Sales Prospecting Perspectives

#ProspectingChat: Sales Training with Josiane Feigon!

Posted by Allison Tetreault on Thu, Sep 4, 2014 @ 09:30 AM

Today, we will be hosting this month's #ProspectingChat on AG Saleswork's Twitter account. We will welcome best-selling author Josiane Feigon as a special guest to discuss sales training tips. Here are some details about today's Twitter Chat:

Date: Thursday, September 4, 2014
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Tags: Training, Coaching Tips, Sales Leaders, Leadership, Sales Training, Inside Sales Training, Inside Sales Manager

Inside Sales Training: How Invested Should We Be in Human Interaction?

Posted by Megan Toohey on Wed, Sep 3, 2014 @ 09:25 AM

Sales Prospecting Perspectives is pleased to bring you a guest post from David Brock, sales consultant and President at Partners in EXCELLENCE, where this post was originally published. 

Annually, billions are invested in sales skills training.  On top of that, millions are spent on books on sales techniques, thousands of articles are written.

People are constantly looking for an edge, “What are the ways I can get by the gatekeepers?”  “How do I craft an opening sentence that captures the prospect’s attention and gets me a meeting?” “What’s the best way to handle the objection?”  “How do I close the customers?”

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Tags: Sales Strategy, Training, Inside Sales Team, Thought Leadership, Sales Training, Inside Sales Training, Inside Sales Management Tips

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. 

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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

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

4 Ways Outsourced Lead Generation is Similar to Parenting

Posted by Stephen Wolff on Tue, Jun 10, 2014 @ 09:30 AM

I have always been a firm believer that there are two types of people in this world: those who have children and those who don’t. The reason I differentiate between them is that those who don’t have children tend to think they are the best parents in the world, and some insist on telling you how to raise your kids.

Now, a bit about me: I am a father of three with a boy and two girls.  I have had my share of experiences with people saying things like, “I would never do that with my kids,” or, “You’re doing that?”  I have to admit, there was a time, before I had children, that I remember saying, “Oh my, I would never feed my kids french fries.”  Friends and family fall into one of these two groups. But when or if they have children, their opinions about parenting usually change, and they start to understand how difficult a task it is and stop judging others for their choices. The same can be said regarding outsourcing lead generation for sales and marketing.

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Tags: Prospecting Strategies, Training, Inside Sales, Marketing, Lead Generation, Sales, Buying Process, Demand Generation, Lead Nurturing, Business Development, Outsourcing

What is a Realistic Number of Cold Calls to Make on a Daily Basis?

Posted by Craig Ferrara on Tue, May 6, 2014 @ 10:00 AM

There is nothing better than a sales manager who can speak from real experience when providing advice. It can be very difficult to relate to a boss who seems like they need to refer to a sales instruction manual.  It was always encouraging to know that my boss, at one point, had walked in my shoes and understood how to do the job. 

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Tags: Sales Success, Prospecting Strategies, Training, Inside Sales, Inside Sales Reps, Marketing, Sales and Marketing Alignment, Inside Sales Team, Teleprospecting, Cold Calling, Call Plan, Sales Managers, Sales Goals

5 Ways to Re-Charge Your Inside Sales Reps’ Batteries

Posted by Laney Pilpel on Mon, May 5, 2014 @ 10:00 AM

These last few weeks it seems the amount of people posting statuses about vacationing has skyrocketed. Good for them – I'm jealous. Throughout the year, we all look forward to our vacations because we want a break from the daily grind. Day in and day out we work hard Monday through Friday, and get burnt out from the repetitiveness and stressors of work.  Vacations allow us to change up our routines and result in us feeling refreshed and ready to get back to work when we return. 

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Tags: Quotas, Prospecting Strategies, Training, Motivation, Inside Sales, Productivity, Inside Sales Reps, Inside Sales Managers, Sales Managers

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

Posted by Samantha Goldman on Mon, Feb 17, 2014 @ 10:00 AM

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. 

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Tags: Training, Inside Sales Reps, Inside Sales Managers, Teleprospecting, Inside Sales Goals, Prospecting, Pipeline, Teleprospecting Strategies, Drive, Gamification, Olympics, 2014 Olympics

Inside Sales & the Mobile Workforce: Tips for Managing Telecommuters

Posted by Megan Toohey on Wed, Feb 5, 2014 @ 10:00 AM

AG Salesworks is pleased to bring you a guest post from Kevin ThorntonExecutive Vice President - Sales & Marketing for VanillaSoft

When you take a look at some of the statistics available, it seems like a no-brainer and a win-win situation to implement a telecommuting program for your sales organization.  According to Global Workplace Analytics, telecommuting could have the following benefits for U.S. companies and commuters:

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Tags: Prospecting Strategies, Training, Motivation, Inside Sales, CRM, Productivity, Inside Sales Reps, Inside Sales Managers, Sales Tools, Telecommuting

How to Coach Inside Sales Reps to Develop Their Own Methodologies

Posted by Laney Pilpel on Mon, Dec 30, 2013 @ 10:00 AM

A couple of weeks ago, I wrote advice for newly promoted inside sales managers in my post, New Sales Managers, Don’t Miss Out on This Advice. I focused on three areas of guidance:

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Tags: Sales Manager, Sales Teams, Training, Motivation, Inside Sales Reps, Inside Sales Managers, Inside Sales Team, Coaching Tips, Sales Leaders, Sales Managers, Sales Advice, Sales Goals, Sales Training