Sales Prospecting Perspectives

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3 Reasons Your Call Strategy Must Have More Influencers than C-Suites

Sales Prospecting Perspectives

I did some digging in AG’s instance of and came upon a pretty valuable stat when it comes to passing leads in the C suite: Of all the leads our SDR’s have passed in 2014 that have gone to a next step in our client’s sales process, less than 10% had titles in the C Level. Client: Well, we want only C-level executives, in companies with over 250 million in annual revenue.

6 Tips for Successfully Onboarding New Inside Sales Reps

Sales Prospecting Perspectives

The hardest aspect in our training for new inside sales reps to master is the use of Whether you’re building your own inside sales team or considering outsourcing your teleprospecting functions, it’s important to know and perfect the training process for new hires. Over the last couple of months, AG Salesworks has seen many new faces. Pack their day. Mix up the trainers.

How to Organize Your CRM for Inside Sales Success

Sales Prospecting Perspectives

The most important one could very well be our CRM, which at AG is One of my responsibilities is to do the training sessions about for new hires at AG. I like to think that I have a few key tools in my prospecting toolbox. I don’t know how sales firms could operate without an automated CRM. Only have the necessary tabs available. Update lead statuses.

CRM 141

12 Tips for Building and Managing a Bigger Sales Pipeline

Sales Prospecting Perspectives does a great job of this, but may be too much for small businesses. Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing. Why do you need a pipeline in the first place? The majority of your leads may be qualified, but they’re not ready to be worked into an active buying cycle. for you. You simply execute.

Build 153

3 Helpful Lessons That Will Make You A Better Inside Sales Manager

Sales Prospecting Perspectives

tools in the hands of my ISR's, whether it's as simple as click-to-call technology that integrates with to increase the number of dials they can make, or subscriptions to list generation and contact data solution tools like ZoomInfo or NetProspex to improve the likelihood that they're talking to the right decision makers, they're going to be better and produce more. At all.

Sales Prospecting Perspective Weekly Recap - Week of March 4, 2013

Sales Prospecting Perspectives

So with that thinking in mind, this week's post share comes from's blog written by SalesLoft CEO Kyle Porter. We closed out the first week of March on our run to finish the quarter strong. In 7 Sales Steps To Making Your Buyer's Decision Simple Kyle discusses the importance of understanding your customer and simplifying the steps in the sales process. "By By maximizing simplicity," Kyle states "you can win more business and close deals faster." Now, on to this week's recap. March 4, 2013. A great post from Stephen with a great analogy from a children's classic.

Sales Checklist: How Do You Prepare Your Day for Success?

Sales Prospecting Perspectives

Look at my home page on and prioritize any important follow up tasks or interested pipeline… Check! Summer is upon us and so is the time of the year for weekend getaways. Before work this morning, I was preparing for a weekend getaway of my own to Cape Cod. I stood in front of my empty duffle bag and made a checklist of the essentials I would need to pack; toothbrush… check… sweatshirt…check, and so on and so forth. It’s the absolute first thing I have to do when I walk in the door… Check! Blog post… Check

Sales Prospecting Perspective Weekly Recap - Week of October 8, 2012

Sales Prospecting Perspectives

I wanted to share a post from their site that discusses one of's latest releases, Social Key.’s New Social Selling Platform , Jon Birdsong, Sales and Marketing Executive for Salesloft, gives a great breakdown of some the key's (bad pun intended) and benefits this new application will provide for sales reps. Isn't technology grand. I woke up this morning to that annoying alarm sound that makes us all cringe when we hear it. Social selling, or Sales 2.0, In their post, What is Social Key? Tuesday, October 9, 2012. Wednesday, October 10, 2012.

The Golden Question For Inside Sales: What Metrics Are Good Metrics?

Sales Prospecting Perspectives

Our operations team frequently re-evaluates which metrics to capture for our clients and strategic ways to use and other tools to gather this data. I recently read a great question from one of my LinkedIn groups, Inside Sales Management: “Is anyone measuring activity rather than opportunities? If so, what activities are you measuring and how? Obviously, opportunities would be the industry standard, but what other information could we capture and share through reporting that would be of value to our customers? Adding value to the database. Cleansing Data).

The Importance Of Staying Focused While Teleprospecting

Sales Prospecting Perspectives

On a number of occasions I have sat with folks on my team and they will have open to a lead record, the website of the target organization open, and perhaps yahoo finance open as well. In my experience I have seen many teleprospecting reps take the idea of “multitasking” to a new level that I would term “chaotic shuffling” What do I mean by this?

How Do You Know Your Solution's Target Market?

Sales Prospecting Perspectives

You might need them to be an IBM shop or a user. It’s almost 2013 and innovation has sky rocketed to an all time high. Think of all the technology companies that exist now, solely because of the existence of the “Cloud”. The number of B2B technology companies that have been created just from that one phenomenon is mind blowing. But with so much freshness and unfamiliarity within the marketplace comes a very common issue: “We have this awesome new product, but we’re not really sure which industry or which executives to target.”. So what are you going to do?

Have You Refreshed Your Insides Sales Training Program?

Sales Prospecting Perspectives

” The Training Team agreed that new BDRs need to learn a clear call strategy, how to have strong quality conversations, be resourceful, run their business seamlessly with, adopt our best practices, and develop strong communication skills to interact with clients both on weekly calls and via email. I recently sat in on a meeting with a team of BDRs and Management that are re-vamping the new hire training program. There are so many different thoughts and opinions on how to make the most of a training week. Learn. Practice. Shadow. Prove.

10 Things About Operating A Teleprospecting Firm To Be Thankful For

Sales Prospecting Perspectives : They just keep on giving me free stuff. We've built a great business with as it's backbone and they continue find ways to enhance my experience without me having to ask. It's that time of year where every blogger in the universe posts what they are thankful for, or tries to work what they do into a Thanksgiving meal metaphor. Given my general lack of creativity I LOVE THIS TIME OF YEAR. I love it because I can do a top ten list of things I'm thankful for. This has been a banner year for AG so I have much to be thankful for. A huge milestone for AG.

5 Things Your Inside Team Can Do To Adapt To The Sales "Ebb & Flow"

Sales Prospecting Perspectives

3- Provide a platform for information sharing amongst colleagues - Chatter on is a great tool for everyone to share collective ideas on ways of tweaking/improving current procedures. The last thing we all want is a sales rep that is going to sit back and expect things to get better by doing things the same exact way. When push comes to shove, the sales world is a grind. It is unforgiving. You’re only as good as what you put up last quarter, last month or even last week. If you don’t adapt chances are you‘ll consistently fail to hit your objectives.

Your New Inside Sales Hires Should Be Producing Leads In 5 Days.

Sales Prospecting Perspectives

Wed-Thurs: Introduction to skill-set, methodology, client technology, I’m very proud of the training program we have here at AG for new reps. It has been developed and fine tuned over 8+years of doing this, and I’m confident to say that it is one of the best crash courses in how to qualify a prospect out there today. We have our BDR’s (assuming you don’t miss any days due to record snow falls) up and running within 5 business days. This isn’t “on the phone fumbling through dials”’s Here they are. You may say.”our

A New Year A New Take On Inside Sales

Sales Prospecting Perspectives

Learn the ins and outs of 2011 kicked off with a good amount to be thankful for. A year of laughs, hard work, goodbyes and hellos, all resulting in new beginnings. After spending 2010 writing about incentives for your inside team, angles to take with gate keepers and "how to" guides to make the most of your month, I am changing my tune as a new member of the management staff. I have accepted the position of Manager of Client Operations here at AG, with a pretty cool task at hand. My job is to assure that the client-team relationship is the best it can be.

Tools That Every Inside Sales Rep Needs to Succeed in 2011

Sales Prospecting Perspectives

By providing a CRM system like, Zoho, etc., We are well into the Holiday season now and in just a few more days, we will be ringing in 2011! As you start to think about your inside sales strategy for the New Year, it’s important to plan what you will bring to your inside reps to help them succeed on new and existing projects. Without the ability to create list views and follow up tasks, prospects will be sure to disappear and opportunities will surely be missed. As a sales manager, be creative and find new ways to build lists.


Are Your Inside Sales Reps sacrificing Effectiveness for Efficiency?

Sales Prospecting Perspectives

CRM suites like and have revolutionized the industry from a efficiency standpoint. One of the most popular features amongst our team in our is the ability to set up email templates. Nowhere is the overall management of an inside sales teleprospecting team more difficult than the process of trying to gain efficiencies without losing effectiveness. We all want our reps to make the most activities possible while also passing the most qualified opportunities they can. It all sounds so great…but BEWARE!!

Did You Hire the Right Inside Sales Rep?

Sales Prospecting Perspectives

The quality test: After your new rep has spent two days on the phone, run your “quality conversation” (QC) report from your There is no greater point of anxiety for all of us then that moment in time where we question whether or not we hired the right guygal as a inside sales rep. Teleprospecting is not an easy gig. At most companies the burnout rate is far higher for teleprospecting in comparison to other job functions. You are right in having some healthy anxiety about your new hire. Will heshe cut it on the phones? Will they fit into your culture? to acquire ExactTarget

Fearless Competitor

June 4/2013 It was announced this morning that has reached an agreement to acquire ExactTarget. is expanding their Marketing Cloud offering. ” With their close relationship with, it was considered a likely acquisition. The post to acquire ExactTarget appeared first on Fearless Competitor.

Breaking: Announces the Marketing Cloud. So What is It?

It's All About Revenue

The “marketing cloud”, which has hinted at for a while, was announced today at Dreamforce ’12. Marketers who use both Eloqua and will be able to enjoy an enhanced version of the social marketing cloud. Breaking: Announces the Marketing Cloud. Digital Marketing b2b marketing Buddy Media CMO Eloqua Marc Benioff marketing automation Marketing Cloud Radian6 social marketing cloud social media marketingby Jesse Noyes | Tweet this The long-whispered rumors are finally confirmed. So what is the “marketing cloud?”. Acquires ExactTarget


The impact of the convergence of these technologies continues to grow, made evident today by the acquisition of ExactTarget by As companies move beyond marketing automation as a standalone product and into a more integrated solution, I expect''s entry into this space to shine a huge spotlight on the integration issue. That was yesterday. Be awesome.

Godzilla vs. King Kong aka Hubspot vs.

Fearless Competitor

This announcement puts them squarely into battle with one of the toughest firms on Earth, I was a guest on Hubspot TV and I write regularly for the blog. In fact, I just reached out to asked how to become a featured speaker next year, like Hillary Clinton and Neil Young. contact-form] Filed under: CRM , Hubspot ,

Marketo’s Take on’s ExactTarget Acquisition

Modern B2B Marketing

Author: Phil Fernandez Today, announced plans to buy ExactTarget. Many of our customers, prospective customers and business partners may be wondering what this move means for Marketo, since we are a leader in the marketing software space and so many customers also choose Marketo as their marketing automation platform. Where marketing is going.

Tomorrow People Leaves in Favour of Workbooks CRM

Tomorrow People

Tomorrow People has selected British Cloud CRM provider to replace its CRM system after two years of using the Salesforce Professional Edition. Alistair Norman, Marketing Director at Tomorrow People commented, “Workbooks is not only far more cost-effective than, it is also more intuitive for our users and much easier for us to customise.

The Importance of Attitude – great article at or Find New Customers

Fearless Competitor

The Importance of Attitude is a great article that published on the blog yesterday. You can read it there or on the blog. When you do a post for a company like, always include a Resource Page with your information and ask the publisher to share it, as it is great publicity for your company. About the Author.

The Pond Just Got More Crowded: Google, and Sequoia Invest in HubSpot

Customer Experience Matrix

Summary: HubSpot announced a $32 million investment yesterday by Sequoia Partners, Google and and Google announced their long-anticipated entry into the marketing automation industry, in the baby-step form of investments in HubSpot. But if likes what it sees, who knows where that will lead? intended to extend Google’s own business). Webinar Invitation Gets It Right

The Point

There are many things that work well in the Webinar invitation below from, but one of my favorite elements is the smallest: the link at the top left corner that reads: “View on a PDA.” Click and you’re linked to a hosted, plain text, narrow-column version of the same message. In a [.]. Announces Web Site Management: Will Marketing Automation Features Follow?

Customer Experience Matrix yesterday announced the launch of , an enterprise-class Web site management system. The news didn’t seem to get much attention, perhaps because itself pretty much buried it. But VP of Product Management Anshu Sharma did post a detailed explanation of the rationale on a blog. That’s the first reference I can find to a “digital marketing platform”. crm industry consolidation Web content management marketing automation industryHere’s a piece from 2009.)

Dreamforce 2011: Will Leave Marketing Automation Alone. But Revenue Performance Management Might Be Another Story.

Customer Experience Matrix

I spent most of this week at ’s Dreamforce conference. So I wouldn’t be surprised to see Salesforce encourage third party developers to build marketing automation systems using Salesforce's and Heroku platforms and database, or to see them encourage existing vendors to migrate to the infrastructure. dreamforce revenue performance management enterprise software b2b marketing automationWith 45,000 registrants, the company says that Dreamforce is now the largest technology industry gathering. Maybe so.

4 B2B Insights from’s Acquisition of Radian6

Social Media B2B

Today announced the acquisition of Radian6. is an evolution from standalone versions to a web-hosted, company-wide platform that can integrate with other company systems. The addition of Radian6 to the suite of tools (even though the companies will still run separately) creates awareness among salespeople that company or industry mentions found through social media monitoring can be considered trackable events in their CRM tools. Communications Marketing Monitoring radian6 sales cycle sales funnel

Good-bye Hello

Fearless Competitor

Dear Jeff, We have received your request to cancel, upon your contract end date of 7/30/2012, your subscription. Sincerely, Billing. I’m a longtime user of But in this world of social media, is built for engaging in that world for better than is. Feel free to reply to this email.

Intuit / Alliance Is No April Fool's Joke

Customer Experience Matrix

Am I the only one who missed the April 1 announcement of a strategic alliance between and Intuit ? Given our industry's endless nattering about whether will move into marketing automation, this should have attracted more attention (or, at least, enough attention that I would hear about it sooner than I did). In case you too missed the news, it comes down to this: will be available on Intuit’s App Center and be deployed so that the Intuit and databases are synchronized. billion for vs. $16.5

Is a Player in Marketing Automation Software?

Webbiquity is the cloud computing darling of customer relationship management (CRM) software. So, where does stand as a marketing automation solution? Up front, will garner appeal because the marketing app is bundled with the Sales Cloud 2 product. So, when should make your marketing automation software shortlist?

Review: An Admin’s Take on Spring ’14


’ With Spring ’14, has yet again dazzled us with a fantastic new release of salesforce1 mobile, platform, connected and social communities. The post Review: An Admin’s Take on Spring ’14 appeared first on Fathom. Sales & Marketing Alignment Sales Operations CRM The word on the street is ‘salesforce1!’ What I like about this release is that Salesforce is recognizing that connectivity for the sake of connectivity is not enough. With Spring ’14, we don’t need to ask.

Why Change Management Comes into Play in B2B Marketing


This week is Dreamforce14 , the mega-event that takes over half of San Francisco. I revisited a recent ANNUITAS eBook, Change Management – Staying Relevant, Productive and Sane in the Changing Landscape of Demand Generation, co-produced with Mathew Sweezey from and pulled out two big barriers to change: Lack of Leadership: Change needs to come from the top, and be demonstrated by example. Blog Buyer''s Journey Change Management Dreamforce Mathew Sweezy There’s no better time to be a B2B marketer – we know that. Simple Stage Definitions Driven by Prospect/Client Commitment


We recently streamlined the stage definitions of our Opportunity funnel to eliminate any ambiguity across our client services, sales development, business development and inbound marketing teams. The post Simple Stage Definitions Driven by Prospect/Client Commitment appeared first on Fathom. Find out how Fathom defines lead stages [Free PDF].