Sales Prospecting Perspectives

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The Sales Dance: Four Steps to a Better Presentation

Sales Prospecting Perspectives

I’m dancing in private at present; soon the whole world will see! Similarly, the basis of the sales presentation comes down to how you perform in critical moments.

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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?

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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.

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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.

B2B Marketing Trends for 2016

magazine, and presented at blogging and social media conferences. B2B Marketing.

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. His presentation was out of the box: it wasn’t about actionable metrics or models or formulas to content marketing success.

Top 7 Reasons Why Inside Sales Reps Fail

Sales Prospecting Perspectives

First call demos and presentations: Rather than spending time conversing with their customer and understanding their true needs and beliefs, these people present vanilla, canned demos that, at best, might be somewhat tailored to their prospect.

Marketing and Sales Alignment or Integration?

Sales Prospecting Perspectives

Customers may then leverage content or experiences developed by marketing to enrich their understanding of the issues, alternatives and possibilities presented by change.

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

Sales Prospecting Perspectives

In this post, I present to you a list of best practices that provide buyers with the fast and efficient buying experience they want and provide you with higher conversions and ultimately more revenue. <

B2B Marketing Trends for 2016

magazine, and presented at blogging and social media conferences. B2B Marketing.

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. In sales, it is crucial to not only sell but to leave a good first impression, sale or no sale.

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

Sales Prospecting Perspectives

In a recent companywide meeting at Ve Interactive US HQ , we discussed Steve Job’s secrets to great presentations. Sales Prospecting Perspectives is pleased to bring you a guest post from Beth Cohen King, Director of Marketing at Ve Interactive.

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The Prospect-to-Buyer Disconnect

Sales Prospecting Perspectives

A 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.”.

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.

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B2B Marketing Trends for 2016

magazine, and presented at blogging and social media conferences. B2B Marketing.

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.

The End Game: How to Create Opportunities Early In Inside Sales

Sales Prospecting Perspectives

Make yourself available and present yourself more like a consultant on LinkedIn. With a family background in sales, it’s no wonder I love competition, organization, and numbers. I like that every month your slate is wiped clean and you have another 30 days to crush your numbers.

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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.

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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?

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. Sales Prospecting Perspectives is pleased to bring you a guest post from Damian Davila, Content Marketing Consultant at idaconcpts.com.

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.

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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.

Your Teleprospecting Question Workbench

Sales Prospecting Perspectives

The right question, posed at the right time, can demonstrate you truly understand the challenge, get a sales presentation back on track or simply allow you to check in on how a prospect is feeling.

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.

How to Develop a Comprehensive B2B Marketing Strategy

Sales Prospecting Perspectives

Third party experts or customers as presenters. 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.

How Trade Shows Can Impact Inside Sales Reps’ Sales Skills

Sales Prospecting Perspectives

The experience gained at trade shows, while at times can be tedious, present some of the most value for inside sales on many different levels and help develop their career skills for success down the road

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.

4 Blogging Best Practices for B2B SaaS Start-Up Companies

Sales Prospecting Perspectives

I 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.

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. You''ll want to present your ideas, engage with others, and educate the people around you.

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.

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

Sales Prospecting Perspectives

At the present time. 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.

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.

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.

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Why Should a B2B Sales Company Have a Facebook Page?

Sales Prospecting Perspectives

Better to be present within the conversation, good or bad, then absent all together! Let''s start off by saying that the B in "B2B" does not stand for boring. B2B companies often have a stigma of being boring and a bit drab compared to B2C businesses.

Why The Nitty Gritty Posting Mechanisms of Facebook Matter

Sales Prospecting Perspectives

If you find yourself following these practices consistently, I recommend taking the next step with the full suite of tips in this presentation I gave at INBOUND, Social Domination: How To Conquer ‘The Big 3’ Social Media Networks.

Inside Sales Reps: Show a Strong Sense of Urgency Like the Bruins

Sales Prospecting Perspectives

For example, they stay late, come in early, present new ideas, develop new messaging templates without being asked, and the list goes on. I love playoff hockey. I especially love it when the Bruins are winning.

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.”

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.

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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.