Sales Prospecting Perspectives

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Is There a Perfect Personality Trait for Inside Sales Reps?

Sales Prospecting Perspectives

Point is, there isn’t a singular personality - introverted or extroverted - that has consistently produced results in B2B inside sales over the years. There''s something to be said for managing different personalities; it makes the workplace more exciting. Often, we underestimate the dynamic personality that every sales person brings to the table.

Be Conscious of Your Personal Online Presence in Inside Sales

Sales Prospecting Perspectives

Businesses consciously take great measures to create and sustain a positive online identity. They want to be found, and once they are, they want to exude a good, lasting impression. In the B2B world, the human behavior that precedes the act of evaluating and buying has changed drastically with the rise of social media and the availability of endless online intelligence.

5 Sales Messaging Mistakes That Will Haunt & Doom Your Sales Process

Sales Prospecting Perspectives

Messaging Personalized Messaging Social Selling Email Prospecting Sales Prospecting voicemail Prospecting B2B Inside Sales Sales Prospecting Tips With Halloween just around the corner, you must be prepared to be scared. However, you know what consistently scares me, year round?

How to Change your B2B Sales Team’s Culture for the Better

Sales Prospecting Perspectives

great way to invoke competition but also maintain an even playing field is by having each rep challenge themselves by trying to beat their own personal goals. Any sales professional, whether you’re a top 20% rep or managing a group with a lot of potential, knows the either detrimental or exceptional effects your B2B sales team’s culture can have on your business’s bottom-line.

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B2B Marketing Trends for 2016

Better targeting, retargeting, and website personalization will replace the omnivore approach. Steve Rayson, Director, BuzzSumo [link] B2B Marketing Trends for 2016 8 Take Content Marketing to the Next Level Personalize Marketing with the ICE Formula Personalized marketing is going to be on steroids in 2016. So, how do you personalize marketing? B2B Marketing. Look for.

B2B Sales Prospecting: Remember to Finish Listening!

Sales Prospecting Perspectives

common mistake that sales professionals make is to believe they know where a buyer is going with an objection before the person has even finished speaking. 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. Covey.

4 Steps to Content Curation for Inside Sales Reps

Sales Prospecting Perspectives

personally use Feedly because it is very user-friendly but there are lots of other options out there. We recommend the 4-1-1 strategy to anyone starting off in content sharing; that means each week you should share 4 pieces of 3 rd party content, 1 piece of original content, and 1 piece of content that displays your personality, such as a favorite quote or funny picture.

5 Ways to Boost Inside Sales Training Reinforcement

Sales Prospecting Perspectives

Everyone’s got a personality, and we want that personality to show on the phone. With the release of AG Salesworks’ new guide The Inside Sales Manager’s Guide to Sales Team Training featuring Josiane Feigon of TeleSmart, AG has learned that training is not just about the event. It’s a process that has to be perfected during, before, and after that event. Training has to be fluid.

6 Email Prospecting Tools Every Inside Sales Rep Should Be Using

Sales Prospecting Perspectives

Email templates are helpful when sending out messages to mass recipients, but customizable templates are even more helpful for tailoring and personalizing your initial message for the prospect’s experience. 2. As an inside sales rep, your call plans most likely include effective email prospecting strategies. You’re inundated daily by messages from clients, prospects, marketing, and more.

B2B Marketing Trends for 2016

Better targeting, retargeting, and website personalization will replace the omnivore approach. Steve Rayson, Director, BuzzSumo [link] B2B Marketing Trends for 2016 8 Take Content Marketing to the Next Level Personalize Marketing with the ICE Formula Personalized marketing is going to be on steroids in 2016. So, how do you personalize marketing? B2B Marketing. Look for.

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

Sales Prospecting Perspectives

They’re sent from a real person , ideally through a customer relationship management (CRM) tool, and they’re customized based on the prospect’s needs and past behaviors. The templates should be created in partnership with marketing so they reflect the brand consistently while still delivering the personal touch. Marketing emails lure the leads, and sales reels them in.

The Evolution of the Sales Role

Sales Prospecting Perspectives

Whether calling upon buyers’ emotions, building trust, overwhelming the buyer with pseudoscience, or using psychological tactics, the person’s performance, rather than the product or service itself, was largely responsible for the sale. 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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Are You Too Accommodating As An Inside Sales Manager?

Sales Prospecting Perspectives

We all have the tendency to waste time and emotional energy talking about a situation or a person that is an issue for us, rather than just addressing said situation or person directly. About a month ago, I talked about the challenges I''ve faced when managing conflict and I offered a couple of ways to address these obstacles that I’ve learned over the years. Innovate or die, right?

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A Breakdown of the Top 5 Sessions for Content Marketing at INBOUND14

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The Change I’ll Make: Write to one person. It was about how you, personally, can be productive in content marketing and turn “some day” into today. Two weeks ago, I entered the Boston Exhibition and Conference Center in awe. It was my first time at HubSpot’s INBOUND Conference, and as a content marketer just starting my career in marketing, there was certainly a lot to take in.

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

Sales Prospecting Perspectives

Generally, to some degree, we “care” about the person we are talking to–even if only it’s a passing conversation. 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. Annually, billions are invested in sales skills training. What close should I use?”.

B2B Marketing Trends for 2016

Better targeting, retargeting, and website personalization will replace the omnivore approach. Steve Rayson, Director, BuzzSumo [link] B2B Marketing Trends for 2016 8 Take Content Marketing to the Next Level Personalize Marketing with the ICE Formula Personalized marketing is going to be on steroids in 2016. So, how do you personalize marketing? B2B Marketing. Look for.

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

Sales Prospecting Perspectives

The person you are shadowing may be able to give you some insight and provide you with tips and advice. So one of the most useful tips I can provide would be to add personality to your messages and conversations. 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? Warm it up!

4 Reasons to Switch to an Inside Sales Model

Sales Prospecting Perspectives

While in-person meetings will never fully go away, the trend toward a remote selling model is undeniable. Imagine a field rep -- we’ll call him Michael -- is talking to a key decision maker at an in-person meeting. In person, Michael also can’t view sales scripts featuring key statistics and proven closing language. They also typically carry increasingly large quotas.

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How Empowerment Can Rejuvenate Your Inside Sales Organization

Sales Prospecting Perspectives

used to be like that to a degree and to be honest, these people aren’t the best managers, and are most likely micro-managers. I am the first person to provide guidance for reps and offer support, reminders, etc. Inside Sales Reps: What Are Some of Your Personal Goals It plays a very large role when it comes to motivating sales reps and it’s a great way to better your team as a whole.

8 Opportunities for Quality Conversations in Inside Sales

Sales Prospecting Perspectives

Whatever the purpose of your email, you’re contacting them for a reason – do your research and personalize it a bit! personal favorite of mine is the calendar invite. An operator’s responsibility is to connect you with the person you are looking to contact. Or maybe the person you are looking for has been replaced by someone else. Leave effective prospecting voicemails.

How to Control a Quality Conversation in Inside Sales

Sales Prospecting Perspectives

Awkward pauses are something that every person tries to avoid. Personally, I use this to my advantage in my daily conversations. 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. Well, most acquaintances would probably be a little alarmed about how energetic I can be and how much I can talk.

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

Sales Prospecting Perspectives

For B2Cs, this can mean sending retargeting ads based on searches, sending re-marketing emails offering promotions and personalizations, and providing real-time artificial intelligence chat boxes to provide promotions and additional questions to help the site visitor click: “Buy Now.”. Use your e-commerce site as a personalized salesperson. Make the experience customized and personal.

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4 B2B Sales Prospecting New Year's Resolutions for 2015

Sales Prospecting Perspectives

Although resolutions are key to personal growth and success, they can also be used in the workplace to motivate and encourage success for the upcoming year. Just as people set personal goals for the new year, so do the companies that you are calling into. Look at the new year as an opportunity for personal growth and development in the workplace. Have a positive attitude.

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

Sales Prospecting Perspectives

He has personally built Social Selling solutions in nearly every industry, ranging from start-ups to Fortune 500 corporations. 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. hasn’t become the objection anymore.

30 Seconds or Less: 10 Best Practices for Delivering an Efficient Buying Experience

Sales Prospecting Perspectives

Voicemails are torture, even for personal ones. Sales Prospecting Perspectives is pleased to bring you a guest post from Craig Rosenberg, the Funnelholic and a co-founder of Topo. Follow him on Google+ or Twitter. Whenever we think of sales and marketing efficiency, we typically focus on what we can do internally. At my day job with TOPO , I have interviewed hundreds of buyers. Can you?

My 4-Step Process to Marketing Research for Content Creation

Sales Prospecting Perspectives

Keep a growing list of quotes on the topic, and make sure to cite the person. 3) Know your Google tips and tricks. If you’re a content marketer, you know how important it is to produce interesting and relevant content. If you’re a content marketer for the B2B space, you know how important it is to produce content that’s also fact-driven and referral-worthy. The problem? Just hit subscribe!

How to Increase Employee Retention in Inside Sales

Sales Prospecting Perspectives

Besides the obvious response, "money," it came down to 3 basic things: 1. "My bosses actually care about me doing well and we receive personalized feedback from them." Be as real as you can be. Give personable and honest feedback. Employee retention seemed to be a taboo subject at my old sales jobs. If sales managers didn’t speak about it, the problem would simply not be a problem.

Inside Sales Reps: First Impressions are the Most Important

Sales Prospecting Perspectives

explained I was not interested in buying his product and I was interested in joint marketing efforts with his company so he said he''d refer my contact information to the correct person – which was very nice of him, one point for him! recently attended a marketing event in which my company sponsored a booth. called the gentleman right back and this is what was said. Yes, hello Megan. Really.

7 Things I Want My Inside Sales Team To Know For 2014

Sales Prospecting Perspectives

What they owe me in return is to be dedicated employees who will hold themselves accountable for what they do every day. 2) I will encourage professional and personal growth. I''m always going to be surrounded by people who are thirsty for knowledge and growth. As I take stock of the great year 2013 turned out to be, my mind of course is now beginning to shift to 2014.

4 Quick Research Tips to Build a Warmer Pipeline for Teleprospecting

Sales Prospecting Perspectives

In a sales world that’s becoming more social, it’s more important to target and personalize your messages to prospects, setting yourself apart from the rest and refusing to provide "another sales pitch." 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. Instant warm introduction.

B2B Social Selling: Sales Megaphones or Conversation Drivers?

Sales Prospecting Perspectives

Personally, my number one pet peeve is when someone forgets their manners! This way, you''re not limited to 140 characters per response, and you don''t make people grumpy by dominating a discussion and having a full sales conversation between you and another person. Over the past year, social selling has become one of the hottest topics. Consult and offer advice.

Needs-Based Marketing for Executive Buyers Today

Sales Prospecting Perspectives

This will ensure that you actually have a highly qualified person on the phone that would be a good fit for your solution in the first place. 2) Listen to the signals. 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.

4 Ways Inside Sales Reps Are Like Hunger Games Tributes

Sales Prospecting Perspectives

Each person has their own experiences and talents, which can give them a unique advantage during competitions. Sales Prospecting Perspectives is pleased to bring you a post from Patrice Morrison , a Business Development Representative at AG Salesworks. I’ve seen inside sales described using many analogies. Here are four: 1) Drive. At AG, we enjoy weekly and monthly competitions.

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Is Cold Calling More Difficult than Closing?

Sales Prospecting Perspectives

Basically we feel offended and "take it personally" when we aren''t able to close a deal. Recognizing that 90% of your activity will result in a no, there is never any point in taking it personally. then that’s just one more person to take off the list and another good prospect to add. Some would argue that cold calling is more difficult than closing a deal. Assume the worst.

6 Reasons Inside Sales Reps Should Start Exercising Before Work

Sales Prospecting Perspectives

Exercising before work will make you a more productive person while at work. You gain more personal time after work. I know a lot of people who go to the gym regularly after work, and I myself have always followed that familiar routine. So why make the move and exercise before you go to work? You''ll gain an incredible amount of energy after a workout.

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Inside Sales Reps: Why Everything IS in Your Control

Sales Prospecting Perspectives

They weren’t put there as a personal vendetta against us. If it had not happened to you, it would have probably happened to the next person behind you. I use Facebook. So do you. Your dog, or one of your friend’s dogs, probably has its own account. I don’t really know why I keep using it. Does anyone really know, though? My favorites are the self-pity posts. It happens.

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The Sales Dance: Four Steps to a Better Presentation

Sales Prospecting Perspectives

Building rapport, determining the pain, finding personalized value, asking for the sale: these are the critical moves. Don’t be that person. AG Salesworks is pleased to bring you a guest post from Jeff Shore , an in-demand sales expert, author, speaker and executive coach. Learning to dance the East Coast Swing has long been on my bucket list. Get Good Instruction. And some more.

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Sales & Marketing Alignment: 3 Ways to Close the Gap

Sales Prospecting Perspectives

Here are some ideas: Have representation in key meetings (e.g., a sales person joins key marketing meetings, and vice versa). AG Salesworks is pleased to bring you a guest post from Janelle Johnson , Director of Demand Generation at Act-On Software. For sales and marketing teams, reaching across the aisle can be a foreign concept. In some cases, that’s putting it mildly. Don’t cooperate.

Cold Case: Finding the Right Contact in Inside Sales

Sales Prospecting Perspectives

If you have a person listed as the IT Director, make sure they are indeed the IT Director and not actually some Java Developer in the U.K. Before you get transferred to their extension, connect with the Admin (if applicable), to confirm if that specific person would be the best to speak with. This ability separates someone who is average and someone who excels. Follow the Trail.

The Gender Gap: Hiring Women in Inside Sales

Sales Prospecting Perspectives

They didn''t focus on fitting me to the "ideal sales personality.”. As an inside sales manager, I try to use my few minutes of downtime to read articles related to my field. When I open the “news” section of my LinkedIn, almost all of the recommended articles revolve around professional women. The list goes on and on. There was a running joke when I started at AG almost three years ago.

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