Sales Prospecting Perspectives

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5 Prospecting Strategies for Obtaining Sales Context

Sales Prospecting Perspectives

It helps to repeat back to your prospect what they have been telling you, and build on that information with your own knowledge and experience to get a point across and guide the conversation. Or maybe they read an article about recent acquisitions that may require help they know their solution can provide. Maintain an open dialogue. Don’t pigeon-hole the conversation.

3 Soft Selling Skills I See In My Best Sales Development Reps

Sales Prospecting Perspectives

Once you''ve been able to do so, assuming there is a fit, it should be up to you to find the appropriate timing to let them know how your product can help. Asking "if this is a good time" or at the very least getting to the point of how you can help them without losing the meaning or attractiveness of your offering is the key. And they definitely like to be heard. Empathy.

How to Change your B2B Sales Team’s Culture for the Better

Sales Prospecting Perspectives

Fostering this kind of friendly competition in the workplace can not only help to increase sales from both the laggards and the stars, but it also creates a fun environment for people to succeed. In a study of 64 organizations , it was found that those with highly engaged employees received double the annual net income compared to their competitors, who lacked any form of engagement.

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How to Influence B2B Sales Prospects (Without Annoying Them)

Sales Prospecting Perspectives

But you can also use reciprocity in other ways, lending a helping hand to prospects. Link them to an article that might help their growth hacking strategy. While garnering commitment is kind of the point of sales prospecting, you can help the process along by being consistent yourself. If you’re selling something, you need to be persuasive. But you don’t need to be annoying.

B2B Loyalty, The B2C Way

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

4 B2B Sales Prospecting New Year's Resolutions for 2015

Sales Prospecting Perspectives

Here are a few resolutions to help kick off your B2B sales prospecting on the right foot in 2015. 1. If you are cheery and upbeat going into every call, the person on the other line can feed off your excitement and positive attitude, which will help you keep them engaged and on the phone. The holidays are behind us, and the New Year has begun! Do you need to be more organized?

3 Social Selling Templates for LinkedIn and Twitter Messaging

Sales Prospecting Perspectives

You may think that a “How can I help you?” message to specific followers will aid you in getting more sales on LinkedIn and Twitter, but actually, that question assumes that your buyer needs your help; it’s leading. The next message you send can be more educational and helpful, but you still should not sell your product or service. Hope you find that helpful! The result?

7 Inside Sales Lessons Learned on The Football Field

Sales Prospecting Perspectives

Working in inside sales, we’re able to rediscover and uncover value from past experiences that help us prospect better. Repetition will help you improve. Short memories help us mentally survive and then perform at our peak a few seconds later. For Mike and I, playing football was something that surrounded all aspects of our lives during our tenure on the field. Play big.

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

Sales Prospecting Perspectives

Whether your SDRs are responding to marketing leads or cold calling (or a mix of both) a simple mathematical model can help you not only understand your starting point, but demonstrate where exactly to focus to improve your metrics and economics moving forward. Observe their calls and help make them better. Do the math. And further, what will it cost you to get them? Build a process.

B2B Marketing Trends for 2016

While their ideas vary, they could be summarized as: • Produce better content by making it more focused on the needs of a specific group. • Be more human—write for people, not segments or search engines. • Use frameworks like ABM and ICE to help with these efforts. With marketing now responsible for helping to nurture and. B2B marketers will see how sales people can help.

How AG's Sales Development Managers Motivate Reps in February [Part 1]

Sales Prospecting Perspectives

tried to think of what motivated me when I was an SDR, and decided to source some help from our awesome sales development managers. Whether it is helping them fully understand a client''s product offering or making sure their process within Salesforce is productive and efficient, building and maintaining a supportive relationship will create an environment for success.

How to Leverage Your Twitter Profile for Social Selling

Sales Prospecting Perspectives

Here are some tips to help you juice the most social selling value out of your Twitter bio: 1) Write your positioning statement. Most salespeople can recite their positioning statement -- a concise phrase explaining their offering’s value proposition and the results it can help buyers achieve -- at the drop of a hat. Twitter is all about clarity and brevity. Tough luck.

The Big List of Inside Sales Messaging Statistics

Sales Prospecting Perspectives

With the release of our new Inside Sales Messaging Toolkit, we’ve pooled our resources to help you analyze and, if necessary, overhaul your sales messaging strategy. Sales managers, how often are you evaluating your inside sales team’s messaging techniques? You may have given them the tools to get started, but are they able to craft their own templates for emails voicemails? Tweet this stat.

3 Tips For Junior Inside Sales Reps To Command Sales Calls

Sales Prospecting Perspectives

Though it may never perfect when we cold call, there are a few things we can do to help the newer folks through the anxiety of not knowing exactly what to expect each time they get a prospect live on the phone. This helps to make for more of a productive call by allowing you the opportunity to better command the call and qualify the prospect before getting your sales engineer involved. 2.

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Why Some Companies Are Giving Up On Content Marketing (And Why You Should Double Down)

Sales Prospecting Perspectives

In 2007, Matt began Heinz Marketing to help clients focus their business on market and customer opportunities, then execute a plan to scale revenue and customer growth. Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing. We’re such an impatient lot. We expect new/cold lists to generate results right away. They’re giving up.

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

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

Sales Prospecting Perspectives

Instead of coming off as a lazy sales rep interrupting their day''s work, try out these cold calling tips to help position yourself as a trusted advisor first and foremost. 1. He or she can help you determine if the person you are trying to reach is the most appropriate contact. In B2B inside sales, you will often have to call lists, both warm and cold. Have a plan of action.

The Best Sales Prospecting Qualification Questions to Ask

Sales Prospecting Perspectives

If your prospects are truly that interested in the area you are looking to help them improve upon, they are going to be willing to share this information with you, at least at a high level. One of my favorite aspects of my role as Director of Customer Success is working with organizations just like yours. You may be thinking, Is it too soon to be asking BANT questions?

Sales Prospecting Perspectives' Top 10 Blog Posts in 2014

Sales Prospecting Perspectives

This list will help you understand what our readers found most important and effective in the sales and marketing world this year, as well as our audience’s preference for receiving information as lists, how to’s, inforgraphics and more! 1. At AG, we believe that sales scripts are helpful as guidelines, but that sales development reps should never read off of a script. What are yours?

A Structured Day in the Life of an Outbound Prospecting Rep

Sales Prospecting Perspectives

Structure helps your reps avoid going on “autopilot,” where they just make calls without actual prospecting or planning. Getting out of that mindset will help them plan their days better and be more productive overall. 3:00 p.m. - It’s been a productive day, so allow yourself another break. At the same time, both you and them know how important their role to the organization is.

B2B Marketing Trends for 2016

While their ideas vary, they could be summarized as: • Produce better content by making it more focused on the needs of a specific group. • Be more human—write for people, not segments or search engines. • Use frameworks like ABM and ICE to help with these efforts. With marketing now responsible for helping to nurture and. B2B marketers will see how sales people can help.

3 Important Sales Trends & Predictions for 2015

Sales Prospecting Perspectives

In terms of the social activity of sales reps, it’s worth noting that being good and thoughtful curators of content allows individual reps to help advance their organization’s content marketing goals. 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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4 Lessons Learned After One Year as an Inside Sales Manager

Sales Prospecting Perspectives

On the client side of this balancing act known as Management of Client Operations, it has been a huge learning experience for me to learn how to delegate and to ask for help when needed. brief agenda and a calendar evite is all they need to send and I am on their time, happy to help with whatever they need to hit their goals. Lesson 1: Learn to prioritize your tasks. How to do this?

4 Steps to Content Curation for Inside Sales Reps

Sales Prospecting Perspectives

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. Most aggregators will let you sort your content by topic, which is very helpful if you want to share content on several different topic focuses. Step 1: Create a List. Step 2: Find Content.

How to Have an Effective First Conversation When B2B Teleprospecting

Sales Prospecting Perspectives

Ask meaningful questions that will help you determine quickly whether or not prospects are a good fit for your product or service. I believe one of the most challenging aspects of sales teleprospecting is the first conversation. You have less than a minute to prove yourself as a trustworthy sales rep. You only have your phone, your research, and your CRM to back you up. Eliminate fluff.

B2B Marketing Trends for 2016

While their ideas vary, they could be summarized as: • Produce better content by making it more focused on the needs of a specific group. • Be more human—write for people, not segments or search engines. • Use frameworks like ABM and ICE to help with these efforts. With marketing now responsible for helping to nurture and. B2B marketers will see how sales people can help.

5 Reasons Not to Build Your Sales Development Team One Rep at a Time

Sales Prospecting Perspectives

If your company has a sales development team, you know that one of the few things that helps these sales reps get through the day is knowing that the person sitting next to them is dealing with the same challenges. Multiple reps can help set the bar. We''ve found that can be offset with multiple sales development reps helping to balance out the low performer.

3 Tips for Nurturing Prospects in Inside Sales

Sales Prospecting Perspectives

Gain a sense of trust and direction with prospects so they can go to you for any questions they have when they need help. You''re not in sales to sell, but to help the customer buy. Sales Prospecting Perspectives is pleased to bring you a post from Taylor Lacey, a Business Development Representative at AG Salesworks. What do you picture when you hear the word "nurture?".

Look For The 3 C's When Hiring Inside Sales Reps

Sales Prospecting Perspectives

No guarantees that they''ll actually succeed, but a deep-seated curiosity will help them along the way. This criteria will help you determine who will burn out easily in the sales realm and who will continue to persist in a challenging but rewarding environment. Do they have the drive? Do they seem intelligent? Are they articulate? Can they think on their feet?

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B2B Sales Prospecting: Remember to Finish Listening!

Sales Prospecting Perspectives

It is important to remember that when a buyer raises objections, they are not complaining, but are asking you, the sales professional, for help. AG Salesworks is pleased to bring you a guest post from Jeff Shore , an in-demand sales expert, author, speaker and executive coach. Most people do no listen with the intent to understand, they listen with the intent to reply.”. Stephen R. Covey.

6 Email Prospecting Tools Every Inside Sales Rep Should Be Using

Sales Prospecting Perspectives

Email templates are helpful when sending out messages to mass recipients, but customizable templates are even more helpful for tailoring and personalizing your initial message for the prospect’s experience. 2. If you’re a HubSpot user, Signals offers integration with HubSpot, which can be immensely helpful for email marketing and prospecting. Streak - A CRM in Your Inbox.

5 Suggestions to Keep In Mind When Training a Teleprospecting Team

Sales Prospecting Perspectives

Last week, I had the chance to help train a fresh new crop of recruits for a long-time client of ours. The long and the short of it was that we helped provide a framework on how to best attack all warm and cold opportunities. After 12 years of trying to figure this teleprospecting thing out, I''d say we''re completely sold on how we do things internally around here. Our average is 5%.

3 Traits to Inspect in a New Hire Interview for Inside Sales Success

Sales Prospecting Perspectives

During the initial interview, we have a keen eye for personality traits that will help the candidate thrive in an inside sales environment. As the end of summer draws near, hiring season looms upon us inside sales professionals. Many recent graduates will be looking for their first job after a relaxing summer, and many seasoned sales reps will be taking stock of their current positions.

The Fine Line Between Cold Calling and Warm Calling

Sales Prospecting Perspectives

This will be helpful when talking to the prospect, because they can refer to success stories that are particularly relevant to their industry. Mention that you have spoken with the prospect’s colleague who had helped direct you to them. Express to them how your client helped other companies within their industry that have had the same pain points and challenges. Sound familiar?

5 Ways to Boost Inside Sales Training Reinforcement

Sales Prospecting Perspectives

Here are a few ideas to help you measure their progress: 1. Role plays are daunting for new inside sales reps, and it doesn’t help that some managers strive to make the role playing process as challenging as possible. After creating the necessary legal disclaimers, call recording can be immensely helpful for inside sales reps. The following is a redactment from our new guide.

The Evolution of the Sales Role

Sales Prospecting Perspectives

It became a matter of trust, of value, of helpfulness. Companies are not only relying on brand loyalty, they are working with B2B partner companies that specialize in helping businesses gain more customers and manage online presences. Sales Prospecting Perspectives is pleased to bring you a guest post from Sean Jones, business writer with a primary focus on the marketing sector.

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Timeliness Matters: 3 Ways to Stay Ahead in Sales

Sales Prospecting Perspectives

Here are a few ideas to help sales reps get ahead of the clock. Shared goals, processes, definitions and metrics can help ensure that the right foundation is in place, so sales can stick to the game plan. But staying on top of those changes can help reps become more relevant. predictive lead scoring approach can help solve these problems. One hour. Make It Relevant.

The A to Z of Inside Sales Training [Infographic]

Sales Prospecting Perspectives

And the people who can help the most with that task may be closer than you think. With inside sales training tactics advancing every day, it’s important for managers to stay up to date on the latest training news. But they can’t do this all alone. It’s important to remember throughout this entire process that reps need to feel in control of their own path as well. View the infographic here.

8 Tips for Improving Open Rates for B2B Sales and Marketing Emails

Sales Prospecting Perspectives

Drip campaigns are automated programs that send content to prospects at the right moment in the sales cycle; “lead nurturing” is a type of drip campaign that helps leads proceed through the funnel. AG Salesworks is pleased to bring you a guest post from Janelle Johnson , Director of Demand Generation at Act-On Software. Marketing emails lure the leads, and sales reels them in.

5 Most Frequently Asked Questions About Outsourcing Inside Sales

Sales Prospecting Perspectives

really enjoy the task of taking on engagements to help develop the inside sales function, whether we continue our efforts after the first few months once up to altitude, or whether we hand off the inside sales processes to them once they’re running at full capacity. I have the opportunity to join calls with our inside sales team during the sales process frequently. be shared?