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.

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.

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.

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.

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?

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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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.

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.

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?

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.

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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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 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.

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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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4 Steps for Inside Sales Reps Ramping Up on a New Project

Sales Prospecting Perspectives

During ramp up week, inside sales reps are given a lot of new information at once. You will definitely want to maintain all of this information to use as a reference in the future. You will be receiving a lot of new information at once. It’s good to clear things up right away if there’s any information you are unsure about. Step 1: Stay Organized. Step 3: Ask Questions!

Needs-Based Marketing for Executive Buyers Today

Sales Prospecting Perspectives

The common theme to all of these suggestions is that you need to rely on the plethora of data available to make insightful and informed sales calls and marketing campaigns. 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.

How to Organize Your CRM for Inside Sales Success

Sales Prospecting Perspectives

It allows those of us with slight OCD to breathe easier, since we can plan days and weeks of tasks and reports ahead of time while being able to sift through old campaigns and review information with a few simple clicks. I don’t know how sales firms could operate without an automated CRM. I like to think that I have a few key tools in my prospecting toolbox. Update lead statuses.

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B2B Social Selling: Sales Megaphones or Conversation Drivers?

Sales Prospecting Perspectives

We are in an era where prospects choose most of their buying path, as they have so much information (on products and services) readily available to them without having to consult sales professionals. Over the past year, social selling has become one of the hottest topics. When combined with outbound prospecting, social selling can be a powerful selling method. Consult and offer advice.

Why Traditional Lead Qualification Filters Are No Longer Enough

Sales Prospecting Perspectives

You can learn a lot more about a company from its Facebook page than you can from its physical address, and an executive’s LinkedIn profile will reveal significantly more information about that executive than his or her email address and phone number will. You can find her on Google + ! As a marketer, I live for juicy stories from the sales front lines. our rep asked. Lead Generation.

Sales & Marketing Alignment: 3 Ways to Close the Gap

Sales Prospecting Perspectives

But it IS suggesting that they should figure out how to regularly and consistently share key information that sheds light on the big picture. Consider doing “Campaign Alerts” or weekly “Field Notes” to ensure everyone is in the loop on critical information. It’s an informal way to incrementally connect more dots. In some cases, that’s putting it mildly. Don’t cooperate.

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

Sales Prospecting Perspectives

Teach your salesperson how to take advantage of all information available at hand – such as marketing intelligence on the prospect’s activity on your website (what pages have they visited? 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. What offers have they downloaded?). How do you avoid this?

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

Sales Prospecting Perspectives

Information Gathering Skills. One of the most important skills for an inside sales rep to develop is their ability to gather important information as it relates to the target accounts they are calling. 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. Phone Skills. Work Ethic.

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Cold Case: Finding the Right Contact in Inside Sales

Sales Prospecting Perspectives

Searching on LinkedIn is essential, since employees update their own information. 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. Here are some tips for finding the right contact in inside sales: Craft a Referral Email. Follow the Trail. Social Media.

How to Develop a Comprehensive B2B Marketing Strategy

Sales Prospecting Perspectives

With today’s buyers being more empowered than ever as a result of their virtually unfettered access to information online, high quality content has to be the central focus of every marketing strategy. 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. Market the marketing strategy.

Banning BANT: Redefining Quality Lead Criteria and Handling Moot Objections

Sales Prospecting Perspectives

When facing this objection, stay calm and try to have a valuable conversation with the prospect to obtain further information. Give them content such as case studies or guides, summarizing it for them in an email, that offers information on how other companies came to the same conclusion. In the end, this information will be far more reliable than any BANT indications. Budget.

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