Sales Prospecting Perspectives

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Why Traditional Lead Qualification Filters Are No Longer Enough

Sales Prospecting Perspectives

Our rep had called an inbound lead to qualify him as a prospect. They use LinkedIn to research leads before picking up the phone. She built Facebook lists to find prospects because the leads on the lists her company purchased were less likely to buy than the leads she found on Facebook. Lead Generation. Lead Scoring. You can find her on Google + !

[INFOGRAPHIC] The Aligned Lead Nurturing Funnel

Sales Prospecting Perspectives

So when we started writing our latest guide, Aligned Lead Nurturing for B2B Sales and Marketing , we wanted to challenge the traditional idea that lead nurturing is primarily a marketing function. The days of segmented sales and marketing tasks are over for most businesses, and that includes lead nurturing. We searched for more information about aligned lead nurturing practices, and in fact found an arsenal of facts and figures to support our claim: B2B lead nurturing works best as a function shared by both sales and marketing. It''s not just a mindset.

3 Important Sales Trends & Predictions for 2015

Sales Prospecting Perspectives

TREND #3: Inbound Lead Conversion / Complementarity. At Vsnap, we estimate that those marketers create some three and a half million inbound leads a week. Because in an already noisy world, Marketing can’t expect to keep capturing more high-quality leads just by turning up the volume. The path to growth has to become about converting more Marketing Qualified Leads.

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5 Prospecting Strategies for Obtaining Sales Context

Sales Prospecting Perspectives

Leading a conversation with the wrong question can end a discussion before it is even started. Sales Context is an important part of any conversation, as it directly correlates to the potential of a sale. Here are 5 prospecting strategies that I employ to obtain Sales Context during every conversation I have. 1. Maintain an open dialogue. Don’t pigeon-hole the conversation.

Why B2B Content Strategies Are Paramount for Generating Quality Leads

Generating demand and ensuring the consistent flow of high-quality, actionable leads is what makes B2B marketers successful

How to Influence B2B Sales Prospects (Without Annoying Them)

Sales Prospecting Perspectives

Learn not only to persuade - which can lead to annoyances - but to influence. If you’re selling something, you need to be persuasive. But you don’t need to be annoying. Case in point: I was at the gym the other day, in the middle of a sweaty elliptical workout, when a trainer came over and asked if my name was Christine. While I was out of breath. And - it bears repeating - extremely sweaty.

How to Prospect Warm, Inbound Leads

Sales Prospecting Perspectives

But as of recently, my client has been having my team follow up with warm, inbound leads. When prospecting warm leads, the strategy and process is much different from the typical cold calling campaign. Therefore, here are few tips for prospecting inbound leads. 1. These tips should help you warm up your sales prospecting strategies for inbound leads Sales Prospecting Perspectives is pleased to bring you a post from Patrice Morrison , a Business Development Representative at AG Salesworks. Many of the "prospects" I communicate with are already my client’s customers.

3 Social Selling Templates for LinkedIn and Twitter Messaging

Sales Prospecting Perspectives

Sales reps appear to overly curate content, never share their personal opinions, and if they ever reach out to someone one-to-one, they lead with their pitch and immediately turn off potential prospects. 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. LinkedIn.

5 Tips For Converting Leads Before the New Year

Sales Prospecting Perspectives

Heck, if you''re a sales rep who doesn''t have a team feeding them leads, what are you doing to ensure that your 2014 Q1 calendar is booked up with meetings? Let’s face it: As of today, we have four "real" business days left in quarter. Problem is, most of us I assume want to be with our families, and there is a good chance your prospect wants that as well. Simple as that!

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B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. preference, lead generation) isn't new, just more intense. its role beyond lead gen. Tom has been published on leading.

3 Tips for Nurturing Prospects in Inside Sales

Sales Prospecting Perspectives

Or can they slowly become a lead by means of a strong lead nurturing campaign? Some Leads Aren’t Sales-Ready. It’s the end of the month, and you’re two leads away from your goal… What do you do? Some inside sales reps may pass leads that aren''t ready for the next sales step. Unfortunately, many leads aren''t happy with the way they''re being treated.

The Best Sales Prospecting Qualification Questions to Ask

Sales Prospecting Perspectives

If you are a company just starting out with your teleprospecting strategy or you are looking to revamp your methods when it comes to questions to ask during the lead qualification process, you''ve come to the right place. The first step in your lead qualification procses is to think about your script document, and more specifically, the qualification questions you want to ask.

How to Motivate Your Sales Development Team through December Holidays

Sales Prospecting Perspectives

So one of the incentives we offer this time of year is a day off; specifically, the first three SDRs who hit their lead goal earn an extra day of paid time off. By really focusing on that list of people, we have found that our SDRs are able to not only maintain a high number of conversations in December but also transition those CIs to leads. Like most people, I love Christmas.

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

Sales Prospecting Perspectives

Lastly, take notes, as they will come in handy when documenting calls and generating lead write-ups. 5. Sales Prospecting Perspectives is pleased to bring you a post from Gillian Sontz , Business Development Representative at AG Salesworks. In B2B inside sales, you will often have to call lists, both warm and cold. They''ve never heard of you before. Have a plan of action. Do your research.

3 Key Metrics to Track When Managing Your Inside Sales Team

Sales Prospecting Perspectives

Smart dials lead to quality conversations which in turn result in qualified opportunities for themselves or for the outside sales team to follow up on. Auto-dialers along with marketing automation really eliminate the time spent on manual activities, leading to more and more time for inside sales reps to focus on what they do best – talking to prospects live. Lead Rate.

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

Sales Prospecting Perspectives

You not only could double the lead out-put, but there can be many other benefits as well. If you only have 1 rep, 20 calls a day and 3 leads a month might seem adequate, but the problem is, you really have no one to contrast their performance against. How many leads a month should we expect? How about lead qualification? Sales development reps, you''ve all heard it.

Timeliness Matters: 3 Ways to Stay Ahead in Sales

Sales Prospecting Perspectives

In fact, when companies reached out to prospects within an hour, they were seven times more like to qualify the lead. The Lead Management Study from InsideSales.com cites even more startling stats: “The odds of contacting a lead if called in 5 minutes versus 30 minutes drop 100 times. The odds of qualifying a lead if called in 5 minutes versus 30 minutes drop 21 times. ”.

B2B Sales Prospecting: Remember to Finish Listening!

Sales Prospecting Perspectives

Combining his extensive front-line sales experience with the latest Cognitive Behavioral Therapy research, Jeff has created a highly effective, personalized way to reset sales paradigms and deliver industry-leading results. AG Salesworks is pleased to bring you a guest post from Jeff Shore , an in-demand sales expert, author, speaker and executive coach. Stephen R. Covey.

4 Big Questions to Ask When Outsourcing Inside Sales Teleprospecting

Sales Prospecting Perspectives

These questions and more are featured in our new guide, " Your Lead Generation Home Away From Home: How Outsourcing Teleprospecting and Inside Sales Functions Can Augment Your Tech Company''s Revenue.". 1. How exactly will leads be qualified andtransferred? Understand the outsourced partner’s criteria for quality leads and ensure that it is communicated well. If so, what type?

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. preference, lead generation) isn't new, just more intense. its role beyond lead gen. Tom has been published on leading.

6 Email Prospecting Tools Every Inside Sales Rep Should Be Using

Sales Prospecting Perspectives

lead, pitched, demo, closed) and schedule follow-ups with them to increase their status. As an inside sales rep, your call plans most likely include effective email prospecting strategies. You’re giving out your email to everyone you talk to in case they want to contact you later. You’re sending reports to your superiors and asking for advice from your managers, all within your inbox.

The Evolution of the Sales Role

Sales Prospecting Perspectives

Ever since the concept of currency was introduced to the Roman Empire, entrepreneurs have been developing new sales methodologies in hopes to, in today’s terms, generate leads and keep conversions high. 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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8 Tips for Improving Open Rates for B2B Sales and Marketing Emails

Sales Prospecting Perspectives

Marketing emails lure the leads, and sales reels them in. Marketing emails are designed to build relationships with prospects so that when the sales rep enters the picture, the lead is ready for action. For a sales email, you can try your own test with different leads in the same organization – or in similar industries – in order to find a proven winner. Making it Easier.

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.

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. preference, lead generation) isn't new, just more intense. its role beyond lead gen. Tom has been published on leading.

[INFOGRAPHIC] 25 Tips for New Teleprospectors

Sales Prospecting Perspectives

When teleprospecting, it’s important to understand that, while you are trying to hit quotas on quality conversations and leads passed every day, it’s not about you. According to The Bureau of Labor Statistics , there will be an 8.9 percent employment growth for sales representatives between 2012 and 2022. On-the-job training is offered, as well as mentoring from other reps and managers.

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4 Tips to Ensure Your Sales Prospecting Efforts are Fruitful in Fall

Sales Prospecting Perspectives

The below are crucial elements of a successful inside sales or lead generation effort from my perspective: Training. If your sales reps aren’t excited to receive qualified leads with appointments, you won’t see optimal results. I just wrapped up my first fall Sunday Funday. This is my absolute favorite time of year. Put it on a shared platform like Google Drive or Dropbox.

Inside Sales Training: How Invested Should We Be in Human Interaction?

Sales Prospecting Perspectives

Not only a leading thinker and strategist, Dave further distinguishes himself by supporting his clients in the implementation and execution of strategies in these disciplines. Sales Prospecting Perspectives is pleased to bring you a guest post from David Brock, sales consultant and President at Partners in EXCELLENCE , where this post was originally published. What close should I use?”.

5 Sales Prospecting Strategies for Overcoming Call Reluctance

Sales Prospecting Perspectives

And it costs your company leads. 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. What I’m talking about is sales call reluctance. It doesn’t come from the prospects; it comes from the sales reps themselves. They want to know what they’re doing.

New Outbound Prospecting Insights for Your Sales Development Team

Sales Prospecting Perspectives

Are you a team lead or manager hoping to see where your team stands on the outbound sales spectrum? Are you a B2B inside sales or sales development representative looking for a benchmark against which to measure your sales prospecting strategies? If so, The Outbound Index™ is a must-read for you as you prepare your B2B sales prospecting strategies for 2015.

Time Management Tips for Cold Calling Inside Sales Reps

Sales Prospecting Perspectives

Let''s paint the picture on typical Monday: Joanie will come by to ask a business-related question that leads into what happened over her zany weekend. Over the years, I found that I innately gravitate towards the part of my job I enjoy doing the most. think we''re all guilty of that at times. In fact, I would argue that most of us gravitate away from cold calling.

Top 4 Professional Skills Mastered When Working in B2B Inside Sales

Sales Prospecting Perspectives

In addition, reps are expected to attain a certain lead volume each month. On top of that, our reps will also attend and participate in weekly client meetings where they discuss their progress as well as any challenges they may be facing while prospecting leads. Beginning a career in B2B inside sales is a great way to build job experience and fine-tune your professional skills.

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How Inside Sales Reps Can Manage Stress When Teleprospecting

Sales Prospecting Perspectives

There is a lot of pressure to hit your monthly goals, stay on top of tasks and activity, update reports, and follow up with lead appointments. The day in the life of an inside sales rep is very active. It’s understandable that a representative would be put under a lot of stress. If you don’t stay organized, it''s easy to fall behind and lose momentum. Look at the small picture. Make a list.

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Inside Sales & the Mobile Workforce: Tips for Managing Telecommuters

Sales Prospecting Perspectives

Lead management solutions for virtual sales teams should offer features like VoIP, live call monitor and recording, and real-time reporting to help you coach virtual sales reps as easily as you do in-house team members. Automatic lead distribution. Lead scoring. And other features designed for lead generation and prospecting. companies and commuters: For Businesses.

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4 Reasons to Switch to an Inside Sales Model

Sales Prospecting Perspectives

More often than not, today’s reps are qualifying leads and facilitating deals, two tasks that lend themselves perfectly to an inside sales model. Sales Prospecting Perspectives is pleased to bring you a guest post from Howard Brown , Founder and CEO of RingDNA. There was a time not so long ago when your average B2B salesperson spent more time on the road than a major league baseball team.

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12 Tips for Building and Managing a Bigger Sales Pipeline

Sales Prospecting Perspectives

Most leads aren’t sales-ready: Whether you’re sending out campaigns or fielding inbound calls, as little as 15 percent of your leads are going to be both qualified and sales-ready. The majority of your leads may be qualified, but they’re not ready to be worked into an active buying cycle. You need a system to manage lead volume, status, next steps, reminders, etc.

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#ProspectingChat: Inbound Prospecting with Howard Brown of RingDNA

Sales Prospecting Perspectives

Just in time to get ramped up in Q4, we''re sharing our best sales best practices for prospecting inbound leads, or leads generated from marketing efforts. Inbound Sales Inbound Marketing Sales Prospecting Strategies Sales Advice Inbound Outbound Sales Inbound Leads Outbound Prospecting It''s the start of a new month. Who knows what that means? Time: 1:30 PM EST / 10:30 PM PST.

What Did I Learn About Social Selling to Prepare for 2014?

Sales Prospecting Perspectives

Jamie Shanks is one of North America’s leading Social Selling experts. with Sales for Life to form a leading Social Selling agency Sales Prospecting Perspectives is pleased to bring you a guest post from Jamie Shanks, Social Selling Expert at Sales for Life. We are about to close out an incredible year. As a sales professional, you can’t deny the changes. Simple – Pavlov’s Dog.

3 Tips for Inside Sales Reps to Stay Motivated During Summer Months

Sales Prospecting Perspectives

When the inside sales team understands their objectives, it’s much easier to draft a plan and zone in on the most important tasks, such as calling high-level contacts, passing high-quality leads, and reaching other metrics that are most important to their managers. My weekly task list includes averaging an 8% connect rate and bringing in 3 leads. It''s halfway through July!

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