Sales Prospecting Perspectives

Battle Blue Monday: Embrace 2014 Inside Sales Comp Plans

Posted by Craig Ferrara on Tue, Jan 14, 2014 @ 10:00 AM

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.

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Tags: Inside Sales, Sales, Coaching Tips, Holidays, Compensation, Optimism, Performance, positive attitude

Another Year in the Books: Setting Inside Sales Goals for 2014

Posted by Paul Alves on Thu, Jan 2, 2014 @ 10:00 AM

Man, time goes by fast.  I know this phenomenon is talked about, written about and perhaps thought about ad nauseum, but I feel compelled every year around this time to mention it.  Mostly because as I get older (I turned 50 in November), I realize how limited our time is and I have always been a “live life to the fullest” kind of guy.  Now, as I am a bit older and have the great fortune of a beautiful family, my health, and a thriving company, I feel very thankful.  I am focused on enjoying my life, and doing the right thing both in business and in my personal life.

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Tags: CEO Perspectives, Corporate Culture, Sales Success, Passion, Inside Sales, Inside Sales Reps, Inside Sales Managers, Holidays, Inside Sales Goals, Sales Goals, Company Culture

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

Posted by Allison Tetreault on Fri, Dec 27, 2013 @ 10:00 AM

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. 

Even though it's a short work week that doesn't mean we'd skimp on all content. Check out these posts you might have missed from this week: 

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Tags: Prospecting Strategies, Motivation, Inside Sales, Marketing, Sales, Holidays, Cold Calling, Call Plan, Email Prospecting, voicemail Prospecting, Company Culture

4 Tips for Inside Sales Reps to End Q4 Strong

Posted by Samantha Goldman on Mon, Dec 23, 2013 @ 10:00 AM

Ah yes, it’s that time of year again. Lines at the mall are out the door, parking lots are jammed, and calories don’t matter (right?). With the holiday season comes the end of the fiscal year for the majority of companies. And for inside sales reps here at AG, it can be a stressful time, as they try to pass qualified leads while prospects are taking vacation time to spend with their family. We can use this time to plan for the New Year while also nurturing accounts and catching prospects live. Last week, Craig gave some tips from a director’s point of view, and this week I’m giving some tips from a sales rep standpoint.

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Tags: Prospecting Strategies, Inside Sales Reps, Holidays, Email Strategies, Pipeline, Inside Sales Nurturing Process, Voicemail Strategies, Q4, Sales Reps

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

Posted by Allison Tetreault on Fri, Dec 20, 2013 @ 10:15 AM

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.

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Tags: Inside Sales, Inside Sales Reps, Inside Sales Managers, Sales, Content Marketing, Content Creation, Sales Prospecting Strategies, Holidays, Sales Technology, Recruiting, Client Retention

5 Tips For Converting Leads Before the New Year

Posted by Craig Ferrara on Tue, Dec 17, 2013 @ 10:00 AM

Let’s face it: As of today, we have four "real" business days left in quarter. Sure, if you happen to be in the office next week, you may be lucky enough to get your target prospect on the phone since they may have only a few meetings going on during the holiday week. Problem is, most of us I assume want to be with our families, and there is a good chance your prospect wants that as well. Since we all have aggressive goals, I think we all need to get in the mindset that next week doesn't exist and the month/quarter end is Friday. 

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Tags: Prospecting Strategies, Holidays, Sales Prospecting, Sales Advice, Pipeline, Sales Goals, Sales Meetings, Q4, Sales Reps, Conversions

Sales Prospecting Perspectives Weekly Recap - Week of December 13, 2013

Posted by Allison Tetreault on Fri, Dec 13, 2013 @ 10:00 AM

With only one full week left before the holidays are upon us, it's important to ramp up your sales efforts to meet quotas for quarter 4. This week, we've curated articles about how sales and marketing can succeed in this final quarter. The reward? Spending time at home with the family during the holiday season. 

Here are some of our favorite articles from this week. Remember, we share around 10 articles a day on our Twitter as well. 

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Tags: Sales Teams, Lists, Inside Sales, Competition, Holidays, Optimism, Social Selling, B2B, Technology, Teleprospecting Strategies, Sales Reps, Gamification

Spreading Holiday Cheer

Posted by Peter Gracey on Wed, Dec 21, 2011 @ 04:06 PM

It's that time of year again.  The time of year when the AG Team never ceases to amaze with its holiday cheer.  

We once again had a wonderfully mistake filled holiday party.  Tomorrow we'll be having an employee driven Holiday Pot Luck for lunch.  All great stuff for sure, but none of it compares to my favorite  helping out those in need and this is where the AG crew truly shines.  

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Tags: Corporate Culture, Holidays, Peter Gracey, AG Salesworks

What Are Your Goals For 2012? It's Time To Write Them Down

Posted by Craig Ferrara on Tue, Dec 20, 2011 @ 04:30 PM

Now that we’re getting to the end of 2011, as most of us do, I’ve begun to reflect back on my year. There are typically a couple of simple questions I like to ask myself. What went well this year? What may have I done differently? With the benefit of hindsight..I usually have a few I would change, but I can say that over that last few years I’ve been fortunate enough to check off more in the positive category than the negative.

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Tags: Motivation, Inside Sales Management, Coaching Tips, Holidays, Craig Ferrara

Who Has The Time?

Posted by Elizabeth Guerra on Mon, Dec 19, 2011 @ 11:24 AM

Sales Prospecting Perspectives in pleased to bring you a guest post from one of our newer BDRs, Elizabeth Guerra.

It’s been said before, and it’ll be said again, but December is a tough month. And I don’t just mean in terms of sales and teleprospecting, though that is glaringly obvious to anyone working in those fields. December is a time where everyone is attending parties, fiendishly shopping, and trying to figure out how to cram as much as possible into as many hours of the day as they can. Just the other day I found myself complaining to a friend about how the days are simply not long enough, which got me thinking of ways to overcome these challenges.

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Tags: Prospecting Strategies, Teleprospecting, Holidays, From the BDR's