Sales Prospecting Perspectives

Connecting The Dots: Unify Your B2B Organization for Maximum Growth

Posted by Megan Tonzi on Wed, Nov 19, 2014 @ 09:30 AM

Sales Prospecting Perspectives is pleased to bring you a guest blog from Dave Landry, professional business writer and personal finance advisor. 

Building strong client relationships is perhaps one of the most important things that any marketer can accomplish, especially given the increasing importance of having a popular and well-known brand in today’s cluttered B2B landscape.

Branding For Unity

A powerful brand can help lead to the development of a community that has a positive effect on customers and employees alike. Strong emotions regarding a company will affect purchasing decisions from potential clients, but will also promote pride in their work from employees. And even more importantly, customer support really is everyone’s job, particularly in high-end B2B markets where solutions are hardly a one-time purchase.

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Tags: B2B Inside Sales, Client Management, B2B Marketing, B2B Sales Success, Sales Messaging

4 Blogging Best Practices for B2B SaaS Start-Up Companies

Posted by Allison Tetreault on Tue, Nov 18, 2014 @ 09:30 AM

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. But every so often, I also foray into the B2B marketing topics, such as content marketing, SEO, and blogging. This question piqued my interest, and I thought I’d share with our readers my response:

What are blogging best practices for a B2B SaaS start-up wishing to generate industry visibility?

As the coordinator for Sales Prospecting Perspectives, a B2B blog that also strives for industry visibility, I thought I’d share a few pieces of advice I’ve learned after a year of doing this.

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Tags: Sales and Marketing Alignment, Content Marketing, B2B Inside Sales, B2B Marketing

What I Really Want to Know About My Sales Reps' Qualified Leads

Posted by Kim Staib on Mon, Nov 17, 2014 @ 08:30 AM

If you follow the Sales Prospecting Perspectives blog, you are aware that the subject BANT has been extensively covered, and the acronym has been deemed “dead.”

The sales term “BANT qualified lead” has become the bane of my existence since becoming an inside sales manager at AG Salesworks, a client-based organization.  When it comes down to it, there are components of BANT that are valuable.  Of course a sales rep would want to know a prospect’s Budget, Authority, Need, and Timeframe, but let’s be honest: despite how good the lead is, chances are that one or more of these components will be missing.  

So I started asking myself: What is it I really want to know when I’m reviewing a lead from one of my sales reps, and how do I communicate that to a client to get them to modify their opinion of “BANT qualified?”

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Tags: Teleprospecting, B2B Lead Generation, Lead Qualification, B2B Inside Sales, B2B Lead Management

3 Things Inside Sales Reps Can Learn from Olivia Pope of 'Scandal'

Posted by Michaela Cheevers on Fri, Nov 14, 2014 @ 09:30 AM

Sales Prospecting Perspectives is pleased to bring you a post from Michaela Cheevers, Business Development Representative at AG Salesworks.

Let’s be honest, the hypnotic pull of the television can be hard to resist after a long day of work. I know I’ve been a victim to it more times than I’m willing to admit! With the influx of new fall television shows, I’ve drawn strength from one of my favorite TV personalities, Olivia Pope – the leading lady of Scandal. As a strong female character known for being a "fixer" for high-profile celebrity scandals, she is passionate, non-judgmental, and determined. Here are some sales prospecting methods I've learned from Olivia Pope that have helped me when B2B prospecting. 

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Tags: Sales Tools, Sales Prospecting, Lead Qualification, B2B Inside Sales

Raise Prices for B2B Sales Without Losing Your Regular Customers

Posted by Colleen Francis on Wed, Nov 12, 2014 @ 09:30 AM

Sales Prospecting Perspectives is pleased to bring you a guest blog from Colleen Francis, 

After three years of selling products and services at the same prices, your company decides a change is in order. It’s time to make a few price increases to better reflect the current market and rising costs.

Of course, any time prices go up, sellers are bound to hear complaints from long-term customers. Some companies, in fact, believe regular clients should be exempt from price increases altogether, that there should be a reward for loyalty in the client relationship. And yet there are several other pricing methods that businesses employ as well.

The key factor in all these cases, of course, is providing advanced notice of your company’s plans. Pricing surprises are never a good thing in sales!

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Tags: Sales Process, B2B Inside Sales, Client Management, B2B Sales Success

3 Tips for Managing Inbound Prospecting Lists

Posted by Craig Ferrara on Tue, Nov 11, 2014 @ 09:30 AM

We all know how quickly B2B inside sales reps can get discouraged when the first few people they call on an inbound prospecting list end up being grad students doing research, people no longer working with the company, or contacts that don't exist at all. Although they may have worked through a small fraction of the list at that point, as many sales reps do, they've determined that the leads you've given them are complete junk.

I've received a wide range of sales prospecting lists of varying quality for each and every campaign we run for our clients. Over the last 10 years, I would like to assume that I've seen it all, but inevitably unique scenarios tend to pop up over and over. Point is, nothing surprises me anymore.

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Tags: Data Management, Sales Prospecting, List Development, B2B Inside Sales

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

Posted by Gillian Sontz on Mon, Nov 10, 2014 @ 09:30 AM

What is B2B social selling? There are many definitions, such as using social media outlets like Facebook, Twitter, Pinterest, etc., to spread the word about products and services to potential customers and clients. Although these definitions encompass the literal meaning of the words “social” and “selling,” social selling is not just pushing your products and services through a social media outlet. In fact, it’s something you’ve probably done in the past without realizing it.

To me, social selling for B2B inside sales is using your resources to your advantage.

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Tags: Sales Prospecting, Social Selling, B2B Inside Sales, B2B Sales Success

#ProspectingChat: Inbound Prospecting with Howard Brown of RingDNA

Posted by Allison Tetreault on Thu, Nov 6, 2014 @ 09:36 AM

It's the start of a new month. Who knows what that means? Just in time to get ramped up in Q4, we're sharing our best sales best practices for prospecting inbound leads, or leads generated from marketing efforts. We've invited a very special guest, CEO of RingDNA Howard Brown, to share his insights at this month's #ProspectingChat. Join us at AG Saleswork's Twitter account today to participate in the discussion. Here are some details about today's Twitter Chat:

Date: Thursday, November 4, 2014
Time: 1:30 PM EST / 10:30 PM PST
Hashtag: #ProspectingChat
Topic: Inbound Prospecting
Special Guest: Howard Brown of RingDNA
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Tags: Sales Strategy, Sales Prospecting, B2B Marketing, Outbound Prospecting

How to Apply The Art of Selling Without Selling & Marketing Without Marketing

Posted by Andrew Moravick on Wed, Nov 5, 2014 @ 09:30 AM

Sales Prospecting Perspectives is pleased to bring you a guest blog post from Andrew Moravick, Content Marketing Manager at Aberdeen

As marketing or sales professionals, we’re often very deliberate in what we do. If I’m creating marketing content, I should be sure to position the brand well, deliver relevant value, and drive toward a measurable conversion. Many sellers I’ve encountered also feel the very literal pressure to always be closing. Sometimes, however, the most direct or obvious path isn’t always the most effective…

In cases where a buyer or prospect doesn’t want to be marketed to or sold to, overtly communicating in marketing or sales speak isn’t going to pay off. In these cases, you need to leverage the art of marketing without marketing, or the art of selling without selling.

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Tags: Content Marketing, Lead Qualification, Sales Process, B2B Inside Sales, B2B Marketing, B2B Sales Success

New Outbound Prospecting Insights for Your Sales Development Team

Posted by Peter Gracey on Tue, Nov 4, 2014 @ 10:24 AM

Are you a B2B inside sales or sales development representative looking for a benchmark against which to measure your sales prospecting strategies? Are you a team lead or manager hoping to see where your team stands on the outbound sales spectrum? If so, The Outbound Index™ is a must-read for you as you prepare your B2B sales prospecting strategies for 2015.

If you're a regular reader, you know the question Matt Bertuzzi of The Bridge Group Inc. and I pose every year:

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Tags: Sales Prospecting, B2B Inside Sales, Outbound Prospecting

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