Sales Prospecting Perspectives

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Your Guide to Google Plus B2B Marketing [INFOGRAPHIC]

Sales Prospecting Perspectives

The rollout of Google Plus in the summer of 2011 was nothing short of mighty. Three long years later, and there is finally tangible proof that concludes that Google Plus, for all the hoopla it aroused, and the subsequent drop-off that it experienced, is the social media of the future. What makes Google Plus so special is the visibility it affords its users.

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How to Make Google Work for You: 3 Tips for Inside Sales Reps

Sales Prospecting Perspectives

Of course your first move would be to simply Google it. Google has become a collective brain; I don’t need to remember anything because I know I can just Google it. Most of us have become seriously dependent on this awesome tool, which is probably why I feel such a deep and personal sense of betrayal when Google cannot produce the answer I am looking for. But wait!

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4 Steps to Content Curation for Inside Sales Reps

Sales Prospecting Perspectives

The easiest place to start is typically with a search engine like Google or Yahoo. It is also helpful at this stage to setup Google Alerts for your topics/keywords to make sure you catch any important content sources you did not find in your initial search. Sales Prospecting Perspectives is pleased to bring you a guest post from Dave Howe , Principal at Sales for Life.

Obscurity: The Biggest Challenge in Sales

Sales Prospecting Perspectives

They’re using a myriad of social networking tools like LinkedIn, Twitter, Google + and so on, to do a significant amount of research. Sales Prospecting Perspectives is pleased to bring you a guest post from Amar Sheth , Principal at Sales for Life. Obscurity is your biggest problem. It''s not your sales pitch, your product or your service. Ideas are Powerful. Everything begins with an idea.

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B2B Marketing Trends for 2016

Coached the president of a small sales management training company to become a widely-known figure in social media, capture the #1 Google search spot, and. 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.

Inside Sales & the Mobile Workforce: Tips for Managing Telecommuters

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Connect with Kevin on LinkedIn and Google AG Salesworks is pleased to bring you a guest post from Kevin Thornton , Executive Vice President - Sales & Marketing for VanillaSoft. When you take a look at some of the statistics available, it seems like a no-brainer and a win-win situation to implement a telecommuting program for your sales organization. For Workers. Hardware & Internet.

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My 4-Step Process to Marketing Research for Content Creation

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If you want to know what Ken Krogue has to say on inside sales metrics, find the website where he produces content, and search this in Google: KenKrogue.com: inside sales metrics. Keep a growing list of quotes on the topic, and make sure to cite the person. 3) Know your Google tips and tricks. That’s why B2B content with statistics in headlines often perform better. The problem?

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

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Follow him on Google+ or Twitter. Sales Prospecting Perspectives is pleased to bring you a guest post from Craig Rosenberg, the Funnelholic and a co-founder of Topo. Whenever we think of sales and marketing efficiency, we typically focus on what we can do internally. Don’t get me wrong, you have to optimize your sales and marketing processes for efficiency. Instant gratification. Can you?

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

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Amazon and Google are paving the way for delivering the right information for each customer’s search. 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. And why should they continue to care?

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B2B Marketing Trends for 2016

Coached the president of a small sales management training company to become a widely-known figure in social media, capture the #1 Google search spot, and. 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.

How Marketing Can Collaborate with Sales to Create Engaging Content

Sales Prospecting Perspectives

Tools like marketing automation software and Google Analytics provide top-of-the-funnel engagement metrics, which is useful for discovering where and how prospects come to your site and what they read while they''re there. Sales Prospecting Perspectives is pleased to bring you a guest blog from Sharmin Kent , Marketing Content Specialist at TinderBox. But that''s much easier said than done.

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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.

Top 5 Email Prospecting No-Nos

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Case in point: Weekly, I get an email from someone trying to tell me that our website has poor SEO rankings on Google, and could we talk about what his company can do for us. Sales Prospecting Perspectives is pleased to bring you a guest post from Chris Snell, Inside Sales Manager at Care.com. Can I let you in on a little dark secret of mine? Promise not to tell anyone? SCANDALOUS, I know!

Why Traditional Lead Qualification Filters Are No Longer Enough

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You can find her on Google + ! Find her on Google+ or LinkedIn. 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. As a marketer, I live for juicy stories from the sales front lines. our rep asked. Today, these data are old news.

Why Mad Men Marketing is Moot: Account Managing in the Digital Era

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Find Damian on Twitter at @idaconcpts and on Google Plus Sales Prospecting Perspectives is pleased to bring you a guest post from Damian Davila, Content Marketing Consultant at idaconcpts.com. While your grandpa’s idea of the ultimate account executive might be Clark Gable in the 1940s movie The Hucksters , there is little doubt that our era’s idea is more in tune with Don Draper.

B2B Marketing Trends for 2016

Coached the president of a small sales management training company to become a widely-known figure in social media, capture the #1 Google search spot, and. 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.

Integrating Social Media Listening Into The Sales Process

Sales Prospecting Perspectives

Google Alerts – Marketing pros have these free search alerts set up to monitor their brand name, products, and client-facing personnel. Sales Prospecting Perspectives is pleased to bring you a guest post from Christine Rochelle , Integrated Marketing Manager at lotus823. The focus is on building a relationship, not rushing to close down a lead. Steps to Social Listening in the Sales Process.

Better Processes & Improved Focus with Queue-Based Lead Management Platforms

Sales Prospecting Perspectives

Connect with Kevin on LinkedIn and Google AG Salesworks is pleased to bring you a guest post from Kevin Thornton , Executive Vice President - Sales & Marketing for VanillaSoft. Here is a statistic that may give you a jolt: “only 25% of leads are legitimate and should advance to sales.” Source: HubSpot ). Am I purchasing the right lists & working with the right list providers? hours.

Cold Case: Finding the Right Contact in Inside Sales

Sales Prospecting Perspectives

Even using a simple Google search by typing in the Company Name and the ideal Job Title(s) has yielded some of the most appropriate contacts. Having the know-how to find the right contact could be one of the most underrated functions of the prospecting process. This ability separates someone who is average and someone who excels. Use the Help of Administrative Assistants. Follow the Trail.

5 Things Salespeople Should Stop Doing Immediately

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You can find Craig on Google + and Twitter Sales Prospecting Perspectives is pleased to bring you a guest post from Craig Wortmann, founder and CEO of Sales Engine. First we make our habits and then our habits make us.” – Anonymous. All of us have habits which lead to routines. Once in awhile, it’s good to stop and recognize the routines that are running our lives. No more, no less.

How to Gamify Inside Sales in 3 Steps

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Now I can’t speak for the larger companies (the AMEXes, IBMs and Googles of the world) who leverage a gamification strategy to increase productivity, but I can say that at AG we like to keep it simple and effective. I’ll share with you an example. A word I have seen pop all over the business blogsphere these days is “gamification.” think the key is to keep it simple.

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4 Steps to Shorten Your Sales Cycle

Sales Prospecting Perspectives

Find Damian on Twitter at @idaconcpts and on Google Plus Sales Prospecting Perspectives is pleased to bring you a guest post from Damian Davila, Content Marketing Consultant at idaconcpts.com. 27% claimed they had insufficient knowledge of prospects already in their sales funnel, and 26% indicated they lost efficiency when they recreated proposals or contracts. Takaway point.

The Value of Connections for the Inside Sales Rep

Sales Prospecting Perspectives

Find Damian on Twitter at @idaconcpts and Google Plus Sales Prospecting Perspectives is pleased to bring you a guest post from Damian Davila, Content Marketing Consultant at idaconcpts.com. In my experience as a marketer, I’ve only seen one way to establish yourself in the field. Relationship Building. That’s why I always ask myself: How are people in my networks perceiving me? Takeaway.

How to Optimize Your Website for Sales Prospects

Sales Prospecting Perspectives

Establish it, measure results from it through a web analytics tool such as Google Analytics, and improve it. Find Damian on Twitter at @idaconcpts and Google Plus Sales Prospecting Perspectives is pleased to bring you a guest post from Damian Davila, Content Marketing Consultant at idaconcpts.com. An online presence is essential in today’s competitive sales environment. Stop it! 2.

Why Should a B2B Sales Company Have a Facebook Page?

Sales Prospecting Perspectives

You search for them online, whether through Google or Bing. If there are any other nerds out there reading this, then you know that Google has made a plethora of updates over the past years, from including social media information in search results to Hummingbird, where conversational searches are returning better and more accurate results which quite possibly include social profiles.

Be Conscious of Your Personal Online Presence in Inside Sales

Sales Prospecting Perspectives

Just as inside sales representatives complete background research on their prospects, Googling them and researching their company, they too are now being searched, on top of the potential partner/vendor company. If someone did a Google search on you or a background check online, what would they discover? With this sudden rise, I pose the following two questions: 1.)

Finding The Path To The Perfect World Of Prospecting

Sales Prospecting Perspectives

Search engines such as Google or Bing can also be useful prospecting tools when used correctly. In a perfect world of teleprospecting, every call would result in success, every assistant would be helpful, and every list would contain nothing but accurate, relevant information. Resourcefulness while prospecting and making smarter dials and emails is crucial to inside sales success.

How to Successfully Execute a B2B Marketing Strategy

Sales Prospecting Perspectives

Use Google Alerts to track keywords in relevant industry headlines are delivered while the news is breaking. Editor''s Note: This blog post is an excerpt from the eBook Marketers Making a Difference: Volume 3 about creating a comprehensive B2B marketing strategy. It was written by AG Salesworks'' Senior Vice President of Marketing and Sales Richard April.

Why Modern Marketers Fail at Big Data

Sales Prospecting Perspectives

You can find her on Google + ! Find her on Google+ or LinkedIn (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. Radius offers a marketing platform built on top of a database that sorts through billions of data about U.S. businesses each day. Online search traffic for big data has surged in the last couple of years. Duck Dynasty. These are Duck Dynasty’s best customers. Esurance.

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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

The Google Plug-in: Salesloft doesn’t just make it easier to find many targeted contacts, it simplifies the process of looking for one specific contact as well. We have all googled some combination of a contact’s name, title and company in hopes of verifying data or finding additional information. Salesloft’s Google Chrome plug-in sits in the top right corner of your browser.

The Past And Future Of sCRM In Prospecting And Selling

Sales Prospecting Perspectives

You can connect with Jon on Twitter or Google 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. Huge changes -- but those changes seem as slow as Ice Age glacier movement compared to what happens now. Think about your cellphone just 10 years ago and compare it to today’s smartphone. Or your computer.

How Sales Leaders Model the Right Behaviors

Sales Prospecting Perspectives

You can find him on Google + , LinkedIn , & Twitter ! You can find Craig on Google + and Twitter Sales Prospecting Perspectives is pleased to bring you a guest post from Craig Wortmann , CEO and Founder of Sales Engine , a company that helps firms build and tune their sales engine(s). Like all great leaders, they model the behaviors they ask for from their people.

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.

Online Personal Branding Opportunities Within Your Professional Organizations

Sales Prospecting Perspectives

For those of you present and active on Google Plus, you can add a Google Author Tag to that section as well. 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. Everyone knows the value of these groups, meet new people, make new relationships, open up new leads etc. this blog post).

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

Sales Prospecting Perspectives

If no one is offering to refer you, Google Searches or online databases like NetProspex or Data.com could provide the contact information you require. March Madness has descended upon us and my bracket has already been busted! Let's hope your sales pipeline isn't experiencing the same thing! We usually reserve this portion of the recap to share an interesting article from the week. Today, I wanted to help our friends at Insidesales.com and Software Advice in promoting their 2013 Inside Sales Market Size Study. Now, on to this week's recap. Monday, March 18, 2013. Tuesday, March 19, 2013.

Should Your Inside Sales Reps Be More In Tune With Digital Media?

Sales Prospecting Perspectives

Just as inside sales representatives “Google” or do “background” research on their prospects, they too, are now being searched, on top of the potential partner/vendor company. Now if someone did a Google search on you or a background check online, what would they discover? Businesses consciously take great measures to create and sustain a positive online identity. They want to be found, and once they are, they want to exude a good, lasting impression. How should inside sales people digitally enable themselves? Do you have any idea how you are represented online?

How To Get Leads To Qualify Themselves

Sales Prospecting Perspectives

Follow Dan at Google Sales Prospecting Perspectives is pleased to bring you a guest post from Dan Vuksanovich , the Website Traffic Increaser Guy. We all want leads. Better yet, we all want qualified leads. sales rep’s first duty is usually to ask some probing questions of a new lead in order to determine if the prospect’s interests are aligned with whatever that sales rep has to sell. Wouldn’t it be great, though, if leads would pre-qualify themselves? With Integrated Marketing Communications , they can and will. experience when dealing with the firm.

Sales Prospecting Perspectives Weekly Recap - Week of November 22, 2013

Sales Prospecting Perspectives

This week, he did research on what kind of content B2B buyers prefer to see and found that they prerfer short content and rely heavily on Google searches. Good morning, Sales Prospecting Perspectives readers! We hope everyone had a fantastic week, especially those who were at Dreamforce, networking and learning more than ever about sales and technology. This week''s weekly recap has a bonus at the end, so keep reading! For now, here are some of our favorite articles this week: Paul Castain shared 6 ways to get more call backs over at his Sales Playbook. on Tuesday. Agree? Disagree?

5 Keys Ways The Smartest CEOs Use Outside Contractors

Sales Prospecting Perspectives

simple Google search can reveal everything they want to know about your competitors’ products and services, pricing, and value proposition. 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. CEOs shouldn’t spend their days acting as a “technician,” when they need to focus on innovation and orchestration. Content Creation. Social Media. Lead Data and Qualifying.