If not, just understand that for 5 days a week and at least 8 hours a day your company is your “present”. A colleague of mine recently discussed the 7 bad habits inside sales people practice. So in this edition, we’ll flip the coin and take a look into the actions and habits that make Business Development Reps successful. Prospect companies and accounts, not people. Successful sales reps will get a fresh list and immediately sort it by Company/Account in their CRM. They don’t call down a list of people and go from one on to the next mindlessly. Track yourself in several ways. MORE >>

Tell them that you will present them with two to three topic options, let them choose the topic so that they are in control over what they share with their readers. For those of you present and active on Google Plus, you can add a Google Author Tag to that section as well. Sales Prospecting Perspectives is pleased to bring you a guest post from Ryan Corey , founder and COO of Sales Rep Marketing which provides online marketing and personal branding services for sales professionals. However, there is another way that you can use that membership to your advantage. this blog post). MORE >>

I was lucky enough to be one of the 2712 people who were able to attend this years Inbound 2012 Conference presented by HubSpot. It was a phenomenal conference, full of informative presentations and a great list of keynote speakers. The one thing you walked away with when you left, other than the 100 new applications being released as part of HubSpot3, was that there is a monumental shift in marketing and the way we need to approach prospects. More on this seismic shift in another post, but for now, here are some great takeaways from this years conference. MORE >>

If this skill isn’t present, it is highly unlikely that the rep will have much success. What does teaching someone how to ride a motorcycle and training a new inside sales rep have in common? On the surface they may seem worlds apart. For many years I have been involved in training new motorcyclists, coaching them on the basic skills required to ride a motorcycle and eventually more advanced skills, but all built on a foundation of the basics. There is a logical process and each skill learned allows the student to progress to the next basic skill. So what basic skills are required? MORE >>

completely agree with Trish’s list, and here are a few more competencies I would add from my perspective: Have the desire to innovate – not only willing to try new techniques, as Trish describes in #7, but also excited to uncover new techniques/tools and bring these new ideas to the table to present to management with confidence. Have the ability to persevere, regardless of obstacles that present themselves. My husband and I have been considering purchasing a new home. Every Sunday we go to open houses and review our “must haves” before entering each house. MORE >>