Sales Prospecting Perspectives

5 Sales Messaging Mistakes That Will Haunt & Doom Your Sales Process

Posted by Megan Toohey on Fri, Oct 31, 2014 @ 08:30 AM

With Halloween just around the corner, you must be prepared to be scared. You might see some ghouls roaming around your neighborhood, some frightening Halloween treats, or some loud and potentially disturbing decorations on your neighbor’s lawn (there’s always that one neighbor!).

However, you know what consistently scares me, year round?

Read More

Tags: Messaging, Personalized Messaging, Social Selling, Email Prospecting, Sales Prospecting, voicemail Prospecting, B2B Inside Sales, Sales Prospecting Tips

5 Voicemail Tips Every Sales Development Rep Should Be Using

Posted by Megan Toohey on Wed, Oct 22, 2014 @ 09:30 AM

Sales Prospecting Perspectives is pleased to bring you a guest blog from Greg Klingshirn, Content Marketing Manager at SalesLoft

Cold calls are the bread and butter of successful sales development reps. But what about the times you call and don’t get an answer? Leaving a message is a hard starting point to a demo or qualified appointment.

Instead of being dejected when you don’t get an answer, use it to your advantage. When you’re confident in voicemail, prospects that don’t answer can be your silver bullet.

Leave a voicemail to remember with these five tips:

Read More

Tags: Messaging, Sales Development, Teleprospecting Strategies, voicemail Prospecting, Voicemail Strategies, Outbound Prospecting, Sales Prospecting Tips

Is There a Perfect Personality Trait for Inside Sales Reps?

Posted by Craig Ferrara on Tue, Oct 21, 2014 @ 09:30 AM


Last week I spoke of a few traits I look for when hiring inside sales reps looking to join the AG ranks. One of the specific traits I highlighted was having the innate confidence to do the job. Some reps might show all the outward signs that they’re a sales natural, but when the stage is theirs and they need to rise to the occasion, they fall flat. The reverse could be said for the perceived introvert. Just because they don’t want to be the center of attention doesn’t mean that they can’t get the job done when they’re under fire.
Read More

Tags: Call Reluctance, Inside Sales Management, Coaching Tips, Sales Development, Hiring Strategies, Sales Management, B2B Inside Sales, Inside Sales Training, Inside Sales Management Tips

4 Lessons Learned After One Year as an Inside Sales Manager

Posted by Kim Staib on Mon, Oct 20, 2014 @ 09:30 AM

Next month marks an important milestone not only in my career at AG, but in my career in general.  This October I will have completed my first year as an inside sales manager.  It has been a busy year at AG, with many new faces, new clients and new challenges, as I transitioned from making calls to managing those who do.  A few years ago I wrote a blog outlining lessons I had learned after one year as an inside sales rep, and I am glad to reprise that entry to now include lessons from a management perspective.  

Read More

Tags: Inside Sales Team, Inside Sales Management, Coaching Tips, Organization, Inside Sales Rep, Sales Management, Sales Training, B2B Inside Sales, Client Management, Teleprospecting Coaching Tips, Inside Sales Training, Inside Sales Management Tips, Time Management

Why Prospects AND Reps Will Love These 2 Sales Voicemail Templates

Posted by Allison Tetreault on Thu, Oct 16, 2014 @ 09:30 AM

If you’re in sales, a lot of your time is spent on the phone -- outbound prospecting, inbound qualifying, cold calling, you name it. You may have a list of questions you want to ask your prospect, and you may have a roadmap for the direction you want your conversation to go. However, what happens when your prospect doesn’t answer the phone?

You’ll need to leave a voicemail that doesn’t get ignored or deleted immediately. If the average voicemail response rate is 4.8% according to InsideSales, how can you generate enough interest in prospects that they call you back?

Read More

Tags: Messaging, Teleprospecting Strategies, voicemail Prospecting, Voicemail Strategies, Outbound Prospecting, Sales Prospecting Tips

The Evolution of the Sales Role

Posted by Megan Toohey on Wed, Oct 15, 2014 @ 09:58 AM

Sales Prospecting Perspectives is pleased to bring you a guest post from Sean Jones of SalesFusion, business writer with a primary focus on the marketing sector.

In the age of the tweeting refrigerator, salespeople are transitioning. The process of a sale no longer unfolds over just one platform; however in many cases it does involve multiple buyers. Bar the anomaly that is the Girl Scout Cookie, the face of the company is no longer the salesperson. 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.

Read More

Tags: Lead Generation, Buying Process, B2B Lead Generation, Buying Cycle, B2B Inside Sales, Sales Prospecting Tips

Does Your Sales and Marketing Management Contribute to the Company?

Posted by Megan Toohey on Tue, Oct 14, 2014 @ 09:30 AM

What does it mean to be a manager, director, SVP, VP, President, COO, CFO, or CEO, outside of the responsibilities listed in the job description?  It means upholding duties, meeting goals, and contributing to the company.  Sometimes, executives seem to forget the last portion: "contribute to the company."  Many people automatically think, “Well, I'm doing a great job fulfilling my duties, so of course I'm contributing to the company.” But that's not always the case.

Read More

Tags: Motivation, Inside Sales, Inside Sales Reps, Marketing, Inside Sales Management, Optimism, Sales Management, Sales Goals, Sales Meetings, Active Listening

A Story About Why Building Credibility Matters When Teleprospecting

Posted by Maureen Wall on Mon, Oct 13, 2014 @ 09:30 AM

The other day, I encountered one of the rudest and pushiest sales people I’ve ever come across. No, it wasn’t a used car salesman, and no, it wasn’t one of those ladies at the perfume counter who sprays before asking.

Surprisingly, it was someone from a very reputable technology company looking to sell us additional services.

Here’s how the conversation went:

Read More

Tags: Inside Sales Professional, Resourcefulness, Salespeople, Teleprospecting, Sales Prospecting Strategies, Sales Relationships, B2B Teleprospecting, Teleprospecting Strategies, B2B Inside Sales, Sales Prospecting Tactics

Why This Cold Sales Email Template Works So Well

Posted by Allison Tetreault on Fri, Oct 10, 2014 @ 09:30 AM

What if I told you the secret to getting cold prospects to always open and even act on your sales emails? 

Here it is: There is no secret. 

The truth is, every prospect is different, so there's no guaranteeing that one best practice will work above all others. What you can do to build trust with cold prospects is be honest and provide real value in every email interaction you have with them. 

That's why this cold sales email template works so well: 

Read More

Tags: Messaging, Sales Prospecting Strategies, Email Prospecting, Email Strategies, Email Prospecting Strategies, Sales Prospecting Tactics, Sales Prospecting Tips

Why Outbound Prospecting Still Matters -- Now More Than Ever

Posted by Megan Toohey on Wed, Oct 8, 2014 @ 09:30 AM

Sales Prospecting Perspectives is pleased to bring you a guest post from Gareth Goh, Content Marketing Manager of InsightSquared.

Inbound, inbound, inbound.

Inbound sales, inbound marketing - it seems like that’s the only strategy that sales leaders depend on these days to generate leads and grow pipeline. And they should be focused on inbound! After all, the concept of inbound - aligning sales and marketing with the buyer’s intent and process, attracting them to you rather than pushing yourself on them - works. HubSpot pioneered the concept of Inbound Marketing and they have now built an entire industry around it. Buyers are becoming smarter and more sophisticated - they don’t need aggressive sales reps pushing products that they don’t want on them.

But wait! What about outbound prospecting?

Read More

Tags: Inbound Sales, Prospecting Strategies, Teleprospecting, Inbound Marketing, Inside Sales Metrics, Outbound, Outbound Success, Outbound Sales, Outbound Prospecting, Sales Prospecting Tips