Sales Prospecting Perspectives

The 2 Not-So-Obvious Traits of Successful B2B Sales Development Reps

Posted by Craig Ferrara on Tue, Jan 27, 2015 @ 09:30 AM

Getting back to the gym after the holidays is always fun. Everyone has their resolution to get back in shape after eating obscene amounts over the previous month. Of course, you end up having to deal with a sea of people taking up literally every piece of equipment that the gym has to offer. It's certainly enticing, since most gyms nowadays can offer memberships at $10 a month. Out of curiosity, I asked a friend who works at the gym what the sales numbers look like this time of year since the fees are so low. She said that they typically see a 35% growth in new membership in January, which you come to expect this time of year. 

While new sales are obviously very important for them focus on, she said that their corporate offices spend much of their time focused on what their "active membership" looks like. The definition of an active gym member would be someone that comes to workout 1 time a week. 

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Tags: Sales Motivation, Optimism, Cold Calling, B2B Inside Sales

Your B2B Data Checklist for Evaluating New Lists

Posted by Kim Staib on Mon, Jan 26, 2015 @ 09:30 AM

At AG Salesworks, we engage with a number of different vendors to procure B2B lists depending on the requirements outlined by each client. With more and more data vendors entering the market, it’s important to stay organized, paying close attention to your guidelines  when evaluating your list before B2B prospecting it.

That’s why, before I send our clients a list, I do a separate scrub of my own to make sure all criteria has been met and there isn’t any confusion. Here are the questions I ask prior to importing a list for a new client. 

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Tags: Data Management, Client Management

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

Posted by Demian Farnworth on Wed, Jan 21, 2015 @ 09:30 AM

Sales Prospecting Perspectives is pleased to bring you a guest blog from Demian Farnworth, Chief Copywriter at Copyblogger Media

To close a sale, a prospect needs to commit to buy (plus a few other steps, but that commitment is crucial). What transforms someone from a cynical prospect into a customer? What factors contribute to commitment?

In short, presentations must be loaded with convincing evidence to prove your product is reliable. The principle is simple: If a company incorporates trust and credibility in its marketing, skepticism naturally fades. Read on for 10 essential principles to build belief, sweep aside distrust, and close sales.

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Tags: Sales Strategy, B2B Inside Sales, Handling Sales Objections

How to Influence B2B Sales Prospects (Without Annoying Them)

Posted by Allison Tetreault on Tue, Jan 20, 2015 @ 09:30 AM

If you’re selling something, you need to be persuasive. But you don’t need to be annoying.

Case in point: I was at the gym the other day, in the middle of a sweaty elliptical workout, when a trainer came over and asked if my name was Christine. Apparently he was asking every woman in the gym because Christine did not show up on time for her appointment. I told him that my name was Allie, and expected him to mosey along, but instead he struck up a conversation with me. While I was out of breath. And - it bears repeating - extremely sweaty. He wanted to know how often I came to the gym, when I’d be coming in next, whether I was making any fitness goals in the New Year, and then he had the audacity to ask if he could make an appointment with me for next week. Even though I made it clear that I “like to do my own thing,” he insisted, so I told him I’d be back next week and I’d find him then.

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Tags: Teleprospecting, Sales Prospecting, Sales Messaging

The B2B Sales Development Rep's Guide to Data Management

Posted by Michaela Cheevers on Mon, Jan 19, 2015 @ 09:30 AM

It’s that time of year again, and the “new year, new me” attitude will be in full effect for at least another few weeks or so. It doesn’t hurt to also start developing steps to improve and enhance your performance at work to make this year even better than the last. One way to improve in the New Year is to start at the foundation, and for many of us B2B sales development reps, that means cleaning up the database. After all, quality data is the key to success in inside sales. Here are 3 steps to B2B data management:

1. Become familiar with your database system and its capabilities.

A huge overhaul of your entire database is both unnecessary and unrealistic as you start off the New Year. Just because you have a new goal to improve your organization and clean up your data does not mean you suddenly have all the extra time to do so. In order to effectively clean up your data, you have to start small and ensure that the process does not become overwhelming. No matter what system you use to organize your data, it is imperative that you become familiar with just what your system is capable of and develop a consistent method to use these features.

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Tags: CRM, Sales Tools, Data Management, List Development

#ProspectingChat: Perfecting Response Rates with Donato Diorio

Posted by Allison Tetreault on Wed, Jan 14, 2015 @ 09:30 AM

After a long hiatus, #ProspectingChat on AG Saleswork's Twitter account is back this week! We'll be discussing how to perfect your response rate, replete with with Donato Diorio, CEO of RingLead.  

Today we'll be discussing best practices for perfecting your response rate over email, voicemail and social platforms. We'll share creative sales prospecting techniques, ways to make the "follow-up" more effective, some bad habits and good habits to follow, and more. 

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Tags: Sales Prospecting, Email Prospecting, Voicemail Prospecting, B2B Inside Sales, B2B Sales Success

5 B2B Marketing Thought Leaders Share 2015 Trends and Predictions

Posted by Megan Tonzi on Tue, Jan 13, 2015 @ 09:30 AM

What marketing trends are you implementing in the New Year?

Last week, we spoke with 5 B2B sales thought leaders who shared their 2014 trends and 2015 predictions. Their curated insights pointed towards the future of inside sales and sales development: sales tools, data, sales process improvements, sales enablement technologies, target account marketing and selling, and more.

We would be remiss, however, if we did not interview marketing leaders as well, for there will be some big changes to marketing in the future. We asked them this question:

What were the major trends in B2B marketing in 2014, and how do these trends influence your predictions for 2015? 

Marketing execs and coordinators, stay up to date on the latest trends and predictions from these marketing thought leaders.

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Tags: Content Marketing, B2B Marketing

How to Effectively Work From Home as a B2B Inside Sales Manager

Posted by Kim Staib on Mon, Jan 12, 2015 @ 09:30 AM

Happy New Year!  Like many, I spent most of my holiday back home with family.  Also like many others, wanting to stay on top of my tasks I chose to work most of the break from home.  I am never usually one to elect working from home, as I prefer the atmosphere of an office.  Understanding New England winters (and the snow that accompanies it), I know this will not be the first time this season I will have to work from home, so I made sure over the holiday break to develop some strategies and tips to make it easier.  If you have the right strategies in place, you can be even more productive at home than in the office. In fact, a recent Stanford study revealed that working from home can increase total productivity by 20 to 30 percent! I hope these tips will help you to set up a home environment conducive to working as a B2B inside sales manager!

Continue Following Your Daily Routine

The temptation to sleep in until it’s time to click on your computer is strong, but I found that waking up at my usual time and using the extra minutes to make myself breakfast and get settled at a workspace made it feel more like a regular day.

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Tags: Corporate Culture, Inside Sales Management, B2B Inside Sales

3 Steps to Stellar List Building

Posted by Donato Diorio on Wed, Jan 7, 2015 @ 09:30 AM



The best list is the one nobody else has. Gathering valuable information enables you to build targeted niche lists, track emerging companies in specific markets, and segment larger sectors or lists. 

Good B2B list building affects all aspects of business, including the funnel and pipeline. Collecting the names, titles, emails, phone numbers, and social data creates that holistic record.  However, building a quality, accurate, and targeted list requires planning.

Here are the key steps to keep in mind.

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Tags: Data Management, List Development

5 B2B Sales Thought Leaders Share 2014 Trends and 2015 Predictions

Posted by Megan Tonzi on Tue, Jan 6, 2015 @ 09:30 AM

It’s January 6. Do you know what that means? It’s the second day of the first full week of 2015. Yesterday, you were most likely scrambling to answer all those emails you missed over vacation, rushing to meetings about your sales pipeline, and scrambling to write down your new sales goals.

However, did you ever just take a moment to stop and reflect on the year behind you, on the year ahead of you, and on your impact as a sales leader?

We asked 5 B2B sales thought leaders to take a step back and analyze last year in terms of sales trends and this year in terms of sales predictions. Specifically, we asked them this question:

What were the major trends in B2B inside sales in 2014, and how do these trends influence your predictions for 2015?

Today, we invite you to read their insights so you can better prepare for your year in sales. Also, stay tuned for next Tuesday, when we’ll be sharing the marketing edition of this post.

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Tags: Sales Enablement, Sales Tools, B2B Inside Sales, Outbound Prospecting, B2B Sales Success

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