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Sales Prospecting Perspectives

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5 Voicemail Tips Every Sales Development Rep Should Be Using

  
  
  
  
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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:

Is There a Perfect Personality Trait for Inside Sales Reps?

  
  
  
  
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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.

4 Lessons Learned After One Year as an Inside Sales Manager

  
  
  
  
Inside Sales Manager Lessons

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.  

Why Prospects AND Reps Will Love These 2 Sales Voicemail Templates

  
  
  
  
Sales Voicemail Templates

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?

The Evolution of the Sales Role

  
  
  
  
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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.

Does Your Sales and Marketing Management Contribute to the Company?

  
  
  
  
Does Your Sales and Marketing Management Contribute to the Company?

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.

A Story About Why Building Credibility Matters When Teleprospecting

  
  
  
  
Credibility

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:

Why This Cold Sales Email Template Works So Well

  
  
  
  
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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: 

Why Outbound Prospecting Still Matters -- Now More Than Ever

  
  
  
  
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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?

Look For The 3 C's When Hiring Inside Sales Reps

  
  
  
  
Hiring Inside Sales Reps

Over the 10 years I've spent interviewing inside sales candidates, I've caught myself looking for the obvious traits we seek in people hoping to explore sales for the first time. 

Do they have the drive? Do they seem intelligent? Are they articulate? Can they think on their feet? How do they deal with adversity? Will they fit in with the team?

While these questions are extremely important for us to ask, there are other questions that we often forget to ask throughout the interview. Over a decade, I've learned that getting to the bottom of these questions is absolutely essential for inside sales candidates.

On the surface, these questions may seem obvious. However, when an inside sales rep quickly flames out after 2 months on the job, I'm often kicking myself for not sticking to the 3 C's:

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