Sales Prospecting Perspectives

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5 Prospecting Strategies for Obtaining Sales Context

Sales Prospecting Perspectives

With 54% of sales reps not making quota this year according to SiriusDecisions, it’s imperative that you teach your team to make the most of Sales Context, the information that can influence a sale. The first way your B2B sales development team can obtain useful information is to initiate a conversation that will last beyond the introduction. Maintain an open dialogue.

3 Social Selling Templates for LinkedIn and Twitter Messaging

Sales Prospecting Perspectives

The first message you send to a potential prospect should be informative. You do want more information from your prospects, however, so lead them to a landing page on your website that might interest them. With social selling gaining momentum for sales professionals, inside sales reps are making their presence known in the digital sphere, specifically on LinkedIn and Twitter. Twitter.

3 Steps to Stellar List Building

Sales Prospecting Perspectives

Gathering valuable information enables you to build targeted niche lists, track emerging companies in specific markets, and segment larger sectors or lists. That means duplicates, incorrect titles and phone numbers, and even missing information, such as lack of emails or social data. The best list is the one nobody else has. Here are the key steps to keep in mind. 1.

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How to Leverage Your Twitter Profile for Social Selling

Sales Prospecting Perspectives

Attempting to pack as much information as possible into a tiny space can sometimes prove more challenging than filling up an entire page. Since it’s already tailored to be simultaneously informative and brief, including it in your Twitter bio is a no-brainer. 2) Offer a mini insight. Twitter is all about clarity and brevity. Want to express a thought that’s longer than 140 characters?

B2B Marketing Trends for 2016

sales agent to the information manager and broader business ecosystem. This report was compiled by Tom Pick and Tony Karrer, co-founders of the B2B Marketing Zone and Social Media Informer. Please contact john.moses@aggregage.com for more information. B2B Marketing. processes are fundamentally changing. They expect content to be relevant, easy to find, and mobile- friendly.

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. Happy December 31, everyone! How to Write an Effective Sales Prospecting Email. 12 Tips for Building and Managing a Bigger Sales Pipeline. Check it out!

4 Steps to Content Curation for Inside Sales Reps

Sales Prospecting Perspectives

As social sellers, it is imperative that we constantly share valuable information and insights with our networks. By sharing content from other sources, you are not only showing your network that you respect the opinions of others in your industry, you are also showing them that you’re well informed on topics that are important to them. Step 1: Create a List. Step 2: Find Content.

The Fine Line Between Cold Calling and Warm Calling

Sales Prospecting Perspectives

Let’s recap the colloquial definitions of “cold calling” and “warm calling.” I contact prospects for my client who have expressed interest in their solutions through downloading information on their website or attending their events. Inside sales reps may also find valuable information about prospective companies through conversations with operators and administrators. Sound familiar?

B2B Sales Prospecting: Remember to Finish Listening!

Sales Prospecting Perspectives

Here’s how that works: The buyer starts to mention an objection and feeling like you’ve heard that particular remark a thousand times before, you all but cut them off with what you believe is the pertinent information they need to alleviate their worries. AG Salesworks is pleased to bring you a guest post from Jeff Shore , an in-demand sales expert, author, speaker and executive coach.

B2B Marketing Trends for 2016

sales agent to the information manager and broader business ecosystem. This report was compiled by Tom Pick and Tony Karrer, co-founders of the B2B Marketing Zone and Social Media Informer. Please contact john.moses@aggregage.com for more information. B2B Marketing. processes are fundamentally changing. They expect content to be relevant, easy to find, and mobile- friendly.

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

Sales Prospecting Perspectives

Instead that candidate will likely lose that prospect right away, obtaining no useful information for our clients. 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. Confident, not arrogant.

6 Email Prospecting Tools Every Inside Sales Rep Should Be Using

Sales Prospecting Perspectives

The most efficient and effective emails are sent using up-to-date information, and NetProspex offers an easy solution. Rapportive - Important Information About Your Email Recipient. Just sign in with LinkedIn and Twitter and all pertinent information about your prospect will be available on the right. Streak - A CRM in Your Inbox. Yesware - Email Tracking with Custom Templates.

5 Most Frequently Asked Questions About Outsourcing Inside Sales

Sales Prospecting Perspectives

You need to determine if you want a huge database of thousands of contacts for the volume aspect, or a smaller, more targeted list that may have higher accuracy when it comes to contact information. 3. With the sophistication of CRM integration options out there, it is an easy process to transfer information back and forth. How do I know where to buy my list from? be shared?

5 Ways to Boost Inside Sales Training Reinforcement

Sales Prospecting Perspectives

Give new reps the contact information for five mock prospects from the same company (calling these people will lead them to different people throughout your own organization, playing different roles). It’s a process that has to be perfected during, before, and after that event. The following is a redactment from our new guide. Training has to be fluid. Call Shadowing Partnerships.

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

Sales Prospecting Perspectives

This gives your prospects relevant information at the moment they’re most likely to appreciate it. It may be that the goal is to get more information from them, either through direct communication or a survey. Prepare for the preview pane: The information that displays in the preview pane is a big part of the reason your message gets opened. Which ones make you click?

B2B Marketing Trends for 2016

sales agent to the information manager and broader business ecosystem. This report was compiled by Tom Pick and Tony Karrer, co-founders of the B2B Marketing Zone and Social Media Informer. Please contact john.moses@aggregage.com for more information. B2B Marketing. processes are fundamentally changing. They expect content to be relevant, easy to find, and mobile- friendly.

3 Key Metrics to Track When Managing Your Inside Sales Team

Sales Prospecting Perspectives

As I said above, and it bears repeating, the key ingredient to a successful inside sales rep is their focus and motivation to talk to prospects, uncover quality information, and hopefully convert them to opportunities. (And Call Volume is Not One of Them). The problem with placing such a large emphasis on the number of activities is that doing so confuses the purpose of teleprospecting.

The Evolution of the Sales Role

Sales Prospecting Perspectives

Although it was an informal role, he could sell his product by manipulating the consumer with an exaggerated and inaccurate description of the product. Sales Prospecting Perspectives is pleased to bring you a guest post from Sean Jones, business writer with a primary focus on the marketing sector. In the age of the tweeting refrigerator , salespeople are transitioning.

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[INFOGRAPHIC] 25 Tips for New Teleprospectors

Sales Prospecting Perspectives

At the sign of the first objection, don’t balk; instead, find out more information and show the value of your product or service. According to The Bureau of Labor Statistics , there will be an 8.9 percent employment growth for sales representatives between 2012 and 2022. They project that an additional 132,000 jobs will need to be filled within that time period. Challenge yourself.

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Timeliness Matters: 3 Ways to Stay Ahead in Sales

Sales Prospecting Perspectives

If you’d like more information on how a predictive marketing approach could help with the timeliness issue, please download our free guide: Intro to Predictive Marketing. Sales Prospecting Perspectives is pleased to bring you a guest post from Amanda Maksymiw , Content Marketing Manager at Lattice Engines. One hour. Here are a few ideas to help sales reps get ahead of the clock.

4 Big Questions to Ask When Outsourcing Inside Sales Teleprospecting

Sales Prospecting Perspectives

This information keeps both teams on track with their metrics and allows for better communication on what’s working and what’s not, as well as more insightful conversations on how to serve your sales numbers. 4. 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.

The Summer Grind: 3 Tips for Successful Summer Prospecting

Sales Prospecting Perspectives

That way, you can plan the best call times for reaching them where they are, and you can predict whether there will be administrative assistants, or gatekeepers, who may be able to give you more information. Summer weather is finally starting to blossom. Spring has sprung, Memorial Day has passed, and the dog days of summer are on their way! Build your pipeline. Be Strategic. Don’t give up.

5 Benefits Every B2B Data Provider Should Have

Sales Prospecting Perspectives

good exercise to test the data you have is to not only determine its accuracy, but also determine if your list provider can append the information as well refresh it. 5. If it weren’t for our partnerships with B2B data providers, I would be lost. They make my days easier in so many ways. Here is what I find to be most crucial: 1. Account management. What is their customer service like?

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5 Sales Prospecting Strategies for Overcoming Call Reluctance

Sales Prospecting Perspectives

You also need their specific contact information to initiate a conversation. Focus on providing your sales team with explicit lists and with accurate contact information. Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing. It starts with a hesitation. It becomes an objection. It festers into a doubt. Are you just calling?

How to Balance 3 Teleprospecting Techniques To Manage Your Lists

Sales Prospecting Perspectives

Spend more time calling prospects who have opened your emails numerous times, and don''t waste any time on inaccurate or irrelevant information. The contact information also tends to be more accurate. In the world of teleprospecting, many thought leaders are debating the efficacy of new and old techniques. However, don''t feel you have to choose one technique and stick to it.

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How to Leverage Holiday Cheer in B2B Teleprospecting Conversations

Sales Prospecting Perspectives

As year-end work dies down, take advantage of your prospect’s lighter workload to extract as much valuable information and insight about their current environment as you can in order to prepare you for future conversations. Set aside some time to review the quality information you have gathered this past year and make a list of what worked for you and what didn’t.

Wake Up From Your Cold Calling Coma: Inside Sales Messaging Methods

Sales Prospecting Perspectives

Its important to use your resources to gather information because you can use this knowledge to grab your prospect’s attention. Have you been struggling to get traction with your prospects lately? When was the last time you changed up your email templates or updated your voicemails? Maybe it’s time to take a look at your messaging strategy. Warm it up! Cold calling doesn’t have to be cold.

8 Opportunities for Quality Conversations in Inside Sales

Sales Prospecting Perspectives

As a business development representative, it is important to make every contact attempt count in order to provide your client with the best information possible. That being said, it’s crucial to be prepared when communicating with anyone in your quest for information. Ask for the contact information of a more appropriate person. Leave effective prospecting voicemails.

6 Tips for Successfully Onboarding New Inside Sales Reps

Sales Prospecting Perspectives

Studies show that the retention rate for information that is both seen and heard is 80%, compared to a 10% retention for hearing and a 20% retention for seeing. Whether you’re building your own inside sales team or considering outsourcing your teleprospecting functions, it’s important to know and perfect the training process for new hires. Pack their day. Mix up the trainers. Survey them.

12 Tips for Building and Managing a Bigger Sales Pipeline

Sales Prospecting Perspectives

This includes type of information, frequency of contact, and channel(s) used to communicate. Great content, especially in today’s information-overload world, can be a powerful differentiator and attractor of new business. Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing. Why do you need a pipeline in the first place?

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Marketing and Sales Alignment or Integration?

Sales Prospecting Perspectives

The buying and informational activities our customers undertake aren’t necessarily aligned with our marketing and sales funnels/workflow. Inevitably, the discussion narrows to MQL’s and SQL’s. The alignment discussion inevitably focuses on gaining agreement on the definition and metrics surrounding these two metrics. In doing this, we engage the customer most effectively and impactfully.

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How to Control a Quality Conversation in Inside Sales

Sales Prospecting Perspectives

It is important not to interrupt a prospect while they are speaking because you never know what information they are willing to give you if they are in a groove. 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. This is part of the reason I knew I would be successful in sales.

My 4-Step Process to Marketing Research for Content Creation

Sales Prospecting Perspectives

Here’s a cheat sheet for using Regex on Google: (Source: LovesData.com ). 4) Know your process for filtering information. that I want to read in order to find all the information on a specific topic. I go through those one by one, strikethrough them when I’m done, and keep my notes in a separate doc. Everyone has a different process for sorting their information. The problem?

Inside Sales Reps: First Impressions are the Most Important

Sales Prospecting Perspectives

Little did I know, one company shuffled my contact information into a pile with the rest of their "interested prospects.". A few days later I noticed that I had a couple missed calls and a voicemail. For many people, their first interaction with your company may very well be with a sales member, and as the saying goes, "You never get a second chance to make a first impression.". Really.

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

Sales Prospecting Perspectives

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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4 Quick Research Tips to Build a Warmer Pipeline for Teleprospecting

Sales Prospecting Perspectives

You will find information that will help you have open conversations when teleprospecting. Let’s face it: Not every cold call campaign is created equal. Data integrity and relevance vary with each purchased list, and these new lists are far from free. Below are 4 ways to quickly find and engage more relevant contacts, building a warmer pipeline for prospecting. 1. Instant warm introduction.

How to Launch Fresh, Fun and Fantastic Sales Training for Millennials

Sales Prospecting Perspectives

Millennials Defy Hierarchy: The same study shows that Millennials prefer a less formal learning environment, allowing them to interact informally with the instructor and their peers. Sales Prospecting Perspectives is pleased to bring you a guest post from Josiane Feigon , President of TeleSmart. The challenge of ramping them up and transferring knowledge is big. Trends Talk LinkedIn Group.

How Marketing Can Collaborate with Sales to Create Engaging Content

Sales Prospecting Perspectives

Now that the average B2B buyer is more than halfway through her purchase decision before engaging with a sales rep, it''s critical that the content propelling a prospect through the pipeline is informative and relevant. Consider using sales tools to inform the content you create. But that''s much easier said than done. Let sales take the lead. Go prospecting.

4 Communication Tips for Ramping Up a New Inside Sales Client

Sales Prospecting Perspectives

It’s important to take the time to listen and internalize all information you are given during the ramp up period. Active listening will help you retain new information, which will better the relationship between you and your client. 2. Ramping up on a new project can be stressful for business development and inside sales reps. Training is rigorous and ongoing. Actively Listen.

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The End Game: How to Create Opportunities Early In Inside Sales

Sales Prospecting Perspectives

When you finally do talk to someone in person, don''t scare them with too much information. Entice them with your product or service, concentrate on how it can improve their specific situation, and then schedule another conversation for more information. With a family background in sales, it’s no wonder I love competition, organization, and numbers. Send out a mass email campaign.

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