Sales Prospecting Perspectives

5 Steps to Successfully Build Your Company's Sales Development Efforts

Posted by Matt Heinz on Wed, Dec 17, 2014 @ 09:30 AM

Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz, President of Heinz Marketing

Who is responsible for qualifying inbound marketing leads and identifying new, short-term sales opportunties for senior sales executives in your company? Whether they're Sales Development Representatives (SDRs), Market Development Representatives (MDRs), or simply inside sales, their role is a critical and strategic part of an efficient, scalable sales process.

Whether you’re launching a new SDR effort for your company, or seeking to improve its effectiveness and success in the New Year, here are five steps to get you off on the right track.

Read More

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

5 Reasons Not to Build Your Sales Development Team One Rep at a Time

Posted by Craig Ferrara on Tue, Dec 16, 2014 @ 10:00 AM

Sales development reps, you've all heard it. Cold calling is not a walk in the park. Sometimes, it will seem like a monumental struggle, trudging through lists full of incorrect contacts and trying your best to influence influencers. If your company has a sales development team, you know that one of the few things that helps these sales reps get through the day is knowing that the person sitting next to them is dealing with the same challenges. They can reach out to each other for advice, or to bounce off ideas. At AG Salesworks, this is especially helpful as we have teams for support, including team leaders, managers, and directors of client operations, each of which have experience in the field and have their doors open to reps at all times. 

Read More

Tags: Sales Strategy, Inside Sales Management, Sales Prospecting, B2B Sales Success

How to Motivate Your Sales Development Team through December Holidays

Posted by Kim Staib on Mon, Dec 15, 2014 @ 09:30 AM

christmas-tree-227014_1280 Anyone who knows me understands my deep-rooted, unapologetic hatred for winter weather.  That first winter chill in the air that hits Boston in November and stays until March (and oftentimes through April in New England) is a constant reminder that I grew up in the wrong climate.  I stare longingly at the “beach of the day” calendar that sits on my desk as the temperature continues to drop and the possibility of massive snowstorms loom.  There is, however, one thing I do like about winter, and that is the month of December.

Like most people, I love Christmas.  I love the beautiful twinkling lights everywhere, shopping for gifts, and spending quality time with friends and family.  December is also a deceptively great month for sales prospecting as outlined in an earlier blog from Craig Ferrara.  What December brings to the operations team is an opportunity to come up with some creative ways to manage our sales development team.  Below are a few sales motivation tips for your teams in the month of December.

Read More

Tags: Sales Motivation, Inside Sales Management, Coaching, Call Strategy, B2B Sales Success

5 Sales Prospecting Tips to Combat the End-of-Quarter Blues

Posted by Colleen Francis on Wed, Dec 10, 2014 @ 09:30 AM

Seeing as this is the end of the year, I suspect many of you may be feeling what I like to call the “end-of-year blues.” It’s a positive time to be a consumer, especially if you are planning to buy a car, as you can often use this end-of-quarter or end-of-year blues to secure larger than normal discounts from desperate and starving sales reps.

 

For inside sales reps, on the one side, you’re getting the brush off from prospects who want to call you back next year instead. The end of a period is a time when your prospects have other fires burning bright. Often, they use those other priorities as an excuse to put buying decisions on hold – especially if you’re selling to publicly traded companies. “I need some more time,” “let me think about it” and “call me back next (month, quarter or year)” are three of the most frustrating phrases you’ll ever hear in sales.

Read More

Tags: Sales Prospecting, B2B Inside Sales, Handling Sales Objections, B2B Sales Success

Which Sales Superhero Are You? [Quiz]

Posted by Allison Tetreault on Tue, Dec 9, 2014 @ 09:30 AM

In a world… where sales stars are born… Four have risen above the rest and become… Superheroes!

Are you Inside Sales Iron Man, confident and persistent, well-armored against objections and always researching new techniques?

Are you B2B Batman, resourceful in the way you maintain your sales toolbelt, whether with new strategies or new technologies?

Read More

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

How to Prepare For Client Calls in B2B Organizations

Posted by Gillian Sontz on Mon, Dec 8, 2014 @ 09:30 AM

Preparing for a client call in B2B sales takes a minimal amount of time and can greatly impact the quality of your client relationship. What time is the call scheduled? Who will be included? What are the topics that will be discussed? What reports do you need to pull? These are just a few simple questions you can ask yourself to feel better prepared before you hop on a call with your client. Here are some of my best tips for preparing for client calls, as well as a sample client call itinerary.  

The Details

Being punctual for a client call is extremely important. If possible, set a reminder ten to fifteen minutes before the call. This way, you can organize your materials and thoughts. You can also use the time to check your inbox for any last-minute updates. Make sure you know who will be included on the call, and, most importantly, how the call will be facilitated. Are you calling into a conference bridge? Do you have the appropriate technology available needed for the call?

Read More

Tags: B2B Lead Generation, Closed-Loop Feedback, Client Management, B2B Sales Success

Marketing and Sales Alignment or Integration?

Posted by David Brock on Wed, Dec 3, 2014 @ 09:30 AM

Sales Prospecting Perspectives is pleased to bring you a guest post from David Brock, sales consultant and President at Partners in EXCELLENCE, where this post was originally published.
 
I’m fascinated about a lot of the discussion about B2B sales and marketing alignment. Inevitably, the discussion narrows to MQL’s and SQL’s. The alignment discussion inevitably focuses on gaining agreement on the definition and metrics surrounding these two metrics.

Some of the things discussed are, agreement and alignment around the definition of lead quality and lead volume. Usually marketing is saying “sales isn’t following up on our leads, consequently we’re losing lots of opportunity.” Sales takes the position, “The leads we get are crap, just because someone wants a white paper doesn’t mean I should be wasting my time calling them.”

I still see the same old diagrams, the marketing funnel and the sales funnel, with the marketing funnel feeding the sales funnel.

Read More

Tags: Sales Enablement, Sales and Marketing Alignment

Why is December a Great Month for B2B Sales Prospecting?

Posted by Craig Ferrara on Tue, Dec 2, 2014 @ 09:30 AM

Historically, the typical sales rep thinks that prospecting and December do not mix. The mindset is that generally the last month of the year should be spent getting deals in and preparing for the following year.  No one really picks up the phone this time of year, right?

Wrong. And I'm not just saying this from the perspective of AG Salesworks, a B2B lead gen company that prospects year round. 

Read More

Tags: Teleprospecting, B2B Lead Generation, Sales Prospecting, Outbound Prospecting, B2B Sales Success, Reporting Metrics, B2B Lead Management

3 Reasons Your Call Strategy Must Have More Influencers than C-Suites

Posted by Kim Staib on Mon, Dec 1, 2014 @ 09:30 AM

If you work in outsourced B2B lead gen, you know this moment in a conversation all too well:

Sales Partner: Can you tell me what criteria you want us to follow when procuring data?

Client: Well, we want only C-level executives, in companies with over 250 million in annual revenue.  Our sales reps won’t take calls with anyone who has a lower title.  What’s the point if they’re not the ones who will sign off on the budget?  We don’t want to waste our time with Managers or Directors.

And there you have it.  You’ve just been “C-Bombed.”  

Read More

Tags: Sales Strategy, B2B Lead Generation, Outsourcing Teleprospecting, Client Management, Call Strategy, B2B Sales Success

How to Start Referral Selling in 5 Steps

Posted by Donato Diorio on Wed, Nov 26, 2014 @ 08:30 AM

Sales Prospecting Perspectives is pleased to bring you a guest blog by Donato Diorio, CEO of RingLead.

Referral selling is all about helping you acquire new customers by utilizing a crucial asset: your past and existing customers. It can be one of the most effective sales strategies because the referral from a satisfied customer provides you with credibility and opens doors.

Referral selling starts from the top and impacts the entire organization. It’s a cultural shift where everyone is focused, passionate, confident and ready to sell. Improve sales prospecting by implementing referral selling. 

Read More

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

Join the discussion!