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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.

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.

Be Olympic Teleprospectors: The Games' Effect on Inside Sales Reps

  
  
  
  
2014 sochi winter olympics opening ceremony resized 600

I don’t know about everyone else, but I am absolutely addicted to the Winter Olympics. Every night when I am relaxing at home, I get sucked into the speed skating, skiing, and of course curling competitions! After watching the first few nights of events and discussing with coworkers throughout the day, I started to think about how our office has the same qualities that the Olympics in Sochi have. 

Sales Prospecting Perspectives Weekly Recap - Week of February 7, 2014

  
  
  
  
Weekly Recap

Happy Friday, Sales Prospecting Perspectives readers! It's finally the weekend. After a snow-laden week here at AG, with icy roads and cold winds, we're ready to go home, sit by the fire, and watch the Sochi Winter Olympics. We'll be cheering on America while also taking a close look at how the event is marketed. We'll also be brainstorming some inside sales enablement contests inspired by the Olympics' team spirit.

How to Organize Your CRM for Inside Sales Success

  
  
  
  
CRM

I like to think that I have a few key tools in my prospecting toolbox. The most important one could very well be our CRM, which at AG is Salesforce.com. It allows those of us with slight OCD to breathe easier, since we can plan days and weeks of tasks and reports ahead of time while being able to sift through old campaigns and review information with a few simple clicks. I don’t know how sales firms could operate without an automated CRM. It allows prospecting to go smoothly and it allows inside sales reps to hit the phones and make touches on many companies and prospects every day.

Sales Prospecting Perspectives Weekly Recap - Week of January 24, 2014

  
  
  
  
Weekly Recap

Good morning, Sales Prospecting Perspectives readers! This week was an eventful one for us here in Norwood, Mass. On Monday, we celebrated Martin Luther King, Jr. Day and took a day off to remember his contributions to peace in this world. On Wednesday, there was a snowstorm, and we got hit with about 7 inches of snow! Needless to say, many did not make the trek to the office that day; instead, we stayed safe at home and did our prospecting from there. Who hasn't heard of telecommuting for a teleprospecting job? We hope readers in the New England area stayed safe when the snowstorm rode through their area. And readers in the West? We're just jealous. 

To start off our weekly recap, here are our favorite marketing and sales articles from this week. 

How Can Videos Enhance Your Sales and Marketing Efforts?

  
  
  
  
Video Sales and Marketing

Technology companies create solutions that are complicated, have various levels of functionality as well as varying levels for usage.  Whether verbally or through content creation, marketers and sales professionals will run into a consistent issue: How do I explain this without rambling on and on?

Sales Prospecting Perspectives Weekly Recap - Week of January 17, 2014

  
  
  
  
Weekly Recap

Good afternoon, Sales Prospecting Perspectives readers. How was your week? Were you able to build your pipeline for 2014? Were you able to prioritize your marketing initiatives for the first and second quarter? Are your inside sales reps' progressing in the field of teleprospecting? This week, we've compiled articles to help you increase the value of your business and inside sales team.

The Top 5 Frequently Asked Questions About Teleprospecting Scripts

  
  
  
  
Teleprospecting Sales Scripts

It’s the second full week of 2014 and our client implementations are in full effect as we kick off the New Year. As you can imagine, one of the biggest components to ramping up these implementations is script development. The creation of scripts is key to making any teleprospecting campaign successful and is the first thing we look at when it comes to ramping projects. There are a ton of questions that arise throughout the scripting process, so I thought it would make sense to address some of those concerns.

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.

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