Sales Prospecting Perspectives

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How to Use Social Selling for Pre-Call Research in B2B Inside Sales

Sales Prospecting Perspectives

Sales Prospecting Strategies Social Selling Research B2B Inside Sales Sales Communication What is B2B social selling? There are many definitions, such as using social media outlets like Facebook, Twitter, Pinterest, etc., to spread the word about products and services to potential customers and clients. In fact, it’s something you’ve probably done in the past without realizing it.

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

Sales Prospecting Perspectives

Amidst cold calling, emailing and researching, sales teams often forget to smile and to just have fun. 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. Create an Atmosphere of Healthy Competition. Provide Transparency.

My 4-Step Process to Marketing Research for Content Creation

Sales Prospecting Perspectives

Every Friday, there’s a new deadline: Research done, Outline done, Rough Draft done, Final Draft done, and Design done. Let’s talk about the first process in my content marketing efforts: research. hesitate to call this marketing research. This is the process of finding marketing research, insights, and quotes from professionals that benefit your readers. The problem?

How to Influence B2B Sales Prospects (Without Annoying Them)

Sales Prospecting Perspectives

Highlight well-known customers, gain support from industry experts, and underline research and statistics. If you’re selling something, you need to be persuasive. But you don’t need to be annoying. Case in point: I was at the gym the other day, in the middle of a sweaty elliptical workout, when a trainer came over and asked if my name was Christine. While I was out of breath. Reciprocity.

Content Methodology: A Best Practices Report

Product and research divisions can provide dynamic. Testing and Optimization 33 Content Methodology: A Best Practices Report This report is based on research and a methodology by. case studies, research from Altimeter Group, and external. sources such as company websites, industry publications, and secondary research. Content. Methodology: A Best. All rights reserved.

How to Have an Effective First Conversation When B2B Teleprospecting

Sales Prospecting Perspectives

You only have your phone, your research, and your CRM to back you up. I believe one of the most challenging aspects of sales teleprospecting is the first conversation. You have less than a minute to prove yourself as a trustworthy sales rep. Below are some tips that I can offer based on my experience: 1. Don’t waste time with the wrong person. Eliminate fluff. Avoid product dumping.

AG Salesworks Launches Sales Development Certification Program

Sales Prospecting Perspectives

The sales development certification is built on a skills benchmarking tool that tests users on their overall sales development aptitude by focusing on five core competency areas: prospecting strategy, research strategy, lead qualification, messaging and objection handling. It’s been a crazy 18 months for the QuotaFactory and AG Salesworks teams. Marlborough, Mass. About AG Salesworks.

10 Inside Sales Lessons Learned Over 10 Years at AG Salesworks

Sales Prospecting Perspectives

You rarely get very far when cold calling if you dont do your research and have a mental game plan before each and every dial you make. 6. Last week was my 10-year anniversary at AG. At times, 10 years seems like eons ago, but honestly most of the time it truly feels as if time has flown by. In effect, these guys would best be described as anti-CEOs. Get out of your office! Be nice.

Buyer Personas and Company Goals: How to Research Your Marketing Plan

Sales Prospecting Perspectives

Once the research on the buyer personas is complete, the logical next step is some additional research into the goals of the company, not just revenue goals, but the long-term vision and strategic plan for the company. Editor''s Note: This blog post is an excerpt from the eBook Marketers Making a Difference: Volume 3 about creating a comprehensive B2B marketing strategy.

Evangelizing a Content Marketing Program

numbers, as Altimeter explains in their excellent “Cul- ture of Content” research report: “Companies that evangelize, reinforce, and institution- alize the importance of content throughout and beyond. Those numbers aligns with our own research from. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. All rights reserved. Introduction 4 II. The hotel giant.

The Big List of Inside Sales Messaging Statistics

Sales Prospecting Perspectives

Relevant emails drive 18 times more revenue than broadcast emails (Jupiter Research). Sales managers, how often are you evaluating your inside sales team’s messaging techniques? You may have given them the tools to get started, but are they able to craft their own templates for emails voicemails? Are you constantly training them on new social selling techniques? Want that toolkit? and 5 p.m.

How to Leverage Your Twitter Profile for Social Selling

Sales Prospecting Perspectives

Allow buyers to continue researching you by adding your LinkedIn profile and/or blog to your Twitter bio. AG Salesworks is pleased to bring you a guest post from Emma Snider , staff writer for the HubSpot Sales Blog. Twitter is all about clarity and brevity. Want to express a thought that’s longer than 140 characters? Tough luck. When prospects ask “What is this call about, anyway?”

A Structured Day in the Life of an Outbound Prospecting Rep

Sales Prospecting Perspectives

You could also build out an organization chart (allowing you to reach more decision-makers on each account that you call) or research new prospecting email templates to experiment with. Sales Prospecting Perspectives is pleased to bring you a guest blog from Gareth Goh , Content Marketing Manager at InsightSquared. Provide them with the structure they need to really do their jobs well.

B2B Sales Prospecting: Remember to Finish Listening!

Sales Prospecting Perspectives

In a crowded field of sales experts and training programs, Jeff Shore stands out with his research-based BE BOLD methodology. 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. Stephen R. Covey.

Top 5 Email Prospecting No-Nos

Sales Prospecting Perspectives

What I have learned, though, is what doesn’t work, so without further ado, here’s my list of Top 5 Prospecting Email No-No’s: Skipping Your Research – I can’t tell you how many emails I get on a weekly basis of people looking to sell me stuff. The point is, don’t skip your research, otherwise you end up looking like a fool. Can I let you in on a little dark secret of mine? Every.

Content Marketing Playbook: Strategy and Roadmap

STEP TWO: As you spend time researching each publisher’s ap- proach to content, make a list of: • Audience types those publishers are targeting. 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.

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

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Cari Zoch , Marketing Manager at Avention , a company that offers real-time, actionable B2B data to deliver 21st century business info, solutions for sales, marketing and research. Salespeople are always looking for the holy grail when it comes to making cold calls. Call when there’s a fit. Not necessarily true.

Obscurity: The Biggest Challenge in Sales

Sales Prospecting Perspectives

They’re using a myriad of social networking tools like LinkedIn, Twitter, Google + and so on, to do a significant amount of research. Sales Prospecting Perspectives is pleased to bring you a guest post from Amar Sheth , Principal at Sales for Life. Obscurity is your biggest problem. It''s not your sales pitch, your product or your service. Ideas are Powerful. Everything begins with an idea.

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The Summer Grind: 3 Tips for Successful Summer Prospecting

Sales Prospecting Perspectives

In order to build your summer pipeline, spend some time on LinkedIn to research each contact before reaching out to them, and build new lists based on what you see from there. Summer weather is finally starting to blossom. Spring has sprung, Memorial Day has passed, and the dog days of summer are on their way! Before I know it, I’ll be running into hundreds of out-of-office messages.

4 Big Questions to Ask When Outsourcing Inside Sales Teleprospecting

Sales Prospecting Perspectives

While cost of service is a very important factor when considering an inside sales teleprospecting partner, there are numerous other questions to ask to determine whether the company you''re researching is well-run, successful, and most important, trustworthy. What are the most crucial factors to look for in an outsourced teleprospecting team? Most people''s answer would be: cost.

Staffing and Launching Your Content Marketing Program

CREATE EN G A G E. O P T IM I Z E ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY18 QUICK HITTER 250–500 words to introduce breaking news, research, or. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 3: Staffing and Launching Your Content Marketing Program Copyright © 2015 Contently. All rights reserved. Introduction 3 II. 200,000 readers. night.

6 Tips for Successfully Onboarding New Inside Sales Reps

Sales Prospecting Perspectives

On their first week, are your new hires often sitting at their desk, twiddling their thumbs and wondering, “What should I be doing right now?” To ensure that their time is used wisely, make sure every hour of the day is blocked with something to do, whether it be call shadowing, training sessions, or independent research. 2. Pack their day. Mix up the trainers. Take them to lunch.

5 Tips for Inside Sales Reps When on the Phone with New Prospects

Sales Prospecting Perspectives

Do your research. Don''t forget - a prospect will hang up on you if he or she thinks you didn''t do your research. Instead of "probing" into their environment, research their industry and their job role. Here is a short checklist to complete when researching prospects: Does he or she have a LinkedIn? They''ve never heard of you before. Have a plan of action.

10 Aligned Lead Nurturing Statistics for B2B Sales and Marketing

Sales Prospecting Perspectives

Source: Gleanster Research) Tweet This Stat. Source: Forrester Research) Tweet This Stat. Source: Juniper Research) Tweet This Stat. Many companies aren’t utilizing the full potential of their lead nurturing campaigns. They’re passing all lead nurturing responsibilities to marketing. They’re separating the lead nurturing cycle from the sales funnel. And they’re not aligning their departments for better conversions. However, when both sales and marketing share responsibility for lead nurturing, companies experienced a significant increase in conversion rates. Tweet this ).

The Fine Line Between Cold Calling and Warm Calling

Sales Prospecting Perspectives

Resourcefulness is one of the best techniques an inside sales rep can learn. A rep should make sure to do research before beginning dials. Prove to your prospect that you have done your research. Inside sales representatives and business development representatives spend a majority of their time prospecting companies to find and create potential sales opportunities. Sound familiar?

B2B Marketing Trends for 2016

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

3 Tips for Nurturing Prospects in Inside Sales

Sales Prospecting Perspectives

Not many people buy right away; in fact, most of them take the time to research what the market is offering. Sales Prospecting Perspectives is pleased to bring you a post from Taylor Lacey, a Business Development Representative at AG Salesworks. What do you picture when you hear the word "nurture?". Many people may think of a plant "nurtured" to full health. Some Leads Aren’t Sales-Ready.

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

Sales Prospecting Perspectives

What they weren''t taking into account was the time it takes to do a little research on the company, if we''ve spoken to them in the past, not to mention logging post call notes. Some of them actually made some cold dials back in their early sales career, so they understood the value of being able to do some research before picking up the phone. The numbers seemed to vary wildly.

6 Email Prospecting Tools Every Inside Sales Rep Should Be Using

Sales Prospecting Perspectives

This is a great way to bring context to your emails, and it organizes most of your research about a single prospect into one, localized place. As an inside sales rep, your call plans most likely include effective email prospecting strategies. You’re giving out your email to everyone you talk to in case they want to contact you later. Streak - A CRM in Your Inbox. Read her articles here.

Sales Prospecting Perspectives' Top 10 Blog Posts in 2014

Sales Prospecting Perspectives

Once again, we’re back at email: over the summer, I did some research and uncovered the top 6 email prospecting tools to use to boost your inside sales. Many were Gmail plug-ins or apps that research and scheduling easier for sales reps. Happy December 31, everyone! How to Write an Effective Sales Prospecting Email. 12 Tips for Building and Managing a Bigger Sales Pipeline.

B2B Marketing Trends for 2016

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

[Infographic] The Outsourced Inside Sales Teleprospecting Process

Sales Prospecting Perspectives

In order to restore balance to your organization, you decide to research outsourcing some of your inside sales functions. The time to research - and begin to implement - the steps to outsourcing inside sales functions just isn’t there. To make outsourcing easier, we’ve created an accompanying infographic to aid you in your outsourcing research: The Outsourcing Process.

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

Sales Prospecting Perspectives

There are legal, research & development, financial and several other issues. Are you making “educated” guesses, or are you ready to back up your answers with research, data or facts? Sales Prospecting Perspectives is pleased to bring you a guest post from Damian Davila, Content Marketing Consultant at idaconcpts.com. What is an AM to do in these modern times? This is a real shame.

Cold Calling: You Get What You Put In!

Sales Prospecting Perspectives

Carve out the time out in your day to research, call, and uncover the sales opportunities we’re all trying to chase down. Back in the mid ‘90s, I was fresh out of college and managing a hotel front desk, with aspirations to one day become the General Manager. quickly became accustomed to long hours and cranky business travelers, which most of us know can be challenging to say the least.

The Evolution of the Sales Role

Sales Prospecting Perspectives

Buyers started to do their own research on the product or service’s reputation and brand. Sales Prospecting Perspectives is pleased to bring you a guest post from Sean Jones, business writer with a primary focus on the marketing sector. In the age of the tweeting refrigerator , salespeople are transitioning. In the time of the snake oil salesman, the salesman himself had agency.

B2B Marketing Trends for 2016

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

How to Organize Your CRM for Inside Sales Success

Sales Prospecting Perspectives

Do some research and see what might be beneficial. I like to think that I have a few key tools in my prospecting toolbox. The most important one could very well be our CRM, which at AG is Salesforce.com. It allows prospecting to go smoothly and it allows inside sales reps to hit the phones and make touches on many companies and prospects every day. Only have the necessary tabs available.

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Time Management Tips for Cold Calling Inside Sales Reps

Sales Prospecting Perspectives

Research as we all know is absolutely necessary, but rather than reading that interesting article on your target company during prime calling hours, set the research aside for the first or last half hour of your day. Over the years, I found that I innately gravitate towards the part of my job I enjoy doing the most. think we''re all guilty of that at times.

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

Sales Prospecting Perspectives

Before I begin dialing, I always take time to do background research on each prospect’s company. You may find out that the company you are prospecting is already engaged with your client or may have previously done research on your solutions. I’ll even do a quick LinkedIn search to learn a little about the prospect’s role within the company. Warm it up! Shadow Calls. Be Human.

Ashton “Chris” Kutcher and His Advice for Inside Sales Reps

Sales Prospecting Perspectives

There is so much intelligence to be found on people’s LinkedIn profiles that to not spend time doing that research is really a sin. Sales Prospecting Perspectives is pleased to bring you a guest post from Chris Snell, Inside Sales Manager at Care.com. Wow – I can’t believe I just typed those title words. Second, though, was the fact that people were talking about Ashton Kutcher.