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

5 B2B Sales Thought Leaders Share 2014 Trends and 2015 Predictions

Sales Prospecting Perspectives

Yesterday, you were most likely scrambling to answer all those emails you missed over vacation, rushing to meetings about your sales pipeline, and scrambling to write down your new sales goals. However, did you ever just take a moment to stop and reflect on the year behind you, on the year ahead of you, and on your impact as a sales leader? It’s January 6. Matt Bertuzzi.

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How to Influence B2B Sales Prospects (Without Annoying Them)

Sales Prospecting Perspectives

Use the 6 Principles of Influence in Sales Development. In the same way, a sales rep can interrupt sales prospects'' mental workout throughout the day with untargeted calls and emails that turn out to be giant wastes of time. So it’s important to be extremely sensitive when conducting B2B sales calls with prospects. Teleprospecting Sales Prospecting Sales Messaging

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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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 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.

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?

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 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.

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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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.

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.

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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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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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.

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.

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.

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?".

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.

Timeliness Matters: 3 Ways to Stay Ahead in Sales

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Amanda Maksymiw , Content Marketing Manager at Lattice Engines. Simply put, whether prospecting a lead from an inbound program or from your website, sales needs to be proactive and follow up in a timely manner. Here are a few ideas to help sales reps get ahead of the clock. One hour. Make It Relevant.

5 Sales Prospecting Strategies for Overcoming Call Reluctance

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing. What I’m talking about is sales call reluctance. It doesn’t come from the prospects; it comes from the sales reps themselves. However, inside sales managers should also have a training process in place that focuses on execution. It starts with a hesitation.

4 Big Questions to Ask When Outsourcing Inside Sales Teleprospecting

Sales Prospecting Perspectives

The decision to outsource part of your sales team - whether you''re revamping an insourced team or whether you don''t have on insourced team - can be a very tough one to make. These questions and more are featured in our new guide, " Your Lead Generation Home Away From Home: How Outsourcing Teleprospecting and Inside Sales Functions Can Augment Your Tech Company''s Revenue.". 1.

Are You Too Accommodating As An Inside Sales Manager?

Sales Prospecting Perspectives

So recently, I''ve made a specific effort to balance both my assertiveness and my accommodation as an inside sales manager. This was an excellent resource for me as an inside sales manager. I was able to narrow down my leadership efforts. Since then, I''ve really made a point to consider alternatives to proactively manage conflict. Innovate or die, right? That was my comfort zone.

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5 Sales Prospecting Tips to Combat the End-of-Quarter Blues

Sales Prospecting Perspectives

Seeing as this is the end of the year, I suspect many of you may be feeling what I like to call the “end-of-year blues.” It’s a positive time to be a consumer, especially if you are planning to buy a car, as you can often use this end-of-quarter or end-of-year blues to secure larger than normal discounts from desperate and starving sales reps. Offer alternatives. Use the “F” word.

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

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a post from Gillian Sontz , Business Development Representative at AG Salesworks. In B2B inside sales, you will often have to call lists, both warm and cold. Before sales prospecting new contacts, it''s important to know your objectives. Every sales call is unique. They''ve never heard of you before.

4 Reasons to Switch to an Inside Sales Model

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Howard Brown , Founder and CEO of RingDNA. But now, more and more companies are hiring remote reps, also known as inside sales. These reps possess many of the same sales skills as field sales reps. According to the Bridge Group , the average inside sales rep’s quota in 2013 was $985,000.

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Is There a Perfect Personality Trait for Inside Sales Reps?

Sales Prospecting Perspectives

Last week I spoke of a few traits I look for when hiring inside sales reps looking to join the AG ranks. Some reps might show all the outward signs that they’re a sales natural, but when the stage is theirs and they need to rise to the occasion, they fall flat. In that three month period, ambiverts made 24% more in sales revenue than introverts and 32% more in revenue than extroverts.

4 Lessons Learned After One Year as an Inside Sales Manager

Sales Prospecting Perspectives

This October I will have completed my first year as an inside sales manager. As an inside sales rep, I only ever had one or two clients at a time to for which to dial and strategize. Lesson 3: Sales training should be fluid. Lesson 4: You will influence your sales team - for better or worse. Things I''ve Learned from Successful Inside Sales Managers became simple.

Time Management Tips for Cold Calling Inside Sales Reps

Sales Prospecting Perspectives

know when I wasn’t in “the flow,” I typically would find any excuse not to make a call, but any good inside sales rep understands that, as much as we try to put cold calling off for later, it''s always going to be a requirement of the job. Most of the outside sales reps I''ve supported in the past never really had a call plan. think we''re all guilty of that at times.

3 Key Metrics to Track When Managing Your Inside Sales Team

Sales Prospecting Perspectives

recently wrote in my blog post 5 Most Frequently Asked Questions About Outsourcing Inside Sales that gone are the days of closely tracking the number of activities when managing your inside sales team. While I still think measuring activities is important to a degree, I don’t think it should hold as much weight as it does for many inside sales teams out there. Lead Rate.

Inside Sales & the Mobile Workforce: Tips for Managing Telecommuters

Sales Prospecting Perspectives

AG Salesworks is pleased to bring you a guest post from Kevin Thornton , Executive Vice President - Sales & Marketing for VanillaSoft. When you take a look at some of the statistics available, it seems like a no-brainer and a win-win situation to implement a telecommuting program for your sales organization. Keys to Success for Your Virtual Sales Team. For Workers.

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How Inside Sales Reps Can Manage Stress When Teleprospecting

Sales Prospecting Perspectives

The day in the life of an inside sales rep is very active. Optimism is a key quality of a successful inside sales rep. As inside sales reps, we’re faced with stressful situations every day. It’s understandable that a representative would be put under a lot of stress. If you don’t stay organized, it''s easy to fall behind and lose momentum. Look at the small picture. Take 5.

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