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Sales Prospecting Perspectives

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Why Some Companies Are Giving Up On Content Marketing (And Why You Should Double Down)

  
  
  
  
Content Marketing

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

We’re such an impatient lot.  The more we can measure, the more (irrationally) we expect what we're measuring to work immediately. 

This applies to many facets of life these days, but particularly for B2B sales and marketing professionals.

Despite a clearer understanding of the buyer’s journey and timeline, we still expect our leads to convert immediately.  We expect new/cold lists to generate results right away.  We expect social selling to drive warm pipeline quickly (apparently just because it’s social).

My 4-Step Process to Marketing Research for Content Creation

  
  
  
  
My 4-Step Process to Marketing Research for Content Creation


If you’re a content marketer, you know how important it is to produce
interesting and relevant content.

If you’re a content marketer for the B2B space, you know how important it is to produce content that’s also fact-driven and referral-worthy.

Many of the potentials buyers we’re writing for don’t want to read fluff; they want clear initiatives and numbers in a format that’s easy to share. This is especially true for Directors of Sales and CIOs; they see numbers every day, and they are used to these numbers telling the truth. That’s why B2B content with statistics in headlines often perform better.

The problem? Many B2B companies producing content on a regular basis simply don’t have time to produce their own facts and figures. So, with attribution in mind, they hunt down the best reports from their peers.

How to Balance 3 Teleprospecting Techniques To Manage Your Lists

  
  
  
  
Teleprospecting Techniques

In the world of teleprospecting, many thought leaders are debating the efficacy of new and old techniques. With more and more sales leaders implementing new strategies, it's important for inside sales rep to keep up with the trends. However, don't feel you have to choose one technique and stick to it. Instead, learn to balance your techniques and manage your lists. Social selling is time-consuming, and it cuts out the ability to speak to prospects for a lengthy amount of time about their pains and needs, but it could lead to stronger opportunities. You may find that your team has more activity from the smile and dial method, but without some social intelligence behind these calls, those leads could be dead ends. Below are three things to consider when using commonly used prospecting techniques to find the balance that works right for you.

3 Tips for Nurturing Prospects in Inside Sales

  
  
  
  
lead nurturing campaign 590x330

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

What do you picture when you hear the word "nurture?"

Many people may think of a plant "nurtured" to full health. In inside sales, potential customers can also be nurtured. If they aren't a good fit now, does that mean they will always be unqualified for your product or service? Or can they slowly become a lead by means of a strong lead nurturing campaign? 

We’ve all seen the contact who doesn’t quite fit the qualifying criteria and is automatically added to the nurture bucket. These are three important tips to remember when nurturing prospects.

15 Sales Hacks You Should Know From Past Sales Hacker Events

  
  
  
  
Sales Hacker Conference


Sales Prospecting Perspectives is pleased to bring you a guest post from Max Altschuler, Founder and CEO of Sales Hacker Media

With the Sales Hacker Conference in Boston only a few days away, let's look back on past sales hacks revealed at recent Sales Hacker Conferences. This year's Sales Hacker Conference will be on Sept. 15 at 9 a.m. in the hub of the universe, Boston. More details here


Are You Getting the Most Out of Your "Comfortable" Inside Sales Reps?

  
  
  
  
Company Culture

I've always prided myself on creating the best culture I possibly can for my inside sales team. The last thing I want is for people to trudge into the office on Monday morning with a look of dread in their eyes, feeling like they have a full week of misery ahead of them. Keeping a good company culture is also partially selfish for me, because I don't want to spend 40 hours a week with miserable people who drain the life out of me. 

The Best Sales Prospecting Qualification Questions to Ask

  
  
  
  
Sales Prospecting Questions

If you are a company just starting out with your teleprospecting strategy or you are looking to revamp your methods when it comes to questions to ask during the lead qualification process, you've come to the right place. One of my favorite aspects of my role as Director of Customer Success is working with organizations just like yours. You have a blank canvas to work with, and you might not be exactly sure where or even how to start.

The A to Z of Inside Sales Training [Infographic]

  
  
  
  
Training Infographic

With inside sales training tactics advancing every day, it’s important for managers to stay up to date on the latest training news. However, instead of only focusing on how to train their reps, managers should also focus on how to train themselves to equip reps with the best tools and strategies they need to get the job done.

And the people who can help the most with that task may be closer than you think. 

#ProspectingChat: Sales Training with Josiane Feigon!

  
  
  
  
training chat resized 600

Today, we will be hosting this month's #ProspectingChat on AG Saleswork's Twitter account. We will welcome best-selling author Josiane Feigon as a special guest to discuss sales training tips. Here are some details about today's Twitter Chat:

Inside Sales Training: How Invested Should We Be in Human Interaction?

  
  
  
  
Sales Training and Human Interaction

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. 

Annually, billions are invested in sales skills training.  On top of that, millions are spent on books on sales techniques, thousands of articles are written.

People are constantly looking for an edge, “What are the ways I can get by the gatekeepers?”  “How do I craft an opening sentence that captures the prospect’s attention and gets me a meeting?” “What’s the best way to handle the objection?”  “How do I close the customers?”

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