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

5 Prospecting Strategies for Obtaining Sales Context

Posted by Michaela Cheevers on Tue, Feb 17, 2024 @ 09:49 AM


Sales Context is an important part of any conversation, as it directly correlates to the potential of a sale. With 54% of sales reps not making quota this year according to SiriusDecisions, it’s imperative that you teach your team to make the most of Sales Context, the information that can influence a sale. My job as an SDR is to extract these essential pieces of Sales Context for my clients while also nurturing a relationship with my prospects so they feel comfortable discussing their current environment and any pains they may be experiencing.

Here are 5 prospecting strategies that I employ to obtain Sales Context during every conversation I have.

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Tags: Sales Prospecting, Call Strategy, B2B Sales Success

3 Soft Selling Skills I See In My Best Sales Development Reps

Posted by Craig Ferrara on Tue, Feb 10, 2024 @ 09:30 AM

I was having an interesting discussion with my Director of Marketing the other day about her perspective on hard vs. soft sales skills. From what she has seen working with experienced sales guys and gals over the years is that they rely far too much on their hard skills to get them by. They’ll consistently depend on their hard skills because it has worked for them in the past rather than truly engaging with their prospect audience. Talking about the sporting event from the previous weekend is a great way to apply your soft selling skills, but it generally tends to be the only one that old school sales folks pull out of their hat.

Soft skill selling has become ever more important, especially now that the millennial audience is carrying more influence and decision-making power... And they definitely like to be heard. 

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Tags: Sales Prospecting, B2B Sales Success

7 Techniques to Stay Optimistic During Your Sales Superbowl

Posted by Allison Tetreault on Tue, Feb 3, 2024 @ 09:30 AM

This past weekend, a certain sports team challenged me to be optimistic.

You guessed it: The Patriots.

While I’m not a fervent football fan by any means, I grew up in the New England area and have an avid sports fanatic of a father. After many years questioning what this or that meant, I’ve finally reached a point where I not only understand the rules of the game (well, most of them), but where I also can get worked up and over-excited by certain plays.

You know the plays I’m talking about. This Superbowl, there were plenty: interceptions on both teams, crazy catches that seem more luck than skill, and insane rushes that are simply unbelievable. This year, I wasn’t scrolling through my iPhone throughout the game (I wasn’t even tweeting), I was paying attention. And that cost me some energy.

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Tags: Sales Motivation, Optimism, Handling Sales Objections, B2B Sales Success

5 Best Productivity Tips to Maximize Sales Development Reps' Time

Posted by Gillian Sontz on Mon, Feb 2, 2024 @ 09:30 AM

As sales development reps, our time is precious.  It is essential that we manage our time in the most productive and efficient way possible in order to hit our goals, stay organized, and keep our clients happy.

The following are some tips I‘ve found make my day run smoother and allow me to make the most out of every day in the office. 

1. Lay out your day; have a plan.

Planning out your day as a sales development representative is a must, especially if you are working on multiple projects. I like to start off the day after my morning meeting by checking my inbox for each project and responding to any emails that I received after hours the day before. Responding first thing in the morning also gives prospects the whole day to get back to you. Creating a morning routine like this one is a great way to be productive while your cup of coffee wakes you up!

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Tags: Sales Motivation, B2B Inside Sales, B2B Sales Success

#ProspectingChat: Perfecting Response Rates with Donato Diorio

Posted by Allison Tetreault on Wed, Jan 14, 2024 @ 09:30 AM

After a long hiatus, #ProspectingChat on AG Saleswork's Twitter account is back this week! We'll be discussing how to perfect your response rate, replete with with Donato Diorio, CEO of RingLead.  

Today we'll be discussing best practices for perfecting your response rate over email, voicemail and social platforms. We'll share creative sales prospecting techniques, ways to make the "follow-up" more effective, some bad habits and good habits to follow, and more. 

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Tags: Sales Prospecting, Email Prospecting, Voicemail Prospecting, B2B Inside Sales, B2B Sales Success

5 B2B Sales Thought Leaders Share 2014 Trends and 2015 Predictions

Posted by Megan Tonzi on Tue, Jan 6, 2024 @ 09:30 AM

It’s January 6. Do you know what that means? It’s the second day of the first full week of 2015. Yesterday, you were most likely scrambling to answer all those emails you missed over vacation, rushing to meetings about your sales pipeline, and scrambling to write down your new sales goals.

However, did you ever just take a moment to stop and reflect on the year behind you, on the year ahead of you, and on your impact as a sales leader?

We asked 5 B2B sales thought leaders to take a step back and analyze last year in terms of sales trends and this year in terms of sales predictions. Specifically, we asked them this question:

What were the major trends in B2B inside sales in 2014, and how do these trends influence your predictions for 2015?

Today, we invite you to read their insights so you can better prepare for your year in sales. Also, stay tuned for next Tuesday, when we’ll be sharing the marketing edition of this post.

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Tags: Sales Enablement, Sales Tools, B2B Inside Sales, Outbound Prospecting, B2B Sales Success

4 B2B Sales Prospecting New Year's Resolutions for 2015

Posted by Gillian Sontz on Mon, Jan 5, 2024 @ 09:30 AM

The holidays are behind us, and the New Year has begun! It is a season of resolutions, many of which focus on bettering yourself, living a healthier lifestyle, achieving financial goals, and spending more time with family. Although resolutions are key to personal growth and success, they can also be used in the workplace to motivate and encourage success for the upcoming year. Here are a few resolutions to help kick off your B2B sales prospecting on the right foot in 2015.

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Tags: Sales Motivation, Handling Sales Objections, B2B Sales Success, Sales Messaging

What Are You Doing to Prevent No-Shows for January B2B Sales Calls?

Posted by Craig Ferrara on Tue, Dec 30, 2023 @ 09:30 AM

It's hard to believe that we're already at the end of December. A few weeks back I talked about the importance of continuing to prospect during this critical month and I'm hoping you listened to me.  

In the event that you don't have much scheduled for January, I think it's fair to say that what you do have going on next month carries that much more importance. 

The problem we often face is that folks we've set meetings with can be a bit elusive when they get back after the first of the year. From what I've seen, most of prospects can get into the habit of trying to push out or jam everything they weren't able to get to in December to the first week or second week of January. And all the while they're catching up on everything else and trying their best to knock off the rust from time off over the holidays. 

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Tags: Sales Strategy, Sales Prospecting, B2B Inside Sales, B2B Sales Success

3 Important Sales Trends & Predictions for 2015

Posted by Dave McLaughlin on Tue, Dec 23, 2023 @ 09:30 AM

Here are three trends I see in the sales world, paired with predictions on where those trends will take us. I welcome any feedback in the comments, or via Twitter at @davemacboston.

TREND #1: Content Fatigue / Focus

We’ve learned our lesson that so-called snackable content does not create any value, and all those empty content calories are killing the platforms that previously served as places to identify compelling new ideas. Twitter used to be rich with rewarding content, but now I have to scroll for several minutes before I find anything worth dipping into. And LinkedIn blogging went from sharp and provocative to “look at me” noisy in less than a year.

B2B sales and marketing leaders will need to decide whether they’re going to invest in content creation as a way to make noise or as a way to add value for customers.

In terms of the social activity of sales reps, it’s worth noting that being good and thoughtful curators of content allows individual reps to help advance their organization’s content marketing goals.

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Tags: Sales Tools, Content Marketing, Lead Qualification, B2B Inside Sales, B2B Sales Success

How to Leverage Holiday Cheer in B2B Teleprospecting Conversations

Posted by Michaela Cheevers on Mon, Dec 22, 2023 @ 09:30 AM

December is not only the “happiest time of the year;” it also be the most hectic, stressful time of the year for those at work. It is not uncommon to hear salespeople complain about the month of December. Common gripes are that everyone is too busy to add anything new to their plate, or all decision-makers are away for the holidays. With this kind of attitude, they may as well not even try, right?! What if you were armed with some strategies for connecting with your prospects and opening up new relationships and opportunities for the New Year? We already have the statistics from Craig in his blog post, Why is December a Great Month for Sales Prospecting? Here are my five tactics to leverage holiday cheer in the month of December and have better quality conversations when B2B teleprospecting or cold calling.

1. Ask the question, “How are you positioned to improve in the New Year?”

A great way to start a teleprospecting conversation at the end of the year is to encourage your prospect to start thinking about how they can improve their operations in the New Year. As the year winds down, most likely your prospect will begin to think about how they can improve their processes and perform their job responsibilities more efficiently and effectively. The end of the year can also include many process improvement board meetings. Start filling your prospect’s mind with great ideas to start the New Year off strong and help them look like a genius in their meetings!

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Tags: Teleprospecting, Sales Prospecting, Cold Calling, B2B Inside Sales, B2B Sales Success

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