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Sales Prospecting Perspectives

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Where do B2B and B2C Sales and Marketing Overlap? What Lessons Can We Learn?

  
  
  
  
B2B

Sales Prospecting Perspectives is pleased to bring you a guest post from Beth Cohen King, Director of Marketing at Ve Interactive.

In a recent companywide meeting at Ve Interactive US HQ, we discussed Steve Job’s secrets to great presentations.  At the top of the list was: “Answer the one question that matters most, and that is, ‘Why should I care?'"  As sales and marketing professionals, this should always be our number one concern.  It doesn’t matter if we work in B2B sales and marketing or provide sales and marketing for B2C clients.  Why should our prospects/leads/customers care about what we do? And why should they continue to care? And the biggest question, what value do we provide?  As Albert Einstein said, “Strive not to be a success, but rather to be of value.” Therefore, value should be at the core of all our sales and marketing efforts.

Time Management Tips for Cold Calling Inside Sales Reps

  
  
  
  
Cold Calling

Over the years, I found that I innately gravitate towards the part of my job I enjoy doing the most. I think we're all guilty of that at times. In fact, I would argue that most of us gravitate away from cold calling.  In my experience it has been rare to see someone swan dive into cold dials every day. Generally, I had a pre-calling ritual before I got going, but there were still days when it seemed as if it took me an entire morning to get warmed up. 

5 Starting Tips for New Inside Sales Reps

  
  
  
  
New Hires

It’s new hire season (at least over here at AG)! We’ve seen several new faces this week, and with college graduations just around the corner, we’ll be seeing even more! Jumping into a new lead generation or inside sales career can be intimidating, but everyone has to start somewhere. I really enjoy working with AG’s new hires, and I’ve come up with the following pieces of advice to help new inside sales reps start off on the right foot.

Better Processes & Improved Focus with Queue-Based Lead Management Platforms

  
  
  
  
lead management resized 600

AG Salesworks is pleased to bring you a guest post from Kevin Thornton, Executive Vice President - Sales & Marketing for VanillaSoft

Here is a statistic that may give you a jolt: “only 25% of leads are legitimate and should advance to sales.” (Source: HubSpot). This raises some questions:

  • Are sales and marketing in alignment on what constitutes a qualified or sales-accepted lead?
  • Am I purchasing the right lists & working with the right list providers?
  • How are leads being reviewed and passed along to my sales reps?

A lot has already been written about sales & marketing alignment and list providers.  Today I want to talk about a third point:  how is your team’s next lead reviewed and passed along to a rep?

How to Increase Employee Retention in Inside Sales

  
  
  
  
Retention

Employee retention seemed to be a taboo subject at my old sales jobs. If sales managers didn’t speak about it, the problem would simply not be a problem. Unfortunately, they seemed to be conditioned to accept that attrition was inevitable with a team of people making cold calls all day. It wasn't uncommon to see about 50% of new hires exit the organization after 6 months. Why? You've taken the time to interview, hire and train a rep, but once they're at altitude, they leave. No one should be OK with that.

The End Game: How to Create Opportunities Early In Inside Sales

  
  
  
  
Sales Opportunities

With a family background in sales, it’s no wonder I love competition, organization, and numbers. I like that every month your slate is wiped clean and you have another 30 days to crush your numbers. But not only is sales a month-to-month game; it's also quarterly and yearly. The cycle in which we work in inside sales is organized and allows you to plan your time accordingly.

Needs-Based Marketing for Executive Buyers Today

  
  
  
  
Needs-Based Marketing

Sales Prospecting Perspectives is pleased to bring you a guest post from Cari Zoch, Marketing Manager at Avention, a company that offers real-time, actionable B2B data to deliver 21st century business info, solutions for sales, marketing and research. 

It’s no secret that the buyer’s journey has changed.  Whether you’re looking at Google’s ZMOT theory or some other evaluation of the change in the process, it’s clear that customers are doing more research and talking to sales people later and later in the process.  There have been countless articles written in attempts to coach organizations on how to get into the decision-making process earlier and earlier.  There have probably been equally as many articles written on getting to the right buyer at the right time.   But once you get to that buyer, are you presenting the right message and offering true solutions to their business problems, or are you pushing a set of product features trying to fit their needs into your product specs?

5 Tips For Inside Sales Managers Who Have Trouble With Conflict

  
  
  
  
conflict

The hardest transition I've found when moving into a manager role is the change in relationship between you and former colleagues that you've once worked with. This changeover generally tends to be the biggest challenge for most new inside sales managers, whether they're responsible for training the inside sales team or for managing the managers.

4 Ways Inside Sales Reps Are Like Hunger Games Tributes

  
  
  
  
Inside Sales Hunger Games

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

I’ve seen inside sales described using many analogies. But my favorite analogy by far is the comparison to the popular series, The Hunger Games. These books and movies focus on a woman who has to fight to the death in order to survive The Hunger Games, a twisted competition in which children ages 12 - 18 are forced to particpate, created by central officials to deter rebellion. Now you may be thinking: “How in the world could you see any similarities between the sales world and the dystopian world described by Suzanne Collins?” Even though they’re not shooting bows and arrows at jabberjays like Katniss Everdeen, inside sales reps actually share many qualities with Hunger Games tributes. Here are four:

Marketing and Selling: Two Sides of the Same Coin

  
  
  
  
Marketing and Selling

Sales Prospecting Perspectives is pleased to bring you a guest post from Jonathan Catley, Online Sales & Marketing Manager at MD Connect.

Peter Drucker, business genius, once said, “The aim of marketing is to know and understand the customer so well the product or service fits him and sells itself.” That concept essentially defines marketing as early stage selling, but since Drucker’s time, many companies have divided marketing and selling into separate disciplines, rather than realizing that they are essentially just different points on the continuum of bringing the customer to the business.

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