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

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.

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.

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?

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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.

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.

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.

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?

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.

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.

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. Sales Prospecting Perspectives is pleased to bring you a guest post from Craig Rosenberg, the Funnelholic and a co-founder of Topo. Follow him on Google+ or Twitter. Whenever we think of sales and marketing efficiency, we typically focus on what we can do internally.

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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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.

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.

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.

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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 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. My inclination is to answer B2B inside sales and sales topics, since AG Salesworks has such an arsenal of resources for everyone. Every blog post looks like a demo! No, no, no! Be smart about SEO. Good luck!

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.

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.

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.

4 Tips to Organize Your Content Marketing and Social Media Efforts

Sales Prospecting Perspectives

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. There is an overwhelming amount of new marketing content online every day, whether it be delivered on a blog, social media, an infographic, in a newsletter, etc. Social sharing; check! 2.) Social.

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.

How to Make Google Work for You: 3 Tips for Inside Sales Reps

Sales Prospecting Perspectives

Search a term on a prospective company’s website: I spend a lot of time browsing company websites looking for the company’s leadership, contact numbers, relevant press releases, and general information I can use in a pitch. All of this browsing has really opened my eyes to how many companies have really, really bad websites. they seemed understand what I was saying. But wait!

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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. Take it a step further by putting certain prospects on a watch list so when they do come to your website you receive an alert. Bonus tip?

Would You Consider Yourself a Positive Inside Sales Rep?

Sales Prospecting Perspectives

Also, if you’re looking for some periodic sales inspiration, I recommend you check out Paul Castain’s website, Your Sales Playbook. I woke up early over the holiday weekend and found myself immediately thinking about an annoying/stressful situation that took place the day before. Don''t get me wrong: I believe in a "healthy level" of stress. In sales, attitude is king. Paul C.

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. Can I let you in on a little dark secret of mine? Promise not to tell anyone? SCANDALOUS, I know!

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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Are You A Cynical Sales Rep?

Sales Prospecting Perspectives

Saturday morning I was up early with my 6 year old eating waffles and watching videos on his favorite website Wimp.com. I turned the big 4-0 this year, yuck. It seems like just yesterday that I had started my sales career. Back then I would have described myself as an eternal optimist. While I wouldn''t say I''ve changed my view point dramatically over the years, what I have noticed is not everyone has shared my bright eyed- bushy tailed view of the world. No point in dwelling on it. One particular video from Conan O''Brien really spoke to me. How do you deal with tough people?

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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!

Sometimes Marketing with Technology Isn't Always the Answer

Sales Prospecting Perspectives

Whereas my mystery contact, who''s business website you can find here , not only personalized his message but he thought innovatively about how to best capture my attention. I don''t know about you, but I know my life revolves around technology: my laptops, my iPhone, my iPad, my GPS. could sit here for an hour and type about how much I rely on technology, but you get the point. Most people use technology as a means of communication, using Facebook, Twitter, Instagram, email, text messaging, FaceTime, you name it. We all rely on technology for communication because it''s so convenient.

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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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How to Eliminate Fluff From Your Business Blog

Sales Prospecting Perspectives

Would you want people to visit your website knowing that your new post will be worth the read because the information is always helpful, or do you expect them to scan your content to see if its worth their time to read? I don''t like fluff on my sandwiches or on my computer screen. How many times have you read a long article or blog post and wanted to yell "Duhhh" at your computer or phone because the content was so obvious and unhelpful? One too many times I''m sure. AG Salesworks posts new content on a daily basis. How do we create helpful posts without turning our content into "fluff?"

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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Sales Prospecting Perspectives Weekly Recap - Week of September 27, 2013

Sales Prospecting Perspectives

Stay tuned for a video of the webinar with AG Salesworks, NetProspex and iLantern about data management coming soon to our website! He wrote How to Optimize Your Website for Sales Prospects , discussing three best usability practices. Happy Friday! In the meantime, take your Friday lunch break to read through some great links that will help you become better marketers and salespeople!

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.

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?