Knowing how to properly manage/refine that data and research contacts helps to provide purpose to those dials. Finally, what I consider one of the most important ways in which teleprospectors can not only help in developing their own lists but find the right contacts faster is by being resourceful. Oh lists…lists are great! Lists keep teleprospectors and inside sales reps busy and within those lists hold the potential for qualified opportunities and sales pipeline. Getting a fresh new list can feel like Christmas to a teleprospector. Are you looking for a specific title? MORE >>

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). Stop and consider what you’ve done to help a client or customer in the past 30 days. It could be as simple as introducing them to one of your contacts that could be helpful or picking up the phone to let them know about a piece of industry news that they might not have heard. You can find him on Google + , LinkedIn , & Twitter ! Sell What Makes You Different. Stop Answering RFPs! MORE >>

What are some other things you’ve noticed when reading/sharing content on your social networks that can help with SMO Social Media Optimization (SMO) refers to using social media outlets to increase awareness about your brand/product and increase web traffic. But, SMO is no longer limited to marketing and brand building for organizations, but has grown to encompass many different departments within the organization such as Human Resources, Client/Customer Satisfaction, product development, Business Development and Sales. SocialBro is another good one that works great with Hootsuite. MORE >>

When most reps may be struggling to reach their quota for the quarter, I wanted to offer some recommendations on tools and tips that will help you in exceeding your goals. 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. Social selling, or Sales 2.0, You never know when someone may tweet something of interest to you. MORE >>

Resourcefulness – If they get an admin on the phone do they just ask to be connected to the person on their list or do they try and confirm who would be the best person to reach regarding XYZ and then use the person’s name if the admin is of no help? Go into your training sessions looking for specific areas where you can help your inside sales reps improve upon and take this opportunity to make your team better. Within every company that is sales driven resides a varying amount of Business Development Reps that will come and go as the years pass. MORE >>