AG Salesworks is currently undergoing some exciting remodeling so we're postponing Sales Prospecting Perspectives posts until we're finished. However, check out our sister company QuotaFactory's blog, Sales Wars, for sales acceleration tips and more!

Sales Prospecting Perspectives

How to Prepare For Client Calls in B2B Organizations

Posted by Gillian Sontz on Mon, Dec 8, 2023 @ 09:30 AM

Preparing for a client call in B2B sales takes a minimal amount of time and can greatly impact the quality of your client relationship. What time is the call scheduled? Who will be included? What are the topics that will be discussed? What reports do you need to pull? These are just a few simple questions you can ask yourself to feel better prepared before you hop on a call with your client. Here are some of my best tips for preparing for client calls, as well as a sample client call itinerary.  

The Details

Being punctual for a client call is extremely important. If possible, set a reminder ten to fifteen minutes before the call. This way, you can organize your materials and thoughts. You can also use the time to check your inbox for any last-minute updates. Make sure you know who will be included on the call, and, most importantly, how the call will be facilitated. Are you calling into a conference bridge? Do you have the appropriate technology available needed for the call?

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Tags: B2B Lead Generation, Closed-Loop Feedback, Client Management, B2B Sales Success

Why is December a Great Month for B2B Sales Prospecting?

Posted by Craig Ferrara on Tue, Dec 2, 2023 @ 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 Reasons Your Call Strategy Must Have More Influencers than C-Suites

Posted by Kim Staib on Mon, Dec 1, 2023 @ 09:30 AM

If you work in outsourced B2B lead gen, you know this moment in a conversation all too well:

Sales Partner: Can you tell me what criteria you want us to follow when procuring data?

Client: Well, we want only C-level executives, in companies with over 250 million in annual revenue.  Our sales reps won’t take calls with anyone who has a lower title.  What’s the point if they’re not the ones who will sign off on the budget?  We don’t want to waste our time with Managers or Directors.

And there you have it.  You’ve just been “C-Bombed.”  

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Tags: Sales Strategy, B2B Lead Generation, Outsourcing Teleprospecting, Client Management, Call Strategy, B2B Sales Success

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

Posted by Kim Staib on Mon, Nov 17, 2023 @ 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

The Evolution of the Sales Role

Posted by Megan Tonzi on Wed, Oct 15, 2023 @ 09:58 AM

Sales Prospecting Perspectives is pleased to bring you a guest post from Sean Jones of SalesFusion, business writer with a primary focus on the marketing sector.

In the age of the tweeting refrigerator, salespeople are transitioning. The process of a sale no longer unfolds over just one platform; however in many cases it does involve multiple buyers. Bar the anomaly that is the Girl Scout Cookie, the face of the company is no longer the salesperson. As a result, marketing analytics have taken the front seat in driving sales, opening up a whole new industry of firms offering to find niches for their customer’s product or service, to build and develop online content, and to manage existing consumer bases.

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Tags: Buying Process, B2B Lead Generation, Sales Prospecting, B2B Inside Sales

4 Tips to Ensure Your Sales Prospecting Efforts are Fruitful in Fall

Posted by Laney Dowling on Mon, Sep 22, 2023 @ 09:30 AM

I just wrapped up my first fall Sunday Funday. We watched the Pats, had some friends over, cooked some fall-inspired food, and may have had one or two pumpkin beers. This is my absolute favorite time of year. It's a fresh new start as we close out the summer and get ready to start the last quarter of the year. An influx of new customers goes hand in hand with that, and it’s always exciting to kick off new client engagements.

As we launched one program in particular last week, my client asked my all-time favorite question: "What makes for the best programs when it comes to inside sales engagements?" The below are crucial elements of a successful inside sales or lead generation effort from my perspective:

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Tags: Corporate Culture, Sales Motivation, Sales and Marketing Alignment, B2B Lead Generation, Inside Sales Management, Lead Qualification, Closed-Loop Feedback, B2B Inside Sales, Client Management, Inside Sales Training

8 Opportunities for Quality Conversations in Inside Sales

Posted by Megan Tonzi on Fri, Sep 19, 2023 @ 09:30 AM

Sales Prospecting Perspectives is pleased to bring you a post from Michaela Cheevers, Business Development Representative at AG Salesworks.

As a business development representative, it is important to make every contact attempt count in order to provide your client with the best information possible. Inside sales reps have the same imperative: maximize time by qualifying prospects creatively. That being said, it’s crucial to be prepared when communicating with anyone in your quest for information. No matter who you get live on the phone, chances are they can provide you with some information; you just need to be equipped with the right questions to ask. Here are some ideas for inside sales and business development reps to find opportunities for quality conversations, no matter where you find yourself in the prospecting trenches.

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Tags: Teleprospecting, B2B Lead Generation, Sales Prospecting, Lead Qualification, Social Selling, Email Prospecting, Voicemail Prospecting, B2B Inside Sales

How Marketing Can Collaborate with Sales to Create Engaging Content

Posted by Megan Tonzi on Wed, Aug 13, 2023 @ 09:30 AM

Sales Prospecting Perspectives is pleased to bring you a guest blog from Sharmin Kent, Marketing Content Specialist at TinderBox

Now that the average B2B buyer is more than halfway through her purchase decision before engaging with a sales rep, it's critical that the content propelling a prospect through the pipeline is informative and relevant. An organization's marketing team is usually responsible for creating sales content, and communication and collaboration between the two departments can be rare.

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Tags: Sales and Marketing Alignment, B2B Lead Generation, Content Marketing, Data Management, B2B Marketing

A Structured Day in the Life of an Outbound Prospecting Rep

Posted by Megan Tonzi on Wed, Aug 6, 2023 @ 09:38 AM

Sales Prospecting Perspectives is pleased to bring you a guest blog from Gareth Goh, Content Marketing Manager at InsightSquared

If you have a team of outbound prospecting reps, spare a minute to give them some love, attention and empathy. After all, they have perhaps the toughest job in your organization: making cold calls to hit aggressive dial targets day after day can be a grueling experience that weighs on even the most motivated and productive prospecting reps.

At the same time, both you and them know how important their role to the organization is. Without them, your sales pipeline - and subsequently, your bookings results - would be substantially smaller. What can you, as their manager, do to ease the painful monotony of their day-to-day job responsibilities?

Provide them with the structure they need to really do their jobs well.

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Tags: Teleprospecting, B2B Lead Generation, Inside Sales Management, Cold Calling, Sales Process, Outbound Prospecting

[Infographic] The Outsourced Inside Sales Teleprospecting Process

Posted by Allison Tetreault on Tue, Aug 5, 2023 @ 09:30 AM

Imagine you’re the CEO of a B2B high tech company. Your company has survived the most difficult start-up stages, and you’re ready to start successfully selling your product or service. At times, your solution is difficult to explain, but your engineers know its features like the back of their hand. You decide to insource your inside sales team.

You hire new inside sales reps, many just out of college. Your marketing team works on qualifying leads, but your sales team leaves many unqualified leads untouched. According to Marketo, 80% of leads generated by marketing are ignored by sales.

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Tags: Teleprospecting, B2B Lead Generation, Lead Qualification, Sales Process, Technology, Outsourcing Teleprospecting, B2B Inside Sales, Client Management

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