Sales Prospecting Perspectives

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The Sales Dance: Four Steps to a Better Presentation

Sales Prospecting Perspectives

Getting over yourself = getting better at what you do. I’m dancing in private at present; soon the whole world will see! 3. Similarly, the basis of the sales presentation comes down to how you perform in critical moments. Overly aggressive, intense, serious, bored, or annoyed salespeople bring all of those feelings to the sales presentation and they quickly spread to customers.

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10 Things Master Salespeople Do to Sweep Away Skepticism and Close Sales

Sales Prospecting Perspectives

In short, presentations must be loaded with convincing evidence to prove your product is reliable. Sales Prospecting Perspectives is pleased to bring you a guest blog from Demian Farnworth , Chief Copywriter at Copyblogger Media. To close a sale, a prospect needs to commit to buy (plus a few other steps, but that commitment is crucial). What factors contribute to commitment?

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B2B Sales Prospecting: Remember to Finish Listening!

Sales Prospecting Perspectives

The Sales Dance: Four Steps to a Better Presentation AG Salesworks is pleased to bring you a guest post from Jeff Shore , an in-demand sales expert, author, speaker and executive coach. Most people do no listen with the intent to understand, they listen with the intent to reply.”. Stephen R. Covey. The temptation is to be formulating an answer to a question that hasn’t yet been asked.

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

Sales Prospecting Perspectives

Ekaterina Walter ( @ekaterina ), author of The Power of Visual Storytelling , presented on the future of storytelling in marketing. Jake Sorofman ( @jakesorofman ) of Gartner shared some insights that expanded upon Ekaterina’s presentation: content marketing and the structure of stories that stick. Two weeks ago, I entered the Boston Exhibition and Conference Center in awe.

B2B Marketing Trends for 2016

magazine, and presented at blogging and social media conferences. B2B Marketing. processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. through their own research, without talking to sales—until late in the journey. They expect content to be relevant, easy to find, and mobile- friendly. know which half."

Inside Sales Reps: First Impressions are the Most Important

Sales Prospecting Perspectives

It is obvious that even in big companies today, organization and communication skills need to continuously be fine-tuned so that you can present your company in the best light possible. 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.". Yes, hello Megan. Really.

How Marketing Can Collaborate with Sales to Create Engaging Content

Sales Prospecting Perspectives

Tracking how prospects engage with sales content like presentations, proposals and contracts keeps sales teams on top of pipeline activity; it also shows sales which kinds of content closes deals. Sales Prospecting Perspectives is pleased to bring you a guest blog from Sharmin Kent , Marketing Content Specialist at TinderBox. But that''s much easier said than done. Let sales take the lead.

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4 Communication Tips for Ramping Up a New Inside Sales Client

Sales Prospecting Perspectives

Take notes and show sincere interest in the ramp up materials presented to you. Ramping up on a new project can be stressful for business development and inside sales reps. There are many different marketing materials they need to read, and processes they need to understand, before they’re able to start prospecting. Training is rigorous and ongoing. Actively Listen. Ask Questions.

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Needs-Based Marketing for Executive Buyers Today

Sales Prospecting Perspectives

But once you get to that buyer, are you presenting the right message and offering true solutions to their business problems, or are you pushing a set of product features trying to fit their needs into your product specs? It’s no secret that the buyer’s journey has changed. There have probably been equally as many articles written on getting to the right buyer at the right time.

B2B Marketing Trends for 2016

magazine, and presented at blogging and social media conferences. B2B Marketing. processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. through their own research, without talking to sales—until late in the journey. They expect content to be relevant, easy to find, and mobile- friendly. know which half."

Sales and Marketing Alignment Equals More Revenue

Sales Prospecting Perspectives

AG Salesworks is pleased to present you with a guest blog post from Brian Serino , SVP of Sales and Business Development at NetProspex. We’re all familiar with the deep-rooted battle between sales and marketing. It goes something like this: sales blames marketing for their inability to produce quality leads, while marketers fault sales for their lack of lead management skills.

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How to Develop a Comprehensive B2B Marketing Strategy

Sales Prospecting Perspectives

Third party experts or customers as presenters. series of e-books and/or white papers that reflect the unique competitive and added value of this solution. A set of case studies, both written and video testimonial style, that present the value added benefits, return on investment, as well as the total cost of ownership advantages the customer experienced by deploying the solution.

4 Blogging Best Practices for B2B SaaS Start-Up Companies

Sales Prospecting Perspectives

attended HubSpot’s Inbound ''14 earlier this year, and I made it my mission to see Rand Fishkin of Moz talk about SEO practices to love & practices to leave ( see his presentation here ). I follow a few key topics on Quora , and I try to answer a question over there at least once a week. Write helpful content. I see a lot of SaaS blogs that only feature their product. No, no, no!

Go to that Awkward Place and Ask Prospects the Tough Questions

Sales Prospecting Perspectives

This idea is counterintuitive to most sales teachings because usually the goal is to make prospects comfortable enough to listen to your presentation or consultative dialogue, and then to make a “yes” decision if they realize it will benefit them. They may have needed your solution but did not presently see or understand the benefit of the solution. This is his blogging debut.

How to Become a Thought Leader In Your Industry

Sales Prospecting Perspectives

And it''s not only about having these ideas: it''s about presenting them, too, in a variety of different ways. Present alternative ideas, and prove that they actually make sense. Now, I don''t want everyone to think I''m presenting a clear-cut formula for becoming the next thought leader. You''ll want to present your ideas, engage with others, and educate the people around you.

B2B Marketing Trends for 2016

magazine, and presented at blogging and social media conferences. B2B Marketing. processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. through their own research, without talking to sales—until late in the journey. They expect content to be relevant, easy to find, and mobile- friendly. know which half."

5 B2B Marketing Thought Leaders Share 2015 Trends and Predictions

Sales Prospecting Perspectives

In addition, do-it-yourself tools, such as Canva , HaikuDeck and the newest presentation features from Slideshare, made it easier and faster to execute marketing ideas in 2014, while keeping it high quality. What marketing trends are you implementing in the New Year? Last week, we spoke with 5 B2B sales thought leaders who shared their 2014 trends and 2015 predictions. Jay Gaines.

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How to Write: A Grammar Guide for Marketing Content and Sales Emails

Sales Prospecting Perspectives

At the present time. I’m getting exhausted just typing these long-winded phrases! Instead of writing "at the present time" and sounding convoluted and pretentious, write “now.”. I’m often surprised by how many awkward phrases, spelling mistakes and grammar blunders I see on the Internet. definitely don''t reply to them. and focus on the ones you might not. Avoid Redundancy. Too many.

How to Prepare For Client Calls in B2B Organizations

Sales Prospecting Perspectives

If you are doing a screenshare, make sure only the necessary windows are present. Preparing for a client call in B2B sales takes a minimal amount of time and can greatly impact the quality of your client relationship. What time is the call scheduled? Who will be included? What are the topics that will be discussed? What reports do you need to pull? These are just a few simple questions you can ask yourself to feel better prepared before you hop on a call with your client. Here are some of my best tips for preparing for client calls, as well as a sample client call itinerary. The Details.

How to Handle Objections as Opportunities, not Roadblocks

Sales Prospecting Perspectives

Not only do these conversations equip you with valuable market intelligence that you can leverage in similar future conversations, but it also gives you an opportunity to present your product''s advantages and benefits. Sales Prospecting Perspectives is pleased to bring you a post from Tiffany Fenore , a Business Development Representative at AG Salesworks. They have a homegrown solution.

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Integrating Social Media Listening Into The Sales Process

Sales Prospecting Perspectives

Syncing these two powerhouses not only creates a spark for your internal staff, but it also presents to the client a unified team that is paying attention from the start. Sales Prospecting Perspectives is pleased to bring you a guest post from Christine Rochelle , Integrated Marketing Manager at lotus823. The focus is on building a relationship, not rushing to close down a lead. Bonus tip?

Start Smiling! Optimism Techniques for Inside Sales Reps

Sales Prospecting Perspectives

Use a thought-stop­ping technique such as snapping a rubber band on your wrist or focusing on your surroundings i f you start to recognize pessimistic thoughts creeping in when you’re nervous about a call or about giving a new presentation. How often do you hear someone say, “Optimism sells.” How about, “Be more optimistic!” In sales, optimism is essential for success. Accept self-defeat.

Be Bold: Delete Your Frustration

Sales Prospecting Perspectives

Maybe your presentation is going great and the clients are enthusiastic and responsive. Now, apply this approach to your sales presentation: determine ideal mental states, delete your frustrations, and take small, continual steps toward the ideals. AG Salesworks is pleased to bring you a guest post from Jeff Shore , an in-demand sales expert, author, speaker and executive coach.

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3 Mistakes to Avoid When Outsourcing Your Lead Generation Program

Sales Prospecting Perspectives

Whether you are planning to outsource your teleprospecting programs or if you are working with a qualification team internally at your organization, it’s important to trust the team and be open to any new ideas and processes they present. I am so lucky when it comes to clients. I am fortunate enough to work with individuals who truly value what we do and trust our processes.

6 Tips for Executives to Align Sales and Marketing Teams

Sales Prospecting Perspectives

In the same vein, marketing should help sales by delivering messaging, and if appropriate, presentations that are highly targeted to the buyer. It’s no secret that sales and marketing teams sometimes don’t get along. One department blames the other, backstabbing business politics ensue, and then your office is full of frowning faces and sneering comments. But that doesn’t have to be the case! By aligning sales and marketing towards a certain goal with a specific philosophy, both departments will learn how to work together, creating office harmony and generating quality revenue.

4 Ways to Use Data to Determine the Best Time to Cold Call

Sales Prospecting Perspectives

Presenting solutions to problems companies didn’t even know existed ensures that you’re first in the door and most likely will get the sale. 4. Salespeople are always looking for the holy grail when it comes to making cold calls. They can sort their lists, segment criteria but what’s most important? Here are 4 ways to use data to determine when to pick up the phone: 1. Not necessarily true.

Sales Prospecting Perspectives Weekly Recap - Week of October 25, 2013

Sales Prospecting Perspectives

TOPO examines the 10 Ways Sales Can Deliver a Great Buying Experience in a presentation by Scott Albro. However, it’s possible to teleprospect in an inbound sales process, by properly targeting your accounts, prospecting your leads, connecting with them, and overall presenting an air of helpfulness, not pushiness. Good morning, Sales Prospecting Perspectives Readers.

5 Tips for Mentoring the Millennial Generation in Inside Sales

Sales Prospecting Perspectives

Train millennials on their “soft” skills, such as communication, business and email etiquette, and presentation-making, and cater to different learning styles by offering multiple training formats, including downloadable modules, interactive group sessions and mentor pairing. By the end of the decade, millennials will encompass 50% of the workforce. Not only will they be employees, they will also be customers. They’re changing the workplace with adaptive views on feedback, mentoring programs and socialization. People respond better when they’re trusted. That knowledge should be enough.

4 Ways to Maintain and Retain Inside Sales Client Relationships

Sales Prospecting Perspectives

Sharing minor successes and good conversations you’ve had with a rep, or patterns you’ve come across while prospecting with the client, is a good way to show your client that you’re still working hard, even if opportunities aren’t immediately present. Client retention is critical to a business''s success. Over the years, I have had a long, profitable relationship with several clients.

The Top 5 Frequently Asked Questions About Teleprospecting Scripts

Sales Prospecting Perspectives

Make sure that the appropriate people who need to be on the next step are available and present and that their budget and timeframe are also a match. It’s the second full week of 2014 and our client implementations are in full effect as we kick off the New Year. As you can imagine, one of the biggest components to ramping up these implementations is script development.

What is a Realistic Number of Cold Calls to Make on a Daily Basis?

Sales Prospecting Perspectives

It was almost as if they wanted us prepped for a big presentation. There is nothing better than a sales manager who can speak from real experience when providing advice. It can be very difficult to relate to a boss who seems like they need to refer to a sales instruction manual. equate cold calling to going through basic training. The numbers seemed to vary wildly.

The A to Z of Inside Sales Training [Infographic]

Sales Prospecting Perspectives

If you’re not present and, more importantly, contagiously enthusiastic through each phase of the training process, you’re doing your inside sales team a disservice. With inside sales training tactics advancing every day, it’s important for managers to stay up to date on the latest training news. And the people who can help the most with that task may be closer than you think. Happy training!

Why Mad Men Marketing is Moot: Account Managing in the Digital Era

Sales Prospecting Perspectives

Very few of today’s account executives spend time prepping presentations. In order for the benefits of the agency’s proposal to become clear to the client, the AE needs to spend time on how to present them in a way that truly speaks to the client (Trend #2) and that demonstrates the potential for market success (Trend #1). What is an AM to do in these modern times? Takeaway Point.

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

Sales Prospecting Perspectives

The next-best-lead is routed into your sales rep’s queue and automatically presented to them; all they have to do is start the sales call. Automates a customizable workflow that presents the next best call. Platform automates workflow that presents the next-best-call. Here is a statistic that may give you a jolt: “only 25% of leads are legitimate and should advance to sales.”

The Epic Rise of Video in Sales

Sales Prospecting Perspectives

The alternative has mostly been to set up a conference bridge, email over a slide deck or Powerpoint presentation or get on the phone to sell. Just tossing over a PowerPoint presentation and hoping that will close a deal will be as cool as wearing a Hello Kitty backpack on your first day of high school. Still shots and slides will be far and few between.

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3 Reasons to Stop Hesitating When Adopting Social Collaboration Tools for Your Sales Organization

Sales Prospecting Perspectives

No matter how hard my boss has pushed it, I just couldn’t get myself to fully adopt the tools he was presenting. Like anything you roll out to your sales organization, the issue of adoption always presents itself. I’ll admit it. think I have been avoiding the usage of collaboration tools for a number of years now. would test it out for a few weeks and then would stop because I wasn’t recognizing the true value. You may have been in the same boat as me. just kept using the excuse, “I have my email to manage that.” It was like every inside sales manager’s dream. What about you?

10 Things Fast Food Employees Can Teach Inside Sales Reps

Sales Prospecting Perspectives

Inside sales reps may find they’re in a situation that needs problem-solving, too, either because of their own mistake or a challenge presented by their prospect. “At least you’re not working at Burger King anymore,” my dad sighed at the dinner table. My first paid job was at Burger King. Eventually, I quit Burger King. But then I needed a summer job, and I returned to fast food. Stay happy.

The Prospect-to-Buyer Disconnect

Sales Prospecting Perspectives

client of mine presented a difficult but common challenge this week: “We’re seeing the same numbers of prospects as we have over the past several months; we’re just not converting the sales.”. AG Salesworks is pleased to bring you a guest post from Jeff Shore , an in-demand sales expert, author, speaker and executive coach. Been there? Oh, that it were so easy. The Pain Motivation.

Sales Prospecting Perspectives Weekly Recap - Week of November 15, 2013

Sales Prospecting Perspectives

With prospects bombarded by content every day, it’s important to learn how to get your content caught by the B2B buyer’s filter Use a pass-along strategy, where relevant information is passed between colleagues, or present webinars through associations they belong to. Good afternoon Sales Prospecting Perspectives Readers! We hope you had a great Friday. With the holidays just around the corner, sales reps are calling prospects left and right hoping to reserve a place in their prospect''s 2014 budget. We’re excited about Thanksgiving and Christmas, as evident by this Instagram picture.

Supercharge Your Sales and Marketing Vocabulary

Sales Prospecting Perspectives

From breakthroughs to benefits and from profits to process , the words used to present your product or service to prospects are instrumental to your success. Sales Prospecting Perspectives is pleased to bring you a guest blog from Greg Klingshirn , Content Marketing Manager at SalesLoft. First impressions are far more valuable to engaging a potential customer than you may think. You (Not I).

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