Sales Prospecting Perspectives

Does Your Sales and Marketing Management Contribute to the Company?

Posted by Megan Toohey on Tue, Oct 14, 2014 @ 09:30 AM

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.

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Tags: Motivation, Inside Sales, Inside Sales Reps, Marketing, Inside Sales Management, Optimism, Sales Management, Sales Goals, Sales Meetings, Active Listening

4 Tips to Ensure Your Sales Prospecting Efforts are Fruitful in Fall

Posted by Laney Dowling on Mon, Sep 22, 2014 @ 09:30 AM

I just wrapped up my first fall Sunday Funday. We watched the Pats, had some friends over, cooked some fall-inspired food, and may have had one or two pumpkin beers. This is my absolute favorite time of year. It's a fresh new start as we close out the summer and get ready to start the last quarter of the year. An influx of new customers goes hand in hand with that, and it’s always exciting to kick off new client engagements.

As we launched one program in particular last week, my client asked my all-time favorite question: "What makes for the best programs when it comes to inside sales engagements?" The below are crucial elements of a successful inside sales or lead generation effort from my perspective:

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Tags: Inside Sales Teams, Motivation, Lead Generation, Sales and Marketing Alignment, B2B Lead Generation, Inside Sales Management, Client Engagement, Qualified Leads, Company Culture, Closed Loop Feedback, B2B Inside Sales, Inside Sales Training, Customer Success

Are You Getting the Most Out of Your "Comfortable" Inside Sales Reps?

Posted by Craig Ferrara on Tue, Sep 9, 2014 @ 09:30 AM

I've always prided myself on creating the best culture I possibly can for my inside sales team. The last thing I want is for people to trudge into the office on Monday morning with a look of dread in their eyes, feeling like they have a full week of misery ahead of them. Keeping a good company culture is also partially selfish for me, because I don't want to spend 40 hours a week with miserable people who drain the life out of me. 

I think the CEO of LinkedIn, Jeff Weiner, summed it up beautifully in this Venn diagram he posted a few weeks back on "The Three Qualities of People I Most Enjoy Working With."

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Tags: Corporate Culture, Sales Enablement, Inside Sales Teams, Motivation, Inside Sales Reps, Coaching Tips, B2B Teleprospecting, Sales Management, Company Culture, B2B Inside Sales, Teleprospecting Coaching Tips, Inside Sales Manager, Inside Sales Management Tips

Cold Calling: You Get What You Put In!

Posted by Craig Ferrara on Tue, Jul 29, 2014 @ 09:30 AM

Back in the mid ‘90s, I was fresh out of college and managing a hotel front desk, with aspirations to one day become the General Manager. I quickly became accustomed to long hours and cranky business travelers, which most of us know can be challenging to say the least. At the time, a large percentage of my friends were living the high life at multiple tech company and making obscene amounts of money relative to their experience, as they were recent college graduates as well.

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Tags: Motivation, Teleprospecting, Cold Calling, B2B Teleprospecting, Sales Prospecting, Sales Advice, Inspiration, Sales Opportunities, Teleprospecting Coaching Tips, Inside Sales Training

3 Tips for Inside Sales Reps to Stay Motivated During Summer Months

Posted by Patrice Morrison on Mon, Jul 21, 2014 @ 09:30 AM

It's halfway through July! We’ve officially entered the dog days of summer. That means it’s time to start assessing Q3 goals and targets. July is the ideal time for inside sales reps to regain their focus so they can follow up the quarter with great results. But with beautiful summer weather and vacations planned for the not-so-distant future, it can be difficult for an inside sales rep to remain fully focused and motivated. Here are 3 tips inside sales reps can use to stay on task during the peak of summer.

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Tags: Prospecting Strategies, Motivation, Productivity, Inside Sales Reps, Inside Sales Managers, Teleprospecting, Inside Sales Goals, Prospecting, Teleprospecting Strategies

Does a True Inside Sales Team Player Care About Getting Credit?

Posted by Craig Ferrara on Tue, Jul 15, 2014 @ 09:30 AM

I'm a big teamwork guy. I like when everyone can share credit.

That may seem like an overly obvious statement for most of you out there, but if you asked yourself if you're a team player, what would your answer be? Deep down, do you prefer to collaborate with others or tackle things independently? I don't think there's really a right or wrong answer, but at some point, inevitably, you're most likely going to need to collaborate with a colleague or boss on a portion of your work in order to take it to the next level. 

As I've discovered over the years, the more responsibility I take on, the more I realize that working independently isn't really an option for me. As much as I would like to have direct control over my world, I realize that there are far too many moving parts for me to not have to rely on others for their input and insight. I'm perfectly fine with that, and I came to terms with that reality long ago. Most of us will have to if we have any intention of working in a management capacity or in inside sales. 

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Tags: Inside Sales Career, Inside Sales Teams, Motivation, Inside Sales, Communication and Collaboration, Inside Sales Team, Inside Sales Management, Inside Sales Goals, Team Building, Inspiration

Top 4 Professional Skills Mastered When Working in B2B Inside Sales

Posted by Patrice Morrison on Mon, Jun 23, 2014 @ 09:30 AM

Beginning a career in B2B inside sales is a great way to build job experience and fine-tune your professional skills. If you are a recent graduate with a background in sales or marketing and are looking to get your foot in the door of the business world, inside sales may be the career for you.

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Tags: Inside Sales Career, Training, Motivation, Inside Sales, Inside Sales Reps, Marketing, Sales, Teleprospecting, B2B, Hiring Strategies, Inside Sales Goals, B2B Inside Sales

The Summer Grind: 3 Tips for Successful Summer Prospecting

Posted by Patrice Morrison on Mon, Jun 9, 2014 @ 09:30 AM

Summer weather is finally starting to blossom. Spring has sprung, Memorial Day has passed, and the dog days of summer are on their way! Many of us have already begun to daydream of summer travel plans. I’ve been hearing buzz around my office lately regarding my colleagues’ upcoming vacations for the summer months. I’m sure my coworkers and I aren’t the only ones with trips in store. I was quickly reminded that a majority of my prospects will be taking time off during the summer as well. Before I know it, I’ll be running into hundreds of out-of-office messages.

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Tags: Prospecting Strategies, Motivation, Inside Sales Reps, Inside Sales Managers, Teleprospecting, List Development, Email Prospecting, Prospecting, Pipeline, Teleprospecting Strategies, voicemail Prospecting

[INFOGRAPHIC] 25 Tips for New Teleprospectors

Posted by Allison Tetreault on Thu, Jun 5, 2014 @ 09:35 AM

According to The Bureau of Labor Statistics, there will be an 8.9 percent employment growth for sales representatives between 2012 and 2022. They project that an additional 132,000 jobs will need to be filled within that time period.

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Tags: Prospecting Strategies, Motivation, Inside Sales, Inside Sales Reps, Inside Sales Managers, Inside Sales Team, Quality Conversations, Teleprospecting, Coaching Tips, Handling Objections, Teleprospecting Strategies

The Prospect-to-Buyer Disconnect

Posted by Megan Toohey on Wed, Jun 4, 2014 @ 10:00 AM

AG Salesworks is pleased to bring you a guest post from Jeff Shore, an in-demand sales expert, author, speaker and executive coach. 

A client of mine presented a difficult but common challenge this week:

“We’re seeing the same numbers of prospects as we have over the past several months; we’re just not converting the sales.”

Been there?

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Tags: Conversion Rates, Prospect, Prospecting Strategies, Motivation, Buying Process, Sales Prospecting Strategies, Buyer Persona, Conversions, Buying Cycle, Sales Prospects, Prospects, Buyers