Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Howard Brown, Founder and CEO of RingDNA.

There was a time not so long ago when your average B2B salesperson spent more time on the road than a major league baseball team. But now, more and more companies are hiring remote reps, also known as inside sales. These reps possess many of the same sales skills as field sales reps. They close high-ticket deals and build long-lasting customer relationships, all while racking up far fewer frequent-flyer miles. They also typically carry increasingly large quotas. According to the Bridge Group, the average inside sales rep’s quota in 2013 was $985,000.

Happy Friday, Sales Prospecting Perspectives readers! This week was a busy one for us. As it was the last week of February, our inside sales reps strived to meet their month's goals while continuously increasing their pipelines. In the marketing world, we worked hard to produce a new eBook. Social Selling: How to Use Social Media for B2B Sales is available now for free. Social selling can complement your pre-existing sales efforts and result in more contacts, leads, and even closed sales. Let us know what you think!

Sales Prospecting Perspectives is pleased to bring you a guest post from Damian Davila, Content Marketing Consultant at idaconcpts.com.

In my experience as a marketer, I’ve only seen one way to establish yourself in the field. You have to develop a wide range of many personal connections who value what you do and to whom you provide added value.

Happy Valentine's Day, Sales Prospecting Perspectives readers! We hope you're doing something special with that someone special or treating yourself to something that makes you happy today. On Valentine's Day, some people may feel down if they don't have a Valentine, just like in inside sales when people can feel slighted if they don't have a prospect. Therefore, we've compiled some helpful content about how to better market and teleprospect to these potential clients. Check out our favorite articles we shared on Twitter this week: 

It's officially the end of the first month of 2014. Was the new year all you thought it would be? Are you still keeping your New Year's resolutions? Are your sales and marketing teams surpassing the goals they set at the end of Q4? Now is a great time for some reflection on your sales and marketing plans. Look back on the statistics from this month compared to other years, and see how your teams are doing. We hope they're succeeding!

Hello AG blog readers...I'm back!  I saw many changes in 2013, one of which was my transition to Manager of Client Operations here at AG.  Because I have been able to get my feet wet in this new role for the last few months, I thought I would take this opportunity to rejoin the AG blogging community and share the insights I have gained thus far.

This blog post is part three of a series of video blogs about the impact of technology on sales. See part one here and part two here. 

A few weeks ago I was putting together an email campaign to send out as a follow up to my client’s sales initiative, but I was having some difficulty setting up an integration tool on my computer. However, I knew that a sales rep on my client’s team was fairly tech savvy and had done some troubleshooting before, so I reached out to him asking for help. As I sat on the web conference using a program I had downloaded for free, I wasn’t dazed in the least when my colleague took control of my screen and walked me through each step. Within 5 minutes he had shown me how to set up everything perfectly!

After our conversation, I realized how much  of the technology we were using I had taken for granted. Not only was I about to greatly improve the amount of activity I could produce within a day, but I was working with a colleague who was half way across the country as if he were sitting next to me in my cube. That got me wondering: What other changes in technology have had the biggest impact on how we communicate and operate in sales? I’ve interviewed a few of our sales veterans to see what changes in sales technology they feel have made the biggest impact within the past decade.

This blog post is part two of a series of video blogs about the impact of technology on sales. See part one here. 

A few weeks ago I was putting together an email campaign to send out as a follow up to my client’s sales initiative, but I was having some difficulty setting up an integration tool on my computer. However, I knew that a sales rep on my client’s team was fairly tech savvy and had done some troubleshooting before, so I reached out to him asking for help. As I sat on the web conference using a program I had downloaded for free, I wasn’t dazed in the least when my colleague took control of my screen and walked me through each step. Within 5 minutes he had shown me how to set up everything perfectly!

After our conversation, I realized how much  of the technology we were using I had taken for granted. Not only was I about to greatly improve the amount of activity I could produce within a day, but I was working with a colleague who was half way across the country as if he were sitting next to me in my cube. That got me wondering: What other changes in technology have had the biggest impact on how we communicate and operate in sales? I’ve interviewed a few of our sales veterans to see what changes in sales technology they feel have made the biggest impact within the past decade.

A few weeks ago I was putting together an email campaign to send out as a follow up to my client’s sales initiative, but I was having some difficulty setting up an integration tool on my computer. However, I knew that a sales rep on my client’s team was fairly tech savvy and had done some troubleshooting before, so I reached out to him asking for help. As I sat on the web conference using a program I had downloaded for free, I wasn’t dazed in the least when my colleague took control of my screen and walked me through each step. Within 5 minutes he had shown me how to set up everything perfectly!

When we start working with a new client at AG, we establish a time for all parties involved to have a conference call per week. We like to check in with our clients once a week to make sure everyone is on the same page and all teams are aware of opportunities and pipeline. It is also a good time for questions to be answered if schedules are tight during the week. I’ve found that most clients like to use this time to ask us questions and give advice on certain accounts.