Sales Prospecting Perspectives

A Story About Why Building Credibility Matters When Teleprospecting

Posted by Maureen Wall on Mon, Oct 13, 2014 @ 09:30 AM

The other day, I encountered one of the rudest and pushiest sales people I’ve ever come across. No, it wasn’t a used car salesman, and no, it wasn’t one of those ladies at the perfume counter who sprays before asking.

Surprisingly, it was someone from a very reputable technology company looking to sell us additional services.

Here’s how the conversation went:

Read More

Tags: Inside Sales Professional, Resourcefulness, Salespeople, Teleprospecting, Sales Prospecting Strategies, Sales Relationships, B2B Teleprospecting, Teleprospecting Strategies, B2B Inside Sales, Sales Prospecting Tactics

Why Outbound Prospecting Still Matters -- Now More Than Ever

Posted by Megan Toohey on Wed, Oct 8, 2014 @ 09:30 AM

Sales Prospecting Perspectives is pleased to bring you a guest post from Gareth Goh, Content Marketing Manager of InsightSquared.

Inbound, inbound, inbound.

Inbound sales, inbound marketing - it seems like that’s the only strategy that sales leaders depend on these days to generate leads and grow pipeline. And they should be focused on inbound! After all, the concept of inbound - aligning sales and marketing with the buyer’s intent and process, attracting them to you rather than pushing yourself on them - works. HubSpot pioneered the concept of Inbound Marketing and they have now built an entire industry around it. Buyers are becoming smarter and more sophisticated - they don’t need aggressive sales reps pushing products that they don’t want on them.

But wait! What about outbound prospecting?

Read More

Tags: Inbound Sales, Prospecting Strategies, Teleprospecting, Inbound Marketing, Inside Sales Metrics, Outbound, Outbound Success, Outbound Sales, Outbound Prospecting, Sales Prospecting Tips

How to Balance 3 Teleprospecting Techniques To Manage Your Lists

Posted by Maureen Wall on Mon, Sep 15, 2014 @ 09:30 AM

In the world of teleprospecting, many thought leaders are debating the efficacy of new and old techniques. With more and more sales leaders implementing new strategies, it's important for inside sales rep to keep up with the trends. However, don't feel you have to choose one technique and stick to it. Instead, learn to balance your techniques and manage your lists. Social selling is time-consuming, and it cuts out the ability to speak to prospects for a lengthy amount of time about their pains and needs, but it could lead to stronger opportunities. You may find that your team has more activity from the smile and dial method, but without some social intelligence behind these calls, those leads could be dead ends. Below are three things to consider when using commonly used prospecting techniques to find the balance that works right for you.

Read More

Tags: Prospecting Strategies, Marketing, Quality Conversations, Teleprospecting, Cold Calling, Social Selling, Email Prospecting, Email Prospecting Strategies, Social Media, Prospecting, Teleprospecting Strategies, Mass Emails, Research, Outbound Sales, Inbound Leads

5 Suggestions to Keep In Mind When Training a Teleprospecting Team

Posted by Craig Ferrara on Tue, Aug 26, 2014 @ 09:27 AM

Last week, I had the chance to help train a fresh new crop of recruits for a long-time client of ours. After 12 years of trying to figure this teleprospecting thing out, I'd say we're completely sold on how we do things internally around here. The interesting part for me is seeing how others not immersed in the AG Salesworks culture react to our process and mindset. Fortunately, most of the post-training feedback was in line with what we wanted to hear. The long and the short of it was that we helped provide a framework on how to best attack all warm and cold opportunities. Sometimes, all inside sales need is a place to start. 

Read More

Tags: Training, Inside Sales, Inside Sales Team, Teleprospecting, Inside Sales Management, B2B Teleprospecting, Teleprospecting Strategies, Sales Training, B2B Inside Sales, Teleprospecting Coaching Tips, Inside Sales Training

[Infographic] The Outsourced Inside Sales Teleprospecting Process

Posted by Allison Tetreault on Tue, Aug 5, 2014 @ 09:30 AM

Imagine you’re the CEO of a B2B high tech company. Your company has survived the most difficult start-up stages, and you’re ready to start successfully selling your product or service. At times, your solution is difficult to explain, but your engineers know its features like the back of their hand. You decide to insource your inside sales team.

You hire new inside sales reps, many just out of college. Your marketing team works on qualifying leads, but your sales team leaves many unqualified leads untouched. According to Marketo, 80% of leads generated by marketing are ignored by sales.

Read More

Tags: Inside Sales, Lead Generation, Teleprospecting, Lead Qualification, Sales Relationships, Sales Process, Outsourcing, Information Technology, Outsourcing Inside Sales, Outsourcing Teleprospecting

#ProspectingChat: Experiences Outsourcing Inside Sales Functions

Posted by Allison Tetreault on Thu, Jul 31, 2014 @ 10:00 AM

It's time for another #ProspectingChat over at AG Saleswork's Twitter account. As well as sharing many insights from sales and marketing thought leaders throughout the day, we will also be hosting a Twitter chat at 1:30 PM EST / 10:30 AM PST.

Read More

Tags: Teleprospecting, Lead Qualification, Sales Relationships, Sales Process, Technology, Client Relationship, Reporting Metrics, Closed Loop, Insides Sales, Outsourcing, Outbound Success, Closed Loop Feedback, Outsourcing Inside Sales, Outsourcing Teleprospecting

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.

Read More

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

How to Have an Effective First Conversation When B2B Teleprospecting

Posted by Laney Dowling on Mon, Jul 28, 2014 @ 09:30 AM

I believe one of the most challenging aspects of sales teleprospecting is the first conversation.

You have less than a minute to prove yourself as a trustworthy sales rep. You only have your phone, your research, and your CRM to back you up. You can get bogged down by administrators or frustrated by curt replies. I’ve seen firsthand how extremely difficult it can be to build trust with a prospect on a first meeting.

Read More

Tags: Quality Conversations, Teleprospecting, Sales Prospecting Strategies, B2B Teleprospecting, Sales Prospecting, Teleprospecting Strategies, Script Development, B2B Inside Sales, Sales Prospecting Tactics

4 Big Questions to Ask When Outsourcing Inside Sales Teleprospecting

Posted by Allison Tetreault on Tue, Jul 22, 2014 @ 09:31 AM

The decision to outsource part of your sales team - whether you're revamping an insourced team or whether you don't have on insourced team - can be a very tough one to make. What are the most crucial factors to look for in an outsourced teleprospecting team? Most people's answer would be: cost. While cost of service is a very important factor when considering an inside sales teleprospecting partner, there are numerous other questions to ask to determine whether the company you're researching is well-run, successful, and most important, trustworthy. In a discovery call about that company, ask these 4 questions to get a real feel for the way they conduct their business. These questions and more are featured in our new guide, "Your Lead Generation Home Away From Home: How Outsourcing Teleprospecting and Inside Sales Functions Can Augment Your Tech Company's Revenue."

1. What kinds of clients do you serve?

Identify the specialist and generalist outsourcing companies. Generalists will take any type of client, but their processes won’t be specific to your industry. Many generalists only see a 20-30% conversion rate to next steps in the sales process. However, with a specialized teleprospecting firm, you should see a 60-70% conversion rate. Specialists will make a point to say that they specialize in the tech industry. Specialists will also have an army of advocates for their service, and are happy to provide you with client references and/or case studies specific to your industry, product or service, or perhaps even share how they solved a similar challenge to the one your company is facing. If you want a more streamlined sales process with people who have experience selling products and services similar to yours, steer clear of the generalists and only consider specialist sales providers.

Read More

Tags: Teleprospecting, Lead Qualification, Sales Relationships, Sales Process, Client Relationship, Reporting Metrics, Closed Loop, Insides Sales, Outsourcing, Outbound Success, Closed Loop Feedback, Information Technology, Outsourcing Inside Sales, Outsourcing Teleprospecting

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.

Read More

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