generation Sales Prospecting Outbound Prospecting B2B Sales Success Reporting Metrics B2B Lead Management 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. Wrong. Connect Rate. & 7.3% Lead Rate.

The Big List of Inside Sales Messaging Statistics

Sales Prospecting Perspectives

The average salesperson only makes 2 attempts to reach a prospect (Sirius Decisions), but it takes approximately 7-13 touches to generate a B2B qualified sales lead (Direct Marketing Partners). Only 5% of B2B sales teams consider social media a successful lead generation method (Ken Krogue). Sales managers, how often are you evaluating your inside sales team’s messaging techniques?

Why Modern Marketers Fail at Big Data

Sales Prospecting Perspectives

The commercial generated enormous conversation, which is an admirable marketing goal, but it didn’t generate a specific conversation. (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. Esurance. Groupon.

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