Sales Prospecting Perspectives

How to Leverage Holiday Cheer in B2B Teleprospecting Conversations

Posted by Michaela Cheevers on Mon, Dec 22, 2014 @ 09:30 AM

December is not only the “happiest time of the year;” it also be the most hectic, stressful time of the year for those at work. It is not uncommon to hear salespeople complain about the month of December. Common gripes are that everyone is too busy to add anything new to their plate, or all decision-makers are away for the holidays. With this kind of attitude, they may as well not even try, right?! What if you were armed with some strategies for connecting with your prospects and opening up new relationships and opportunities for the New Year? We already have the statistics from Craig in his blog post, Why is December a Great Month for Sales Prospecting? Here are my five tactics to leverage holiday cheer in the month of December and have better quality conversations when B2B teleprospecting or cold calling.

1. Ask the question, “How are you positioned to improve in the New Year?”

A great way to start a teleprospecting conversation at the end of the year is to encourage your prospect to start thinking about how they can improve their operations in the New Year. As the year winds down, most likely your prospect will begin to think about how they can improve their processes and perform their job responsibilities more efficiently and effectively. The end of the year can also include many process improvement board meetings. Start filling your prospect’s mind with great ideas to start the New Year off strong and help them look like a genius in their meetings!

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Tags: Teleprospecting, Sales Prospecting, Cold Calling, B2B Inside Sales, B2B Sales Success

5 Steps to Successfully Build Your Company's Sales Development Efforts

Posted by Matt Heinz on Wed, Dec 17, 2014 @ 09:30 AM

Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz, President of Heinz Marketing

Who is responsible for qualifying inbound marketing leads and identifying new, short-term sales opportunties for senior sales executives in your company? Whether they're Sales Development Representatives (SDRs), Market Development Representatives (MDRs), or simply inside sales, their role is a critical and strategic part of an efficient, scalable sales process.

Whether you’re launching a new SDR effort for your company, or seeking to improve its effectiveness and success in the New Year, here are five steps to get you off on the right track.

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Tags: Teleprospecting, Inside Sales Management, Sales Process, B2B Inside Sales, B2B Sales Success

Why is December a Great Month for B2B Sales Prospecting?

Posted by Craig Ferrara on Tue, Dec 2, 2014 @ 09:30 AM

Historically, the typical sales rep thinks that prospecting and December do not mix. The mindset is that generally the last month of the year should be spent getting deals in and preparing for the following year.  No one really picks up the phone this time of year, right?

Wrong. And I'm not just saying this from the perspective of AG Salesworks, a B2B lead gen company that prospects year round. 

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Tags: Teleprospecting, B2B Lead Generation, Sales Prospecting, Outbound Prospecting, B2B Sales Success, Reporting Metrics, B2B Lead Management

3 Social Selling Templates for LinkedIn and Twitter Messaging

Posted by Allison Tetreault on Tue, Nov 25, 2014 @ 09:30 AM

With social selling gaining momentum for sales professionals, inside sales reps are making their presence known in the digital sphere, specifically on LinkedIn and Twitter. Unfortunately, that presence isn’t always positive. Many social selling guides tout real tips and strategies for sales reps to stand out in their prospects’ busy social feeds, but unfortunately often don’t give away social selling templates which sales reps can customize for their own needs.

The result? Sales reps appear to overly curate content, never share their personal opinions, and if they ever reach out to someone one-to-one, they lead with their pitch and immediately turn off potential prospects.

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Tags: Teleprospecting, Sales Prospecting, Social Selling, Sales Messaging

What I Really Want to Know About My Sales Reps' Qualified Leads

Posted by Kim Staib on Mon, Nov 17, 2014 @ 08:30 AM

If you follow the Sales Prospecting Perspectives blog, you are aware that the subject BANT has been extensively covered, and the acronym has been deemed “dead.”

The sales term “BANT qualified lead” has become the bane of my existence since becoming an inside sales manager at AG Salesworks, a client-based organization.  When it comes down to it, there are components of BANT that are valuable.  Of course a sales rep would want to know a prospect’s Budget, Authority, Need, and Timeframe, but let’s be honest: despite how good the lead is, chances are that one or more of these components will be missing.  

So I started asking myself: What is it I really want to know when I’m reviewing a lead from one of my sales reps, and how do I communicate that to a client to get them to modify their opinion of “BANT qualified?”

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Tags: Teleprospecting, B2B Lead Generation, Lead Qualification, B2B Inside Sales, B2B Lead Management

3 Myths About Power Dialing When it Comes to Sales Teleprospecting

Posted by Laney Dowling on Mon, Nov 3, 2014 @ 08:30 AM

“I didn’t have a power dialing session on Monday, and I missed it,” said a B2B inside sales rep on my team last week. Ah – music to my ears. For the past year, I’ve spent a lot of my time investigating power dialing tools and methodologies. Everyone seems to have an opinion on power dialing versus traditional manual dialing. I understand where the naysayers are coming from – I had those thoughts when I first started, too. However, after I began adopting the technology, I had a change in mindset, and  my life is a heck of a whole lot easier. The same goes for my sales reps.

Here are three myths about power dialing  that we have squashed over the last several months:

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Tags: Teleprospecting, Data Management, Sales Prospecting, B2B Inside Sales, Sales Messaging

5 Voicemail Tips Every Sales Development Rep Should Be Using

Posted by Megan Tonzi on Wed, Oct 22, 2014 @ 09:30 AM

Sales Prospecting Perspectives is pleased to bring you a guest blog from Greg Klingshirn, Content Marketing Manager at SalesLoft

Cold calls are the bread and butter of successful sales development reps. But what about the times you call and don’t get an answer? Leaving a message is a hard starting point to a demo or qualified appointment.

Instead of being dejected when you don’t get an answer, use it to your advantage. When you’re confident in voicemail, prospects that don’t answer can be your silver bullet.

Leave a voicemail to remember with these five tips:

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Tags: Teleprospecting, Sales Prospecting, Voicemail Prospecting, Outbound Prospecting, Sales Messaging

Is There a Perfect Personality Trait for Inside Sales Reps?

Posted by Craig Ferrara on Tue, Oct 21, 2014 @ 09:30 AM


Last week I spoke of a few traits I look for when hiring inside sales reps looking to join the AG ranks. One of the specific traits I highlighted was having the innate confidence to do the job. Some reps might show all the outward signs that they’re a sales natural, but when the stage is theirs and they need to rise to the occasion, they fall flat. The reverse could be said for the perceived introvert. Just because they don’t want to be the center of attention doesn’t mean that they can’t get the job done when they’re under fire.
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Tags: Teleprospecting, Inside Sales Management, Coaching, B2B Inside Sales, Inside Sales Training, Sales Hiring Strategies, B2B Sales Success

4 Lessons Learned After One Year as an Inside Sales Manager

Posted by Kim Staib on Mon, Oct 20, 2014 @ 09:30 AM

Next month marks an important milestone not only in my career at AG, but in my career in general.  This October I will have completed my first year as an inside sales manager.  It has been a busy year at AG, with many new faces, new clients and new challenges, as I transitioned from making calls to managing those who do.  A few years ago I wrote a blog outlining lessons I had learned after one year as an inside sales rep, and I am glad to reprise that entry to now include lessons from a management perspective.  

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Tags: Sales Strategy, Teleprospecting, Inside Sales Management, Coaching, B2B Inside Sales, Client Management, Inside Sales Training

Why Prospects AND Reps Will Love These 2 Sales Voicemail Templates

Posted by Allison Tetreault on Thu, Oct 16, 2014 @ 09:30 AM

If you’re in sales, a lot of your time is spent on the phone -- outbound prospecting, inbound qualifying, cold calling, you name it. You may have a list of questions you want to ask your prospect, and you may have a roadmap for the direction you want your conversation to go. However, what happens when your prospect doesn’t answer the phone?

You’ll need to leave a voicemail that doesn’t get ignored or deleted immediately. If the average voicemail response rate is 4.8% according to InsideSales, how can you generate enough interest in prospects that they call you back?

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Tags: Teleprospecting, Sales Prospecting, Voicemail Prospecting, Outbound Prospecting, Sales Messaging

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