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?

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.

Sales Prospecting Perspectives is pleased to bring you a post fromTiffany Fenore, a Business Development Representative at AG Salesworks.

Something that everyone in the sales profession can relate to is rejection! Most of us in business development roles experience rejection early, on a day-to-day basis, and it often starts as an objection. Objections can be viewed as a roadblock to the untrained rep and even some seasoned prospectors forget to view the response as a gateway to further the conversation. Objections are the perfect “in” to engage and challenge prospects. They have opened up the discussion and have unknowingly allowed you to cater your message to their pains and needs to see if they are a fit for your product and/or service.

There are 4 common objections we typically see:

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

An online presence is essential in today’s competitive sales environment. From real estate to accounting to marketing, businesses are finding out that more and more sales leads are coming from the Internet. Still, it is not just a matter of “putting yourself out there” and launching just any site. To stand out from the competition, you need to have a site that follows best usability practices. If your site requires your visitors to use a 15-page instruction manual, then the number of people bouncing out of it will be high.