Sales Prospecting Perspectives

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What I Really Want to Know About My Sales Reps' Qualified Leads

Sales Prospecting Perspectives

The sales term “BANT qualified lead” has become the bane of my existence since becoming an inside sales manager at AG Salesworks, a client-based organization. Of course a sales rep would want to know a prospect’s Budget, Authority, Need, and Timeframe, but let’s be honest: despite how good the lead is, chances are that one or more of these components will be missing.

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Why is December a Great Month for B2B Sales Prospecting?

Sales Prospecting Perspectives

And I''m not just saying this from the perspective of AG Salesworks, a B2B lead gen company that prospects year round. Lead Rate % - # of leads passed divided into # of quality conversations (Average is 2-4%). Lead Rate. also took it a step further by looking at the lead conversations we ended up having in Decembers past. Wrong. Connect Rate. & 7.3%

Better Processes & Improved Focus with Queue-Based Lead Management Platforms

Sales Prospecting Perspectives

Here is a statistic that may give you a jolt: “only 25% of leads are legitimate and should advance to sales.” This raises some questions: Are sales and marketing in alignment on what constitutes a qualified or sales-accepted lead? How are leads being reviewed and passed along to my sales reps? A lot has already been written about sales & marketing alignment and list providers.

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 + !

Lead Generation Checklist

You spend a lot of time, energy, and money doing lead generation to capture leads but it's how you manage them that makes the difference between success and failure

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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Banning BANT: Redefining Quality Lead Criteria and Handling Moot Objections

Sales Prospecting Perspectives

Both marketers and inside sales reps are familiar with the oft-referenced BANT acronym, whether in identifying qualified leads or handling objections: Budget, Authority, Need and Timeframe. Is the criteria even working for marketers looking for qualified leads? Marketing needs to send leads that sales needs, not just leads that they desire. How well? Budget. Authority.

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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.

How AG's Sales Development Managers Motivate Reps in February [Part 2]

Sales Prospecting Perspectives

In my experience, it’s all about the “small things,” whether that be providing my team with breakfast on a random day or giving them a high-five after passing a lead. Even though February is technically the shortest month of the year, this year it feels like the longest. Especially when the storms make it so everyone has to work from home. Motivation can come in many different forms.

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.

Everyone Can Do More With New B2B Technology

Sales Prospecting Perspectives

It’s okay to say no to chasing every trend that pops up in the digital zeitgeist, but you owe it to yourself and to the organization you lead to keep an open mind about how new technologies can help you improve your work as a B2B sales leader. Talking About My Generation And Yours. Can someone please explain to me the legitimate appeal of Snapchat?). How we perceive and apply new things.

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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.

3 Reasons Your Call Strategy Must Have More Influencers than C-Suites

Sales Prospecting Perspectives

If you work in outsourced B2B lead gen, you know this moment in a conversation all too well: Sales Partner: Can you tell me what criteria you want us to follow when procuring data? However, you are doing your B2B lead generation teams a disservice by not allowing them to prospect multiple levels of the business. Our sales reps won’t take calls with anyone who has a lower title.

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.

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

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

Sales Prospecting Perspectives

Who is responsible for qualifying inbound marketing leads and identifying new, short-term sales opportunties for senior sales executives in your company? When they receive marketing leads, how quickly do they call? And when do they give up and work other leads instead? They’ll need a lead disposition process , including voicemail scripts and email templates for their follow-up.

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.

7 Inside Sales Lessons Learned on The Football Field

Sales Prospecting Perspectives

When you are struggling to pass leads and opportunities, think about what you are doing that isn’t working and try to correct it. 4. Sales Prospecting Perspectives is pleased to bring you a post from Mike Lipka , Inside Sales Representative at AG Salesworks, and Kenneth McKenna , Business Development Representative at AG Salesworks. Make the first contact to get the “jitters” out. Play big.

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

Sales Prospecting Perspectives

couple weeks ago, I challenged my team to get one lead each in a two-day time frame. By now, if you have read a few of my blogs , you are well aware of my opinions on winter in New England…In short, I hate it. February is also a time when we need to keep our sales development reps extra motivated whether working from the office or at home during inclement weather.

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

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

Sales Prospecting Perspectives

Despite a clearer understanding of the buyer’s journey and timeline, we still expect our leads to convert immediately. Many companies who have prioritized content marketing are generating warm leads at a fraction of the cost of their competitors and peers. An “email next Tuesday” is scheduled instead to feed “warmer, faster” leads to the sales team. We’re such an impatient lot.

The Big List of Inside Sales Messaging Statistics

Sales Prospecting Perspectives

The average salesperson only makes 2 attempts to reach a prospect (Sirius Decisions), but it takes approximately 7-13 touches to generate a B2B qualified sales lead (Direct Marketing Partners). to noon and Fridays in the afternoon (MIT Lead Management Study). Only 5% of B2B sales teams consider social media a successful lead generation method (Ken Krogue). Want that toolkit?

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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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.

How to Leverage Content Marketing to Power Your B2B Marketing Automation Funnel

Generate more leads. Better leads. Engage customers, increase upsells, boost revenue and save precious time -- these are the benefits of marketing automation. And content fuels it all

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.

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.

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.

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.

A Structured Day in the Life of an Outbound Prospecting Rep

Sales Prospecting Perspectives

Sales managers typically have one way of managing outbound prospecting reps - demand more! “We need MORE leads!” “You guys have to make MORE dials!” When faced with this type of “more” pressure, reps will adopt a mentality of boiling the ocean, as they pursue more leads by any means necessary. At the same time, both you and them know how important their role to the organization is.

Sales Prospecting Perspectives' Top 10 Blog Posts in 2014

Sales Prospecting Perspectives

With leads for our new email templates skyrocketing, we’re not very surprised. Laney recommends tracking number of conversations, lead rate, and positive lead feedback percentage - not call volume. Happy December 31, everyone! Before we count down the ball drop, we want to share with you our top 10 blog posts on Sales Prospecting Perspectives in 2014. What are yours?

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 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.

5 Suggestions to Keep In Mind When Training a Teleprospecting Team

Sales Prospecting Perspectives

Lead rate % - The amount of live conversation divided into leads passed to sales. Conversion rate to forecast % - The amount of passed leads landing on forecast. Last week, I had the chance to help train a fresh new crop of recruits for a long-time client of ours. Fortunately, most of the post-training feedback was in line with what we wanted to hear. Our average is 10%.

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.

5 Most Frequently Asked Questions About Outsourcing Inside Sales

Sales Prospecting Perspectives

The answer really depends on anything from your average ticket price to the titles being called, or to the type and quality of leads being called on. On average, for one full-time inside sales rep, you can expect 8-12 leads to be uncovered per month. The key here is to not be shocked if your outsourced team does not hit 12 leads in month one. How will data, opportunities, etc.

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?