September, 2011

Sales Prospecting Perspectives

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How Do You Inspire A Demotivated Inside Sales Rep?

Sales Prospecting Perspectives

With summer behind us, those of us in the inside sales game realize it’s time to focus. No more excuses about having a difficult time getting decision makers on the phone. Guess what, they’re in the office and all you need to do is just to take the initiative to pick up the phone and sell. So let’s assume the playing field is level and the team has every tool at their disposal to be fully productive. Your job is done, right?

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Is Your Sales Team Losing Out On Opportunities To Your Competitors?

Sales Prospecting Perspectives

One of the primary goals of any sales team is to find all potential buyers in their target market(s). There are 2 key areas to look at to ensure your company is finding these buyers before your competitors are getting to them: 1) Are ALL marketing generated inquiries followed up on EFFECTIVELY? How persistent and effective is your team at getting a response to marketing inquiries? 2) What does your team’s outbound call strategy look like?

For Sales: Practice Makes Perfect

Sales Prospecting Perspectives

I’m often surprised at how few sales professionals practice their craft. Did they not listen to their parents when they told them “practice makes perfect”? Or do they think that they don’t need to practice? In my experience 100% of sales people can improve, a full 80% need to improve. Perhaps they think showing up to work everyday is enough. I would agree if I saw most sales people succeeding, however that is not my experience. (My My sales team excluded, of course).

Why Inside Sales Reps Shouldn’t Say Goodbye To Cold Emailing

Sales Prospecting Perspectives

I have heard several people in the sales world toying with the idea of getting rid of cold emailing techniques recently, and I couldn’t disagree more.

Customer Success and Marketing Alignment: The Key to Unlocking Customer Advocacy

Most B2B companies say the customer experience is a priority, but their teams are not prepared or coordinated enough to make this a reality.

Tips For A Productive Inside Sales Weekly Recap Meeting

Sales Prospecting Perspectives

Do you ever get to the grocery store and find yourself rolling up and down the isles wasting time gathering your thoughts on what you need? You forgot to write out a list, you have no clue if you need milk or cheese, dish soap, paper towels or what you stocked up on last week. Being unprepared when you only have so much time allocate towards something results in forgotten items, time wasted and over all frustration.

5 Productivity Killers For Your Cold Calling Team

Sales Prospecting Perspectives

From what I’ve seen over the years making cold calls, it can be customary to place blame on your inside sales folks when they’re having difficulty uncovering solid leads. Believe me, your reps skill-set can be a primary driving factor in their success, but at times we can lose sight of other factors that are out of their control.

Finding Your Groove In Teleprospecting As A New Hire

Sales Prospecting Perspectives

Sales Prospecting Perspectives in pleased to bring you a guest post from one of our newer BDRs, Kim Staib. My first day at AG was over four months ago and I have learned a lot since then. For instance; energy drinks rank very high on AG’s hierarchy of needs, get to the kitchen early on pizza day if you want a slice of meat-lovers and always have a sweater on hand as the office is very well air conditioned. OK OK… so I’ve learned more than that.

Know Less About The Product & You’ll Pass More Leads (I Swear It Works)

Sales Prospecting Perspectives

I talk to a lot of marketing/sales executives that have no idea why their inside team’s lead numbers are down. The call number is in between 80-90 per day, they are having conversations, they know the product inside and out and they are hungry for leads, so what could be the issue? I’ll then look at their conversation reports and possibly listen in on some calls and find out they have a lot of over educated inside reps.

B2B Marketing Trends for 2016

25 B2B marketing thought leaders answer the question "What do you expect to B2B marketers to be doing more of or differently in 2016?" The results are amazing insights around content marketing, achieving business results, alignment, employee advocacy, new technologies, customer experience and more.

Challenge Creates Happiness

Sales Prospecting Perspectives

I recently heard from one of my regular readers who challenged a premise I made in my most recent post, For Sales: Practice makes perfect. I was thrilled to hear from Bob Terson , who is an accomplished sales guy and author, for two reasons. First, I was happy to know that I actually had a regular reader, and second I love being challenged.

Are You Investing In Fun?

Sales Prospecting Perspectives

Just had our 11th annual summer party. What a blast! This year several of our team members stepped up to organize the event. It's amazing what happens when you give your people the freedom and flexibility to be creative. What they came up with was an “Olympics” theme. The company was divided up into 4 teams competing with each other in events such as home run derby, latter ball, egg toss and horse shoes.

Do You Know What Really Motivates Your Inside Sales Team?

Sales Prospecting Perspectives

Over the years I’ve benefited from wearing many hats in the inside sales game. While I’ve been humbled on many occasions, it certainly has allowed me the perspective of seeing the job from a variety of angles. I wish I could say that I have it all figured out at this point, but I have got a long ways to go. I know its cliché and I’ve said it before, but any good employee or boss knows that it’s never time to stop learning.

3 Reasons You Didn't Pass That Sales Lead

Sales Prospecting Perspectives

I’ve always said that cold calling is like trying to pick someone up that is way better looking than you. You have to put yourself out there, be prepared for a lot of rejection and when you get an opportunity, you had damn well better have a good rap or else you’re going to miss out. The same thing applies to your calling efforts.

7 B2B Marketing Strategies You Need to Know About

As B2B marketers, we know that our buyers' needs are ever-evolving, but it's not just our buyers that are changing.

Thesis vs Genesis – Comparing Premium WordPress Themes


Over the Labor Day weekend, I had the pleasure of working on my first website using the Genesis Framework from StudioPress.

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The Trouble with Klout

Paul Gillin

Estimating influence is a delicate balance of art and science. People are drawn to quantitative methods because scores are easy to understand. The downside of reducing influence to a number, though, is oversimplification.

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Why Klout matters. A lot.

grow - Practical Marketing Solutions

Yes, this is a real invitation. If you hate Klout … and you probably do … try to take a deep breath and read ahead with an open mind.

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Social Media is Lowering Our Content Standards

Digital B2B Marketing

Sharing has ceased to be an endorsement of the quality of content. Social media has created the expectation that we share content, and in the drive to meet the content demands social media places on us, our content standards are falling.

5 Pillars of Marketing Automation Success

Ensure Your B2B Marketing Clients Get the Best Results

50 (of the) Best Social Media Guides, Tips and Insights of 2011 (So Far)


Social media marketing has gone well beyond the hype stage and is now mainstream business practice. Still, questions remain: how do I use social media most effectively across the enterprise? Which social media monitoring tools should I use? What should I monitor for?

20 of the world’s most clever Twitter bios

grow - Practical Marketing Solutions

Last year I started “collecting” great Twitter bios and kind of got hooked. When I decided to publish “The All-Time Best Twitter bios,” and “The 20 Funniest Twitter Bios,” readers of {grow} seemed to get hooked too! So here we are with the third edition.

Three reasons social media marketing favors small businesses

grow - Practical Marketing Solutions

I’ve spent some time this week attending a few online webinars and catching up on my blog reader and I noticed an interesting trend. The conversations, research, presentations, and case studies focused entirely on large corporations.

The Death of Internet Marketing and the Rise of Social SEO

grow - Practical Marketing Solutions

By Robert Dempsey, Contributing {grow} Columnist. Internet marketing as we once knew it is dead. Gone are the days when a sales page was enough of a relationship to sell a product. Gone are the days when claims of riches tugged enough at the emotions to persuade a sale.

Flip My Funnel - Guide To B2B Account Based Marketing

As modern B2B marketers, we have been lucky enough to witness some of the most dramatic shifts in marketing strategies and technologies.

Can you make money managing social media?

grow - Practical Marketing Solutions

In a blog post almost two years about the best business idea for social media marketing , I made a prediction that I think stands up.

Measuring the Immeasurable

Paul Gillin

My post last week about the shortcomings of Klout got several thousand views and generated quite a bit of discussion. it also got me several e-mails from companies that claim to have built a better mousetrap than Klout.

12 Tweetable Statistics Prove B2B Social Media ROCKS

PWB Marketing Blog

Know B2B social media fact from fiction. Fiction: Social media offers limited value to B2B marketers. Fact: 86% of B2B companies are using social media. B2B companies are absolutely using social media to generate leads , connect with customers, and reach business goals.

The hidden costs of social media conversation

grow - Practical Marketing Solutions

It’s all about the conversation. Have you heard that a thousand times? It’s a ubiquitous mantra of the social web to the point where sometimes I think it takes over as the ultimate goal. It’s not the goal. The goal of any organization is to increase shareholder value … a.k.a.

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Lead Generation Checklist

You spend a lot of time, energy, and money doing lead generation to capture leads but it's how you manage them that makes the difference between success and failure.

The New 4 P’s of Marketing

It's All About Revenue

by Brian Kardon | Tweet this You know the saying: You go to college for an education, and then spend years trying to un-learn everything you were taught. It’s hard to name a field that has faced as much disruption and change as marketing.

Why Salespeople Hate Most White Paper Leads

The Point

How is it that a quality white paper on a hot topic can still generate bad leads? It’s got to be the media, right? Wrong. It’s the offer.

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9 attributes of the best thought leadership content

Chris Koch

Some time back, I blogged about the attributes of a thought leader. Lately, I’ve been talking to B2B marketers about the content delivered by these thought leaders and asking, What defines good thought leadership content? Here’s what I have so far. Surely, you have a suggestion that will get us to ten attributes? Visionary. It’s best to address a problem before customers realize that it’s a problem. Provocative. The best thought leadership pieces are bold and attack conventional wisdom.

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A broken heart for the social media community

grow - Practical Marketing Solutions

My friend Trey Pennington , one of the most popular figures on the social web, committed suicide today. I have been trying to figure out how to deal with this tragedy. I’ve been pushing it down, pushing it down. I want it to go away.

How to Leverage Content Marketing to Power Your B2B Marketing Automation Funnel

Generate more leads. Better leads. Engage customers, increase upsells, boost revenue and save precious time -- these are the benefits of marketing automation. And content fuels it all.

Oops! I made this Social Media mistake. How about you?

grow - Practical Marketing Solutions

By Stanford Smith, Contributing {grow} Columnist. Many passionate and hardworking social business operatives are making a business-killing mistake. Proud of their impressive Twitter followings, Facebook crowds and Klout scores they are lulled into a false sense of security.

Social Media — Just flirt with me, won’t you?

grow - Practical Marketing Solutions

Guest post by {grow} community member Krysia Hepatica. As a newly-divorced mom, being both back on the dating scene and trying to establish a new career, my life has been anything but dull. Because I was married at such a young age, I missed out on a lot dating and the drama that goes along with it.

The Ultimate Truth About Klout and Influence


An analysis of Klout, the use of it and the concept of influence from the Klout and social network perspective. Let me start by disappointing you. I do not know the ultimate truth. I just wanted to grab your attention. That’s what you do with a post title now and then. However, now that you’re [.]. Opinion Social media marketing Eloqua influence Joe Fernandez K+ Klout Klout score PeerIndex

Influence of Buyer Perceived Value (BPV) on Buyer Behavior and Decisions

Tony Zambito

Image by Will Lion via Flickr In my recent article, Buyerology: The New Science of Understanding Buyer Behavior, I introduced the concept of Buyerology and the need for a renewed focus on understanding buyer behavior in the Social Age.

The B2B Demand Gen Marketing Playbook

To build integrated, data-driven programs, demand gen marketers need diverse, compelling content at every stage of the buyer's journey.