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Sales Prospecting Perspectives

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Sales and Marketing Alignment Equals More Revenue

  
  
  
  
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AG Salesworks is pleased to present you with a guest blog post from Brian Serino, SVP of Sales and Business Development at NetProspex

We’re all familiar with the deep-rooted battle between sales and marketing. It goes something like this: sales blames marketing for their inability to produce quality leads, while marketers fault sales for their lack of lead management skills. In this battle, however, there is no winner, because when sales and marketing teams work individually, poor lead management results on both sides.

4 Big Questions to Ask When Outsourcing Inside Sales Teleprospecting

  
  
  
  
Outsourcing Teleprospecting Inside Sales

The decision to outsource part of your sales team - whether you're revamping an insourced team or whether you don't have on insourced team - can be a very tough one to make. What are the most crucial factors to look for in an outsourced teleprospecting team? Most people's answer would be: cost. While cost of service is a very important factor when considering an inside sales teleprospecting partner, there are numerous other questions to ask to determine whether the company you're researching is well-run, successful, and most important, trustworthy. In a discovery call about that company, ask these 4 questions to get a real feel for the way they conduct their business. These questions and more are featured in our new guide, "Your Lead Generation Home Away From Home: How Outsourcing Teleprospecting and Inside Sales Functions Can Augment Your Tech Company's Revenue."

3 Tips for Inside Sales Reps to Stay Motivated During Summer Months

  
  
  
  
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It's halfway through July! We’ve officially entered the dog days of summer. That means it’s time to start assessing Q3 goals and targets. July is the ideal time for inside sales reps to regain their focus so they can follow up the quarter with great results. But with beautiful summer weather and vacations planned for the not-so-distant future, it can be difficult for an inside sales rep to remain fully focused and motivated. Here are 3 tips inside sales reps can use to stay on task during the peak of summer.

Join Us for Our First Twitter Chat, #ProspectingChat, Today!

  
  
  
  
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As you may already know, AG Salesworks is an active user on Twitter. We share insights and posts from many sales and marketing thought leaders and tweet sales prospecting best practices every day. Today, we’re excited to be hosting our very own Twitter chat, #ProspectingChat, at 1:30 PM EST / 10:30 AM PST!

4 Steps to Content Curation for Inside Sales Reps

  
  
  
  
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Sales Prospecting Perspectives is pleased to bring you a guest post from Dave Howe, Principal at Sales for Life.

As social sellers, it is imperative that we constantly share valuable information and insights with our networks. This is essentially what separates us from the rest of the sales community. However, clearly there is not enough time in the day for us to be constantly creating brand new content from scratch, nor is it necessarily beneficial to do so.

A healthy content marketing mix involves a significant portion of 3rd party content sharing in addition to original thought-leadership pieces. By sharing content from other sources, you are not only showing your network that you respect the opinions of others in your industry, you are also showing them that you’re well informed on topics that are important to them. For these reasons, it is important that you master some basic content curation skills to ensure you always have an ample amount of information to share with your community of prospective buyers.

Does a True Inside Sales Team Player Care About Getting Credit?

  
  
  
  
Harry Truman

I'm a big teamwork guy. I like when everyone can share credit.

That may seem like an overly obvious statement for most of you out there, but if you asked yourself if you're a team player, what would your answer be? Deep down, do you prefer to collaborate with others or tackle things independently? I don't think there's really a right or wrong answer, but at some point, inevitably, you're most likely going to need to collaborate with a colleague or boss on a portion of your work in order to take it to the next level. 

As I've discovered over the years, the more responsibility I take on, the more I realize that working independently isn't really an option for me. As much as I would like to have direct control over my world, I realize that there are far too many moving parts for me to not have to rely on others for their input and insight. I'm perfectly fine with that, and I came to terms with that reality long ago. Most of us will have to if we have any intention of working in a management capacity or in inside sales. 

3 Key Metrics to Track When Managing Your Inside Sales Team

  
  
  
  
Inside Sales Metrics

(And Call Volume is Not One of Them)

I recently wrote in my blog post 5 Most Frequently Asked Questions About Outsourcing Inside Sales that gone are the days of closely tracking the number of activities when managing your inside sales team. While I still think measuring activities is important to a degree, I don’t think it should hold as much weight as it does for many inside sales teams out there.

The problem with placing such a large emphasis on the number of activities is that doing so confuses the purpose of teleprospecting. It’s not about quantity, it’s about quality. With this metric as a forefront in Inside sales reps’ minds, they tend to get caught up in making a high number of dials instead of focusing on making smart dials. Smart dials lead to quality conversations which in turn result in qualified opportunities for themselves or for the outside sales team to follow up on.

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

  
  
  
  
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AG Salesworks is pleased to bring you a guest post from Janelle Johnson, Director of Demand Generation at Act-On Software. 

In B2B marketing, sales and marketing emails play different but equally important roles in a successful communication strategy. Marketing emails lure the leads, and sales reels them in. But if nobody ever opens your messages, they won’t do your organization much good. Getting a prospect to open an email can be extremely challenging in today’s crowded marketplace. Many of us get hundreds of emails every day. Which ones make you click? Which ones make you hit delete?

[INFOGRAPHIC] The Aligned Lead Nurturing Funnel

  
  
  
  
Lead Nurturing Funnel

At AG Salesworks, we talk about aligning sales and marketing departments quite a bit. By now, most people know that in a successful business, B2B sales and marketing need to work together.

However, many people still harbor a misguided notion about what sales and marketing alignment really is. It's not just a mindset. It's a merging of actionable business processes.

The Fine Line Between Cold Calling and Warm Calling

  
  
  
  
Warm Cold Calling

Inside sales representatives and business development representatives spend a majority of their time prospecting companies to find and create potential sales opportunities. Depending on the type of project, an inside sales rep may have many different campaigns to follow up on, calling both warm and cold prospects.

Let’s recap the colloquial definitions of “cold calling” and “warm calling.” I contact prospects for my client who have expressed interest in their solutions through downloading information on their website or attending their events. Reaching out to a prospect who already has a relationship with your client or that you have previously engaged with is considered “warm calling.” It is also common for a sales rep to prospect campaigns in which the prospect has had no prior engagement with a client. This type of situation is commonly referred to as “cold calling.”


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