Sales Prospecting Perspectives

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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. With social selling gaining momentum for sales professionals, inside sales reps are making their presence known in the digital sphere, specifically on LinkedIn and Twitter. Unfortunately, that presence isn’t always positive. The result? It’s a common occurrence.

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. An online presence is essential in today’s competitive sales environment. Clients hate to read. Without line breaks.

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

Sales Prospecting Perspectives

Outside the common HR questions, such as salary and hours, what are they asking during the interview that they may not have been able to glean from the website? 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. Do they have the drive? Do they seem intelligent?

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. In B2B marketing, sales and marketing emails play different but equally important roles in a successful communication strategy. Marketing emails lure the leads, and sales reels them in.

Evangelizing a Content Marketing Program

user engagement metrics and quality of your website— how long are people spending on the page, how easy it. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 1: Evangelizing Content and Setting Yourself Up for Success Copyright © 2015 Contently. All rights reserved. contently.com By Joe Lazauskas ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY2 I.

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? 3. 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. In B2B inside sales, you will often have to call lists, both warm and cold. Have a plan of action.

The Fine Line Between Cold Calling and Warm Calling

Sales Prospecting Perspectives

Let’s recap the colloquial definitions of “cold calling” and “warm calling.” I contact prospects for my client who have expressed interest in their solutions through downloading information on their website or attending their events. They should learn as much as they can about the prospective company by browsing the company’s website and social profiles and learning about their industry.

5 Simple Remedies To Heal Your Ailing Email Subject Lines

Sales Prospecting Perspectives

Being able to attract visitors to your website does not necessarily mean they’re ready to purchase your services or products. beautiful and finely-optimized website certainly help, but it isn’t quite enough to sustain or grow your sales. Sales Prospecting Perspectives is pleased to bring you a guest post from James Hutto , co-founder of Valeo Marketing. In an ideal world, we’d all have 100% email open rates. After all, they signed up, so they want to see what we have to say, right? If only things were that simple. It’s all for nothing if they don’t read those emails. You’re busy.

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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. Back in 2011, the Harvard Business Review educated us on exactly what timely manner meant. One hour.

Content Methodology: A Best Practices Report

sources such as company websites, industry publications, and secondary research. Content. Methodology: A Best. Practices Report Copyright © 2016 Contently. All rights reserved. contently.com by Rebecca Lieb and Joe Lazauskas 2Content Methodology: A Best Practices Report I. Definition II. Why a Content Methodology Is Needed III. Culture of Content: The Foundation. for Content Methodology IV.

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. You’re sending reports to your superiors and asking for advice from your managers, all within your inbox. Read her articles here.

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

Sales Prospecting Perspectives

They wanted us to read through the prospect website in detail, read up on all press releases, check out the company bio on our target prospect, and look up their profile on LinkedIn. There is nothing better than a sales manager who can speak from real experience when providing advice. equate cold calling to going through basic training. The numbers seemed to vary wildly.

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! Before we count down the ball drop, we want to share with you our top 10 blog posts on Sales Prospecting Perspectives in 2014. What are yours? Check it out!

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. Sales Prospecting Perspectives is pleased to bring you a guest post from Sean Jones, business writer with a primary focus on the marketing sector. Steps to Building Value So The Sale Closes Itsel

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? rule of thumb is that your rep should contact a larger company earlier in the buying cycle – for example, after they’ve first visited your website – because they have more purchasing power.

B2B Marketing Trends for 2016

website traffic, brand. Better targeting, retargeting, and website personalization will replace the omnivore approach. B2B Marketing. processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. through their own research, without talking to sales—until late in the journey. know which half." Look for.

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. However, don''t feel you have to choose one technique and stick to it. Mass email marketing. Smile and dial.

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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. We are about to close out an incredible year. As a sales professional, you can’t deny the changes. Simple – Pavlov’s Dog.

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. From breakthroughs to benefits and from profits to process , the words used to present your product or service to prospects are instrumental to your success. What''s in it for me?"

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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. You can find her on Google + ! As a marketer, I live for juicy stories from the sales front lines. our rep asked. Firmographic Data vs. Social Data.

B2B Marketing Trends for 2016

website traffic, brand. Better targeting, retargeting, and website personalization will replace the omnivore approach. B2B Marketing. processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. through their own research, without talking to sales—until late in the journey. know which half." Look for.

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. Sales Prospecting Perspectives is pleased to bring you a guest post from Beth Cohen King, Director of Marketing at Ve Interactive. Why should our prospects/leads/customers care about what we do?

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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. Marketing Automation is a leading force in this evolution, and B2B marketers are rapidly increasing their acumen to provide a direct impact to revenue generation. urvey data is on SlideShare.

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. Sales Prospecting Perspectives is pleased to bring you a guest post from John Jantsch , a marketing consultant, speaker, and the acclaimed author of several bestselling books. Many times they don’t know how to be specific.

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. If you’re a content marketer, you know how important it is to produce interesting and relevant content. The problem?

B2B Marketing Trends for 2016

website traffic, brand. Better targeting, retargeting, and website personalization will replace the omnivore approach. B2B Marketing. processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. through their own research, without talking to sales—until late in the journey. know which half." Look for.

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. Below are 4 ways to quickly find and engage more relevant contacts, building a warmer pipeline for prospecting. 1. Instant warm introduction.

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. At times it can seem like pulling teeth for them to give us anything at all. Those don’t count. assume most of you have heard of the 80/20 rule.

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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. Sales Prospecting Perspectives is pleased to bring you a guest post from Jonathan Catley , Online Sales & Marketing Manager at MD Connect. How can such opposite viewpoints exist in the same universe?

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. Here are a few tools that have helped salespeople gain new insights and pursue new strategies for success: Document Analytics.

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. Phone conversations can be heard from every corner of the office, and the voices mingle to produce one low drone, a din heard throughout.

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. Here’s how the conversation went: Me: “Hello, this is Maureen with AG Salesworks, how can I help you?”. The moral of the story?

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Five Hootsuite Features And Their Benefits

Sales Prospecting Perspectives

This is useful as well when you are developing Call to Actions for your website because you already have an idea of what phrases/words stick and which fall flat. Recently I had written a post about the five marketing tools I am most thankful for and I included Hootsuite as one of my five. Since, I have received multiple questions asking how I use Hootsuite and what some of my best practices are, I figured it might be easiest to respond with a quick blog post. I am logged into our Hootsuite Pro account every day, all day long, and I also utilize the application for my Droid smartphone.

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. 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. As an inside sales rep, the majority of my prospecting has been encompassed around cold calling. Do not focus solely on qualifying the prospect.

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? Sadly, we don’t live in that world, but with a little work and the right tools, we have the ability to start building it. Don’t worry; you’re only just getting started.

The Rules of Inbound Marketing Rewritten for Outbound Marketers

Sales Prospecting Perspectives

Marketing automation platforms can expose the details of prospects’ interactions with brands’ websites and content, and inbound marketers are getting better and better at classifying leads based on potential to buy. Marketers are rethinking the way they qualify leads , and the traditional segmentation criteria that have become standard in the lead-buying lexicon (company size, industry, region) are no longer as indicative of likelihood to buy as socialgraphics, which include existence of a website, online review ratings, and social media activity. thought. Create email seed lists.

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How to Write an Effective Sales Prospecting Email

Sales Prospecting Perspectives

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. You wake up in the morning and check your email on your phone, tablet, or laptop. You get to work and you check your work email.

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. Inevitably there is a percentage of data that is not worth calling at all.

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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. It is the process salespeople use in order to prospect a lead on the phone. What is an inbound sales methodology? Properly Prospect Your Leads.

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. 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.