Sales Prospecting Perspectives

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Raise Prices for B2B Sales Without Losing Your Regular Customers

Sales Prospecting Perspectives

Of course, any time prices go up, sellers are bound to hear complaints from long-term customers.

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How to Change your B2B Sales Team’s Culture for the Better

Sales Prospecting Perspectives

Teams that stay up to date and rolling with the new happenings in the sales industry tend to see both happier customers and happier salespeople from within.

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How to Influence B2B Sales Prospects (Without Annoying Them)

Sales Prospecting Perspectives

That’s why, in sales, it’s best to let your customers speak for you, through case studies, online forums, etc. A customer advocate can help garner praise for your product or service, and an excellent case study can drive excitement towards its implementation.

Everyone Can Do More With New B2B Technology

Sales Prospecting Perspectives

1) Does it get you measurably closer to your customer, either in terms of gaining regular face time or a deeper understanding of who they are and what matters to them? Talking About My Generation And Yours.

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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

3 Social Selling Templates for LinkedIn and Twitter Messaging

Sales Prospecting Perspectives

Many social selling guides tout real tips and strategies for sales reps to stand out in their prospects’ busy social feeds, but unfortunately often don’t give away social selling templates which sales reps can customize for their own needs.

Why Some Companies Are Giving Up On Content Marketing (And Why You Should Double Down)

Sales Prospecting Perspectives

His career has focused on delivering measurable results for his employers and clients in the way of greater sales, revenue growth, product success and customer loyalty. Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing.

The Big List of Inside Sales Messaging Statistics

Sales Prospecting Perspectives

On the other hand, B2B customers have become desensitized to words such as "reports," "forecasts," and "intelligence” (Adestra 2013). Sales managers, how often are you evaluating your inside sales team’s messaging techniques?

How to Use Social Selling for Pre-Call Research in B2B Inside Sales

Sales Prospecting Perspectives

to spread the word about products and services to potential customers and clients. What is B2B social selling? There are many definitions, such as using social media outlets like Facebook, Twitter, Pinterest, etc.,

B2B Marketing Trends for 2016

And they expect an optimized customer experience from end to end. Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. always make more content, their customers can't make any more time. or current customer is.

The Best Sales Prospecting Qualification Questions to Ask

Sales Prospecting Perspectives

One of my favorite aspects of my role as Director of Customer Success is working with organizations just like yours. When it comes to your sales scripts, you may be scratching your head, wondering what questions you should be asking potential customers on the first call.

3 Tips for Nurturing Prospects in Inside Sales

Sales Prospecting Perspectives

In inside sales, potential customers can also be nurtured. Many businesses focus on how they sell, but have no understanding of how their customers buy. You''re not in sales to sell, but to help the customer buy.

10 Things Master Salespeople Do to Sweep Away Skepticism and Close Sales

Sales Prospecting Perspectives

What transforms someone from a cynical prospect into a customer? Sales Prospecting Perspectives is pleased to bring you a guest blog from Demian Farnworth , Chief Copywriter at Copyblogger Media.

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3 Important Sales Trends & Predictions for 2015

Sales Prospecting Perspectives

B2B sales and marketing leaders will need to decide whether they’re going to invest in content creation as a way to make noise or as a way to add value for customers. Here are three trends I see in the sales world, paired with predictions on where those trends will take us.

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B2B Marketing Trends for 2016

And they expect an optimized customer experience from end to end. Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. always make more content, their customers can't make any more time. or current customer is.

Sales Prospecting Perspectives' Top 10 Blog Posts in 2014

Sales Prospecting Perspectives

What drives our company culture at AG Salesworks is transparency - with employees, customers, and readers - so we want to show you what’s been performing well this year on our blog. Happy December 31, everyone!

How to Have an Effective First Conversation When B2B Teleprospecting

Sales Prospecting Perspectives

Laney Dowling is the Director of Customer Success at AG Salesworks. I believe one of the most challenging aspects of sales teleprospecting is the first conversation. You have less than a minute to prove yourself as a trustworthy sales rep.

6 Email Prospecting Tools Every Inside Sales Rep Should Be Using

Sales Prospecting Perspectives

This free Gmail app allows you to manage prospects through the entire sales cycle, as it keeps track of the status and details for each customer. Yesware - Email Tracking with Custom Templates.

Salesforce Tips for Moving Prospects Down the Pipeline Faster

Sales Prospecting Perspectives

Even the most enthusiastic customers and prospects can turn away from a deal if something else catches their eye. If you can''t keep your appointment, give your prospect or customer a reasonable reason why you need to reschedule as far in advance as possible.

B2B Marketing Trends for 2016

And they expect an optimized customer experience from end to end. Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. always make more content, their customers can't make any more time. or current customer is.

4 Ways to Use Data to Determine the Best Time to Cold Call

Sales Prospecting Perspectives

I don’t think anyone will argue with the fact that the #1 time to call is when your customer is ready to talk. You could be the best salesperson in the world with the best product in the universe, but if your customer is not ready to buy, then your phone call will fall on deaf ears.

The Evolution of the Sales Role

Sales Prospecting Perspectives

As a result, marketing analytics have taken the front seat in driving sales, opening up a whole new industry of firms offering to find niches for their customer’s product or service, to build and develop online content, and to manage existing consumer bases.

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

Sales Prospecting Perspectives

Putting this knowledge into practice for our customers can be difficult. They’re sent from a real person , ideally through a customer relationship management (CRM) tool, and they’re customized based on the prospect’s needs and past behaviors.

Timeliness Matters: 3 Ways to Stay Ahead in Sales

Sales Prospecting Perspectives

In fact, James Oldroyd of Sungkyunkwan University in the above HBR article cites one of main reasons sales reps fail to engage prospects within a timely fashion: many sales teams are “focused on generating their own leads rather than reacting quickly to customer-driven signs of interest.”

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

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

4 Big Questions to Ask When Outsourcing Inside Sales Teleprospecting

Sales Prospecting Perspectives

With customized reporting dashboards for their clients, your outsourced teleprospecting provider can suggest what metrics are best to focus on when measuring lead qualification progress and offer explanations as to why some metrics are better than others to track.

5 Benefits Every B2B Data Provider Should Have

Sales Prospecting Perspectives

What is their customer service like? I could tell you horror stories about bad customer service. Outside of the obvious rule to talk to current customers, I recommend exploring the accuracy, age, ability to append data and delivery time when evaluating vendors.

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A Breakdown of the Top 5 Sessions for Content Marketing at INBOUND14

Sales Prospecting Perspectives

Ann Handley ( @annhandley ) of MarketingProfs spoke about how marketers - and everyone in business, really - use writing to tell our customers who we are. Words are our ambassadors, so good writing is customer-centric, empathetic thinking.

4 Tips to Ensure Your Sales Prospecting Efforts are Fruitful in Fall

Sales Prospecting Perspectives

An influx of new customers goes hand in hand with that, and it’s always exciting to kick off new client engagements. Laney Dowling is the Director of Customer Success at AG Salesworks. I just wrapped up my first fall Sunday Funday.

Inside Sales Training: How Invested Should We Be in Human Interaction?

Sales Prospecting Perspectives

How do I close the customers?”. In too much of the training on sales techniques, the customer is an abstraction, the object upon which we execute our techniques, bending to our will — at least if we execute the technique properly.

Time Management Tips for Cold Calling Inside Sales Reps

Sales Prospecting Perspectives

Leave the customized email writing for after your call session. Over the years, I found that I innately gravitate towards the part of my job I enjoy doing the most. I think we''re all guilty of that at times. In fact, I would argue that most of us gravitate away from cold calling.

4 Reasons to Switch to an Inside Sales Model

Sales Prospecting Perspectives

They close high-ticket deals and build long-lasting customer relationships, all while racking up far fewer frequent-flyer miles. Several of our customers have cited that switching to an inside sales model has made it far easier to scale. Customers Actually Prefer an Inside Sales Model.

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Top 4 Professional Skills Mastered When Working in B2B Inside Sales

Sales Prospecting Perspectives

Because they have the inside knowledge of what is working and what is not working for their client, they may suggest new messaging in hopes to provide actionable value to customers.

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Sales Prospecting Perspectives Weekly Recap - Week of February 14, 2014

Sales Prospecting Perspectives

According to Tom Pick, it''s reducing friction at all customer touchpoints. That''s why we really appreciated it when we saw that our CRM provider, Salesforce, posted about how B2B marketers can help sales understand customer intent.

Inside Sales & the Mobile Workforce: Tips for Managing Telecommuters

Sales Prospecting Perspectives

He is responsible for accelerating global customer and revenue growth and overseeing all new customer engagement and acquisition strategies. AG Salesworks is pleased to bring you a guest post from Kevin Thornton , Executive Vice President - Sales & Marketing for VanillaSoft.

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15 Sales Hacks You Should Know From Past Sales Hacker Events

Sales Prospecting Perspectives

2 “Happy customers are your best sales reps”. After the deal closes, then Customer Success gets the account (these are your “farmers” that cross-sell and upsell.)

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Marketing and Sales Alignment or Integration?

Sales Prospecting Perspectives

While this agreement is important, I think we miss opportunities in aligning around how our customers buy. The buying and informational activities our customers undertake aren’t necessarily aligned with our marketing and sales funnels/workflow.

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12 Tips for Building and Managing a Bigger Sales Pipeline

Sales Prospecting Perspectives

Automate as much as you can: This means reminders for next steps, the next steps themselves (based on activity triggers), content templates you can quickly customize for individual prospects, etc.

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Why This Cold Sales Email Template Works So Well

Sales Prospecting Perspectives

There''s also a short sentence in the second paragraph that highlights the inside sales rep''s company - and their customer service - with a short quote from a case study. If you''re in inside sales, customize this message and see if it works for your company.