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Sales Prospecting Perspectives

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Being a Millennial in Inside Sales

  
  
  
  
millenials resized 600


I’m going to say a word. And immediately you are going to form an assumption, positive or negative, about this word. You can’t help it, because that’s how we react as humans.

The word is: Millennial.


Are your Sales and Marketing Teams Playing Nicely Together?

  
  
  
  
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Sales Prospecting Perspectives is pleased to bring you a guest post from David Hazeltine, Director, Campaign Strategy at Fiserv.

Sales and Marketing integration. It’s such a nice theory, but yet in so many companies, the Sales team isn’t happy with the amount or quality of leads being generated by Marketing. Marketing is frustrated that salespeople won’t give them the time of day, never mind appreciate that Marketing exists for one reason: to support Sales. If sales are down, fingers point to Marketing for not providing enough leads. If there are no marketing campaigns in the works, fingers point to Sales for not clearly stating what they need.

Sales Prospecting Perspectives Weekly Recap - Week of February 21, 2014

  
  
  
  
Weekly Recap

Happy Friday, Sales Prospecting Perspectives readers! We hope you had a productive week; we sure did, and this afternoon we'll be having a contest between inside sales reps who passed leads this week. Despite the consistent snow storms in the Northeast (and there seems to be another on the way), we've continued calling across the country for leads. It's important to stay vigorous even through equally vigorous weather conditions.

Battle Blue Monday: Embrace 2014 Inside Sales Comp Plans

  
  
  
  
Blue Monday

Last Monday, January 6, was apparently the most depressing day of the year. I heard this on the radio as I was driving to work, trying to shake off the cobwebs from the holiday layoff.  It makes sense: I got used to the idea of kicking back, eating everything in sight, and spending some extra quality time with the family. Sure, I think many of us get used to the idea of living like a retiree. Unfortunately I'm about 20-30 years away from that... depending on how well the ole' 401K decides to perform.

Inside Sales Reps: First Impressions are the Most Important

  
  
  
  
First Impressions

In sales, it is crucial to not only sell but to leave a good first impression, sale or no sale. I've had interactions with sales professionals ranging from ignoring their insistent calls when I've already told them I'm not interested, to becoming best friends with someone who prospected me over six years ago.  For many people, their first interaction with your company may very well be with a sales member, and as the saying goes, "You never get a second chance to make a first impression."

Top 7 Reasons Why Inside Sales Reps Fail

  
  
  
  
Sales Reps Success

Let’s just get this out of the way first and foremost: You don’t really need a college degree to get into sales.  It absolutely goes a long way if you have one but I know plenty of people who don’t have degrees and are in sales.  I went to an all business school and sales wasn’t an option as a Major concentration, and just recently it’s been added to the curriculum as a Minor.

Sales Prospecting Perspectives Weekly Recap - Week of December 27, 2013

  
  
  
  
AG Snowman

Happy holidays, Sales Prospecting Perspectives readers. It's back to work at AG, as inside sales reps and managers plan for Quarter 1. Sales and marketing professionals should start off the New Year on a high note. Our advice? In these last few days, inside sales reps should continue to call, but should also review the year's progress. How much have you changed as a sales professional? What about your messaging is different now, and why? Inside sales managers, have you come up with ideas to motivate your team this past year, and what are the results? Does gamification influence your leadership style? It's important to reflect on 2013 before we move in to 2014, and then adapt our sales strategies accordingly. Below, Sam gives some good advice for how to end the year strong as well. 

Beat the Brain Fog and Think Outside the Sales and Marketing Box

  
  
  
  
Think Outside the Box

... or if you're me, cut it up, douse it with glitter and make a star instead

Everyone suffers from groggy redundancy within their job.  Whether you've written the same email 10 times already that day, you've said the same exact thing on every single phone call, or you're at the point where you're just staring at your computer screen, you need a break, a breather, and some inspiration.

Sales Prospecting Perspectives Weekly Recap - Week of December 20, 2013

  
  
  
  
Weekly REcap

It's the last Friday before Christmas, and the office is full of holiday cheer. But it's still important that sales reps' pipelines are in the clear. Sales managers should motivate their sales team in these last few days before the holidays dawn near. So take a gander at these sales and marketing articles we've curated for you to revere.

Technology's Impact on the Evolution of Sales: Featuring Matt Fitts

  
  
  
  
Technology

This blog post is part three of a series of video blogs about the impact of technology on sales. See part one here and part two here

A few weeks ago I was putting together an email campaign to send out as a follow up to my client’s sales initiative, but I was having some difficulty setting up an integration tool on my computer. However, I knew that a sales rep on my client’s team was fairly tech savvy and had done some troubleshooting before, so I reached out to him asking for help. As I sat on the web conference using a program I had downloaded for free, I wasn’t dazed in the least when my colleague took control of my screen and walked me through each step. Within 5 minutes he had shown me how to set up everything perfectly!

After our conversation, I realized how much  of the technology we were using I had taken for granted. Not only was I about to greatly improve the amount of activity I could produce within a day, but I was working with a colleague who was half way across the country as if he were sitting next to me in my cube. That got me wondering: What other changes in technology have had the biggest impact on how we communicate and operate in sales? I’ve interviewed a few of our sales veterans to see what changes in sales technology they feel have made the biggest impact within the past decade.



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