Sales Prospecting Perspectives

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?

Understand the Difference:

As sales professionals we come across these types of people all the time.  But knowing how to tell the difference between a so-called “Tire Kicker” and a “Window Shopper” is critical and will better help you to eliminate wasted effort. 

Good morning, Sales Prospecting Perspectives readers! We hope everyone had a fantastic week, especially those who were at Dreamforce, networking and learning more than ever about sales and technology. This week's weekly recap has a bonus at the end, so keep reading! For now, here are some of our favorite articles this week:

I’ve been in sales a long time.  More years than I care to count.  It’s been eleven years since my business partner and I founded AG Salesworks with the goal of helping sales and marketing teams succeed through identifying and delivering their ‘ideal’ prospect.  

Sales Prospecting Perspectives is pleased to bring you a guest post from Mark Roberge, SVP of Sales and Services at HubSpot.

Let’s get this straight: teleprospecting does not exclusively refer to cold calling. It is the process salespeople use in order to prospect a lead on the phone.  Whereas cold calling can be impersonal and yield poor results, properly teleprospecting can humanize the interaction between a salesperson and a prospect through the use of helpful dialogue centered around prospect’s pain points, not the salesperson’s products. When you combine this process with an inbound sales methodology, you have a potent mix for success.

No matter what time of year it is, it’s important to stick to your company’s call plan. Of course, variation is fine depending on projects and clients, but it is best to try and keep the call plan on track. At AG, we have found that our call plan works for most projects and receives many responses from prospects at all levels and in many different departments.

Sales Prospecting Perspectives is pleased to bring you a guest post from Craig Wortmann, founder and CEO of Sales Engine.

“First we make our habits and then our habits make us.” – Anonymous

All of us have habits which lead to routines.  Once in awhile, it’s good to stop and recognize the routines that are running our lives. As professionals, salespeople are as susceptible as anyone to bad habits.  

Here are 5 things that we should all stop doing: