Sales Prospecting Perspectives

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How to Optimize Your Website for Sales Prospects

Sales Prospecting Perspectives

First, a website is an experience. Notice how I have purposely wrote all of the best website usability practices starting with the word “Clients.” That is because websites meant to generate sales leads must be designed, built, and updated with clients in mind.

3 Social Selling Templates for LinkedIn and Twitter Messaging

Sales Prospecting Perspectives

You do want more information from your prospects, however, so lead them to a landing page on your website that might interest them.

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

Sales Prospecting Perspectives

From exploring the website, would the company be a fit for what you are inquiring about? Have the company’s website tabbed so you can refer to it if needed, and have your notes from your research and from your call plan out in front of you should you need to refer to them.

Sales Prospecting Perspectives' Top 10 Blog Posts in 2014

Sales Prospecting Perspectives

We shared the section we thought would be most interesting to sales managers - reporting metrics - and were met with a smattering of responses on social media and inbound links from other websites. Happy December 31, everyone!

B2B Marketing Trends for 2016

website traffic, brand. Better targeting, retargeting, and website personalization will replace the omnivore approach. B2B Marketing.

6 Email Prospecting Tools Every Inside Sales Rep Should Be Using

Sales Prospecting Perspectives

Yesware “removes barriers to productivity” according to their website. 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.

The Evolution of the Sales Role

Sales Prospecting Perspectives

B2B services such as Salesfusion exist to deliver an effective marketing campaign using web analytics, website visitor tracking, lead capture, and a number of other tools through the sales funnel.

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Timeliness Matters: 3 Ways to Stay Ahead in Sales

Sales Prospecting Perspectives

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. Sales Prospecting Perspectives is pleased to bring you a guest post from Amanda Maksymiw , Content Marketing Manager at Lattice Engines.

8 Tips for Improving Open Rates for B2B Sales and Marketing Emails

Sales Prospecting Perspectives

Do you want them to visit your website, or to schedule a one-on-one call? AG Salesworks is pleased to bring you a guest post from Janelle Johnson , Director of Demand Generation at Act-On Software.

B2B Marketing Trends for 2016

website traffic, brand. Better targeting, retargeting, and website personalization will replace the omnivore approach. B2B Marketing.

How to Balance 3 Teleprospecting Techniques To Manage Your Lists

Sales Prospecting Perspectives

These sources could be: an inbound “Contact me” feature off your company’s website, prospect follow-ups from tradeshows, webinars, whitepaper downloads, and more. In the world of teleprospecting, many thought leaders are debating the efficacy of new and old techniques.

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What Did I Learn About Social Selling to Prepare for 2014?

Sales Prospecting Perspectives

When we built our website in early 2013, we were still having the “Why should my sales reps use LinkedIn" conversation ALL THE TIME. Sales Prospecting Perspectives is pleased to bring you a guest post from Jamie Shanks, Social Selling Expert at Sales for Life.

30 Seconds or Less: 10 Best Practices for Delivering an Efficient Buying Experience

Sales Prospecting Perspectives

It allows me to interact with a company while I am on their website and allows me to avoid having to pick up the phone. < 2 seconds to load a landing page – I watched an impatient buyer click off a website the other day while working next to her at Starbucks.

My 4-Step Process to Marketing Research for Content Creation

Sales Prospecting Perspectives

If you want to know what Ken Krogue has to say on inside sales metrics, find the website where he produces content, and search this in Google: KenKrogue.com: inside sales metrics. This will pull up the keyword “inside sales metrics” only where it appears on his website.

B2B Marketing Trends for 2016

website traffic, brand. Better targeting, retargeting, and website personalization will replace the omnivore approach. B2B Marketing.

Where do B2B and B2C Sales and Marketing Overlap? What Lessons Can We Learn?

Sales Prospecting Perspectives

Like B2C websites, make sure your site shows all of your product offering in a clear and concise way, so when your lead does want a “demo” they are educated exactly how you intended.

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4 Quick Research Tips to Build a Warmer Pipeline for Teleprospecting

Sales Prospecting Perspectives

Check out your competitors'' list of key accounts on their website. Let’s face it: Not every cold call campaign is created equal. Data integrity and relevance vary with each purchased list, and these new lists are far from free.

Marketing and Selling: Two Sides of the Same Coin

Sales Prospecting Perspectives

They research a company’s website; they read product and service reviews, and they follow the companies they are considering on Facebook or other sites.

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Top 5 Email Prospecting No-Nos

Sales Prospecting Perspectives

Case in point: Weekly, I get an email from someone trying to tell me that our website has poor SEO rankings on Google, and could we talk about what his company can do for us. Sales Prospecting Perspectives is pleased to bring you a guest post from Chris Snell, Inside Sales Manager at Care.com.

Why Traditional Lead Qualification Filters Are No Longer Enough

Sales Prospecting Perspectives

Consider that only 35% of businesses with less than 5 employees have websites, where 61% of companies with 5-100 employees maintain websites. Just the presence of a website can give you a sense of how many employees a company has.

Integrating Social Media Listening Into The Sales Process

Sales Prospecting Perspectives

Both teams can receive daily emails with information on which inside sales reps’ prospects visited their website through a reverse IP lookup that offers full firmographic data plus that specific visitor’s history within your website.

Your Teleprospecting Question Workbench

Sales Prospecting Perspectives

Huffington Post calls him one of the top 100 “Must Follow” on Twitter and Forbes named Duct Tape Marketing one of the 100 Best Websites for Entrepreneurs.

3 Tips to Teach New Reps for Successful Sales and Marketing Alignment

Sales Prospecting Perspectives

Teach your salesperson how to take advantage of all information available at hand – such as marketing intelligence on the prospect’s activity on your website (what pages have they visited? The marketing team is constantly creating new material to entice website visitors to turn into leads.

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3 Sales Tools That Are Changing the Way Salespeople Do Business

Sales Prospecting Perspectives

No shiny new toy will make up for a sloppy social media strategy, poorly edited marketing materials, unprofessional-looking websites or lackluster follow-ups. Sales Prospecting Perspectives is pleased to bring you a guest post from Russ Heddleston , CEO of DocSend.

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How to Write an Effective Sales Prospecting Email

Sales Prospecting Perspectives

I include my full name, position, office line (cell phone if you want to) and company website. This information is helpful for the prospect to have handy in case they have a few minutes to check out your company website or look you up on LinkedIn.

4 Blogging Best Practices for B2B SaaS Start-Up Companies

Sales Prospecting Perspectives

Think like the person you want visiting your website, and optimize for him or her. I follow a few key topics on Quora , and I try to answer a question over there at least once a week.

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

Sales Prospecting Perspectives

There are many resources available to help with this exercise, but I would start with Adele Revella’s website Buyer Persona as she offers some excellent resources to get this process started.

5 Tips On Managing CRM Data Costs

Sales Prospecting Perspectives

We all want to believe that the data we collect from tradeshows, list vendors, webinars, and website visitors are all certified gold, but that isn''t always the case. Maintaining accurate CRM data is a challenge for nearly all of the organizations we''ve partnered with over the years.

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Supercharge Your Sales and Marketing Vocabulary

Sales Prospecting Perspectives

Neither is a rundown of specs listed on the products page on your website. Sales Prospecting Perspectives is pleased to bring you a guest blog from Greg Klingshirn , Content Marketing Manager at SalesLoft.

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How Does Teleprospecting Fit Into an Inbound Sales Methodology?

Sales Prospecting Perspectives

Clicking on your website’s pricing page? Sales Prospecting Perspectives is pleased to bring you a guest post from Mark Roberge, SVP of Sales and Services at HubSpot. Let’s get this straight: teleprospecting does not exclusively refer to cold calling.

A Story About Why Building Credibility Matters When Teleprospecting

Sales Prospecting Perspectives

She had no idea that she had called into our sales line or that our Marketing Director’s name was plastered all over our website. The other day, I encountered one of the rudest and pushiest sales people I’ve ever come across. No, it wasn’t a used car salesman, and no, it wasn’t one of those ladies at the perfume counter who sprays before asking. Surprisingly, it was someone from a very reputable technology company looking to sell us additional services.

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3 Techniques Inside Sales Reps Can Learn from Journalists

Sales Prospecting Perspectives

Research them not only on their company website, but on social networks, seeing what they’ve written and what they do. The office is teeming with people moving between desks, rushing to write information down or share something with a co-worker.

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4 Tips to Organize Your Content Marketing and Social Media Efforts

Sales Prospecting Perspectives

I take this hour, without distraction, and go through my list of blogs, websites, company sites, LinkedIn groups, and other social media, and only look for new content to share with my audience.

Another Year in the Books: Setting Inside Sales Goals for 2014

Sales Prospecting Perspectives

You can visit his website for specifics, but the overview is as follows. Man, time goes by fast. I know this phenomenon is talked about, written about and perhaps thought about ad nauseum, but I feel compelled every year around this time to mention it.

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Does The 80/20 Rule Apply To B2B Teleprospecting?

Sales Prospecting Perspectives

Now I''m not referring to situations where you''re following up on a warm lead from a webinar, tradeshow, website visit. Those of us who have teleprospected in our day know that getting prospects to open up to inside sales person is no easy task.

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How to Prospect Warm, Inbound Leads

Sales Prospecting Perspectives

My role is to connect with recent trade show attendees, webinar attendees, prospects that have responded to email promotions, or downloaded whitepapers from my client’s website. I often get prospects in my queue who have recently visited my client’s website or have downloaded whitepapers. Sales Prospecting Perspectives is pleased to bring you a post from Patrice Morrison , a Business Development Representative at AG Salesworks.

High Sales Efficiency Expectations with Marketing Automation [Infographic]

Sales Prospecting Perspectives

Follow him on Twitter and LinkedIn , and visit his website here Sales Prospecting Perspectives is pleased to bring you a guest post from Brian Hansford , Director of Client Services and Marketing Automation Practice at Heinz Marketing. Demand generation has dramatically evolved from activity-based contact marketing to a core strategic function in organizations.

Why Should a B2B Sales Company Have a Facebook Page?

Sales Prospecting Perspectives

And let''s hope that you find the company website above the fold of your browser. Well, what else shows up besides the company website? Outside of your website, where else do you share it? Let''s start off by saying that the B in "B2B" does not stand for boring.

Finding The Path To The Perfect World Of Prospecting

Sales Prospecting Perspectives

The company’s website can also be a good resource for finding contacts. Get searching So you couldn’t reach anyone live, the operator couldn’t confirm any titles, and the company website doesn’t have a Management page?