Sales Prospecting Perspectives

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5 Prospecting Strategies for Obtaining Sales Context

Sales Prospecting Perspectives

Sales Context is an important part of any conversation, as it directly correlates to the potential of a sale. With 54% of sales reps not making quota this year according to SiriusDecisions, it’s imperative that you teach your team to make the most of Sales Context, the information that can influence a sale. Sales Prospecting Call Strategy B2B Sales Success

4 B2B Sales Prospecting New Year's Resolutions for 2015

Sales Prospecting Perspectives

Here are a few resolutions to help kick off your B2B sales prospecting on the right foot in 2015. 1. Include New Year''s in your inside sales messaging, and make sure to follow up on those prospects who wanted to speak at the beginning of 2015. 2. As we embark on the journey of B2B sales prospecting in 2015, it is important to keep in mind that timing does matter.

5 Steps to Successfully Build Your Company's Sales Development Efforts

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing. Who is responsible for qualifying inbound marketing leads and identifying new, short-term sales opportunties for senior sales executives in your company? Assuming you have sales stages to begin with, which will your SDRs be responsible for? Do the math.

7 Inside Sales Lessons Learned on The Football Field

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a post from Mike Lipka , Inside Sales Representative at AG Salesworks, and Kenneth McKenna , Business Development Representative at AG Salesworks. Working in inside sales, we’re able to rediscover and uncover value from past experiences that help us prospect better. Sales, like football, is a “contact” sport.

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B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact. CEO, CFO, and VP of Sales/Marketing.

3 Important Sales Trends & Predictions for 2015

Sales Prospecting Perspectives

Here are three trends I see in the sales world, paired with predictions on where those trends will take us. B2B sales and marketing leaders will need to decide whether they’re going to invest in content creation as a way to make noise or as a way to add value for customers. Sales folks can’t keep up with all of today’s promising new tools. TREND #1: Content Fatigue / Focus.

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How AG's Sales Development Managers Motivate Reps in February [Part 2]

Sales Prospecting Perspectives

And even though you may keep your offices heated at a level that stimulates sales productivity, the constant snowfall and bitingly cold temperatures outside can affect your sales development team’s productivity if you''re not keeping a close eye on your team. Read on to learn how our sales development teams creatively motivate their reps to exceed expectations this month!

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

Sales Prospecting Perspectives

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. Your change towards a better sales team culture and more engaged employees doesn’t have to take place all at once. Create an Atmosphere of Healthy Competition.

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Why is December a Great Month for B2B Sales Prospecting?

Sales Prospecting Perspectives

Historically, the typical sales rep thinks that prospecting and December do not mix. If you want to learn the best reporting metrics to use to benchmark your outbound sales team, download the new Outbound Index ™ ). Teleprospecting B2B Lead Generation Sales Prospecting Outbound Prospecting B2B Sales Success Reporting Metrics B2B Lead Management Wrong. Connect Rate.

B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact. CEO, CFO, and VP of Sales/Marketing.

3 Soft Selling Skills I See In My Best Sales Development Reps

Sales Prospecting Perspectives

I was having an interesting discussion with my Director of Marketing the other day about her perspective on hard vs. soft sales skills. From what she has seen working with experienced sales guys and gals over the years is that they rely far too much on their hard skills to get them by. Sales Prospecting B2B Sales Success And they definitely like to be heard. Empathy.

How to Motivate Your Sales Development Team through December Holidays

Sales Prospecting Perspectives

December is also a deceptively great month for sales prospecting as outlined in an earlier blog from Craig Ferrara. What December brings to the operations team is an opportunity to come up with some creative ways to manage our sales development team. Below are a few sales motivation tips for your teams in the month of December. Like most people, I love Christmas.

The 2 Not-So-Obvious Traits of Successful B2B Sales Development Reps

Sales Prospecting Perspectives

Out of curiosity, I asked a friend who works at the gym what the sales numbers look like this time of year since the fees are so low. While new sales are obviously very important for them focus on, she said that their corporate offices spend much of their time focused on what their "active membership" looks like. Persistence in sales is similar. Only 8%!

New Outbound Prospecting Insights for Your Sales Development Team

Sales Prospecting Perspectives

Are you a B2B inside sales or sales development representative looking for a benchmark against which to measure your sales prospecting strategies? Are you a team lead or manager hoping to see where your team stands on the outbound sales spectrum? If so, The Outbound Index™ is a must-read for you as you prepare your B2B sales prospecting strategies for 2015.

B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact. CEO, CFO, and VP of Sales/Marketing.

How AG's Sales Development Managers Motivate Reps in February [Part 1]

Sales Prospecting Perspectives

February is also a time when we need to keep our sales development reps extra motivated whether working from the office or at home during inclement weather. tried to think of what motivated me when I was an SDR, and decided to source some help from our awesome sales development managers. In my opinion, one of the most effective sales motivation tools is food.

5 Sales Messaging Mistakes That Will Haunt & Doom Your Sales Process

Sales Prospecting Perspectives

Messaging Personalized Messaging Social Selling Email Prospecting Sales Prospecting voicemail Prospecting B2B Inside Sales Sales Prospecting Tips With Halloween just around the corner, you must be prepared to be scared. However, you know what consistently scares me, year round?

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

Sales Prospecting Perspectives

To me, social selling for B2B inside sales is using your resources to your advantage. Sales Prospecting Strategies Social Selling Research B2B Inside Sales Sales Communication What is B2B social selling? In fact, it’s something you’ve probably done in the past without realizing it.

5 Reasons Not to Build Your Sales Development Team One Rep at a Time

Sales Prospecting Perspectives

Sales development reps, you''ve all heard it. If your company has a sales development team, you know that one of the few things that helps these sales reps get through the day is knowing that the person sitting next to them is dealing with the same challenges. Nothing motivates a good sales development rep more than someone competing for top dog.

Sales Prospecting Perspectives' Top 10 Blog Posts in 2014

Sales Prospecting Perspectives

Before we count down the ball drop, we want to share with you our top 10 blog posts on Sales Prospecting Perspectives in 2014. This list will help you understand what our readers found most important and effective in the sales and marketing world this year, as well as our audience’s preference for receiving information as lists, how to’s, inforgraphics and more! 1. What are yours?

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

Sales Prospecting Perspectives

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). Read on for 10 essential principles to build belief, sweep aside distrust, and close sales. What factors contribute to commitment?

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Marketing and Sales Alignment or Integration?

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from David Brock , sales consultant and President at Partners in EXCELLENCE , where this post was originally published. I’m fascinated about a lot of the discussion about B2B sales and marketing alignment. Our marketing and sales funnels basically identify our workflows in marketing and sales activities.

3 Tips For Junior Inside Sales Reps To Command Sales Calls

Sales Prospecting Perspectives

I think it’s safe to say that nearly everyone in the sales game had humble beginnings. Some of you may have had the fake bravado on the outside when you started, but on the inside, like me, you were probably scared out of your mind. I’ve found that many sales reps I’ve trained over the years experience call reluctance. Ways to Boost Inside Sales Training Reinforcement

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B2B Sales Prospecting: Remember to Finish Listening!

Sales Prospecting Perspectives

AG Salesworks is pleased to bring you a guest post from Jeff Shore , an in-demand sales expert, author, speaker and executive coach. There’s a lot of truth to that idea, and never more so than when a buyer raises objections during the sales process. In a crowded field of sales experts and training programs, Jeff Shore stands out with his research-based BE BOLD methodology.

The Evolution of the Sales Role

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Sean Jones, business writer with a primary focus on the marketing sector. The process of a sale no longer unfolds over just one platform; however in many cases it does involve multiple buyers. The heightened competition arising from the new characteristics of sales increases the importance of effective marketing.

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[Infographic] The Outsourced Inside Sales Teleprospecting Process

Sales Prospecting Perspectives

You decide to insource your inside sales team. You hire new inside sales reps, many just out of college. Your marketing team works on qualifying leads, but your sales team leaves many unqualified leads untouched. According to Marketo, 80% of leads generated by marketing are ignored by sales. Eventually, your inside sales team gets frustrated. Related Posts.

What Are You Doing to Prevent No-Shows for January B2B Sales Calls?

Sales Prospecting Perspectives

Here are a few things that have worked here at AG Salesworks to minimize the likelihood that prospects will attempt to reschedule or cancel those important 2015 B2B sales calls: 1) Send a 24-hour reminder email. think we all can get in the bad habit of thinking that our sales calls are at the top of our prospects'' minds first quarter. What about on your end?

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Obscurity: The Biggest Challenge in Sales

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Amar Sheth , Principal at Sales for Life. It''s not your sales pitch, your product or your service. From marketing campaigns to advertising, the goal has always been to generate enough awareness so that a sale can be made. The Sales World. Obscurity is your biggest problem. Do you agree?

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The Big List of Inside Sales Messaging Statistics

Sales Prospecting Perspectives

Sales managers, how often are you evaluating your inside sales team’s messaging techniques? Just the other day, I sat down with our sales team for a role play. You see, most sales and marketing professionals just don’t have time. “No, I don’t want to tell you the challenges in my environment and what my company does. Download our new Inside Sales Messaging Toolkit toda

5 Voicemail Tips Every Sales Development Rep Should Be Using

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest blog from Greg Klingshirn , Content Marketing Manager at SalesLoft. Cold calls are the bread and butter of successful sales development reps. His goal is to plan and create content to make sales professional’s jobs more productive and enjoyable. But what about the times you call and don’t get an answer? Don’t sell.

What Kind of Sales Superhero Are You? [Quiz]

Sales Prospecting Perspectives

In a world… where sales stars are born… Four have risen above the rest and become… Superheroes! Are you Inside Sales Iron Man , confident and persistent, well-armored against objections and always researching new techniques? Are you B2B Batman , resourceful in the way you maintain your sales toolbelt, whether with new strategies or new technologies?

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The Best Sales Prospecting Qualification Questions to Ask

Sales Prospecting Perspectives

When it comes to your sales scripts, you may be scratching your head, wondering what questions you should be asking potential customers on the first call. So here’s what I suggest for an exercise as you think about what sales prospecting qualification questions you want to ask. You have a blank canvas to work with, and you might not be exactly sure where or even how to start.

5 Ways to Boost Inside Sales Training Reinforcement

Sales Prospecting Perspectives

With the release of AG Salesworks’ new guide The Inside Sales Manager’s Guide to Sales Team Training featuring Josiane Feigon of TeleSmart, AG has learned that training is not just about the event. For more advice, please download The Inside Sales Manager’s Guide to Sales Team Training. Sales training never ends: the initial training week is just the beginning.

Look For The 3 C's When Hiring Inside Sales Reps

Sales Prospecting Perspectives

Over the 10 years I''ve spent interviewing inside sales candidates, I''ve caught myself looking for the obvious traits we seek in people hoping to explore sales for the first time. Over a decade, I''ve learned that getting to the bottom of these questions is absolutely essential for inside sales candidates. Cold calling and inside sales are not for the faint of heart.

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3 Tips for Nurturing Prospects in Inside Sales

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a post from Taylor Lacey, a Business Development Representative at AG Salesworks. In inside sales, potential customers can also be nurtured. Some Leads Aren’t Sales-Ready. Some inside sales reps may pass leads that aren''t ready for the next sales step. What do you picture when you hear the word "nurture?".

3 Ways Sales and Marketing Can Align Towards Sales Enablement

Sales Prospecting Perspectives

Sales enablement is a hot topic for sales and marketing agencies in 2014. DemandMetric and SAVO Group recently hosted sales enablement summits. Sirius Decisions produced a sales enablement framework and model. HubSpot is hiring “Sales Enablement Stars.”. Before now, sales and marketing may have had different understandings of the elusive term “sales enablement.”

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The A to Z of Inside Sales Training [Infographic]

Sales Prospecting Perspectives

With inside sales training tactics advancing every day, it’s important for managers to stay up to date on the latest training news. In yesterday’s #ProspectingChat about sales training with Josiane Feigon, Chris Snell said something that struck a chord with us: Before, during, and after training, inside sales managers should prepare reps, observe behavior, and reinforce strategies learned.

How to Effectively Work From Home as a B2B Inside Sales Manager

Sales Prospecting Perspectives

hope these tips will help you to set up a home environment conducive to working as a B2B inside sales manager! As an inside sales manager with an open-door policy, there can be days when it seems like people are constantly stopping in to ask questions, sometimes taking you away from time-consuming administrative tasks. Corporate Culture Inside Sales Management B2B Inside Sales

4 Steps to Content Curation for Inside Sales Reps

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Dave Howe , Principal at Sales for Life. This is essentially what separates us from the rest of the sales community. Having started from humble roots as a doorknocker in Australia, Dave quickly excelled over his decade long sales and marketing career to hold several VP and Director level positions.