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.

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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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?

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.

Content Marketing Playbook: Strategy and Roadmap

storytelling assets. D: Conducting a gap analysis to identify the topics, per- spective, or voice that present opportunities to reach. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 2: Strategy and Roadmap Copyright © 2015 Contently. All rights reserved. contently.com By Joe Lazauskas ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY2 I. publisher.”

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.

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?

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. < 10 seconds to respond to someone in your live chat – As a consumer, I love live chat. Follow him on Google+ or Twitter. At my day job with TOPO , I have interviewed hundreds of buyers.

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.

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 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.

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."

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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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.

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

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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.

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.

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."

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!

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. Sales Prospecting Perspectives is pleased to bring you a guest post from John Jantsch , a marketing consultant, speaker, and the acclaimed author of several bestselling books.

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. Let’s just get this out of the way first and foremost: You don’t really need a college degree to get into sales.

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."

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. It doesn’t matter if we work in B2B sales and marketing or provide sales and marketing for B2C clients. And why should they continue to care?

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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.

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.

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. like that every month your slate is wiped clean and you have another 30 days to crush your numbers. But not only is sales a month-to-month game; it''s also quarterly and yearly. Send out a mass email campaign.

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.

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.

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.

How a Strong Company Culture Will Boost Customer Service Levels

Sales Prospecting Perspectives

which is clearly present in all interactions with their clients. Ever have a poor customer experience at Starbucks? haven’t. I am always extremely satisfied when I leave there. From the moment you walk in, every employee smiles from ear to ear, they have a ton of energy, and if they mess up your order or take longer than expected, they give you a free drink, no questions asked.

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 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 Sales Prospecting Perspectives is pleased to bring you a post from Evan O''Toole , a Business Development Representative and social media team member at AG Salesworks. Public Speaking.

Social Selling Tips For Insides Sales Reps From The Dunphy Family

Sales Prospecting Perspectives

Modern Family presented a scenario that I, as a high level internet creeper, could relate to. Today, you can learn a lot about a person without ever meeting them, simply by checking out their various social media accounts. You can find out what someone’s favorite bands or films are from their Facebook, see pictures of what they had for lunch on their Instagram, and learn where they work and what they do from their Linkedin profile. Classic! Claire Dunphy and her brother-in-law Cameron have been working together to flip a house and the time has come to put the home on the market.

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.

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.

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.

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. especially love it when the Bruins are winning. As the Bruins continue through another series against the Penguins, you can easily see their sense of urgency – and it always begins right at game one of each series. Do the unexpected.

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.

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. Inevitably, the discussion narrows to MQL’s and SQL’s. The alignment discussion inevitably focuses on gaining agreement on the definition and metrics surrounding these two metrics. We must work truly collaboratively.

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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 Reasons to Delegate When Managing Your Inside Sales Team

Sales Prospecting Perspectives

An example of this would be to have certain individuals on your team come up with a new script, email or voicemail and have them present to you and the team. If you present them with more responsibility, they will rise to the challenge and I can guarantee you will see an increase in their performance as well. About a year ago as I was frantically running through the office looking overwhelmingly stressed from my workload, my boss said to me, “Not to be mean, but you are bringing this on yourself.” At first I was completely thrown off by his comment. thought – the nerve !

Are Social Selling and Cold Calling Mutually Exclusive?

Sales Prospecting Perspectives

My portion of the presentation had more to do with setting up an effective inside sales team, but I did field some interesting questions at the end of the webinar. I had the opportunity last week to participate in a webinar AG hosted with Hootsuite and Salesloft about setting up an effective work process. T he recording can be downloaded here. Short answer: It hasn''t.

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.