Sales Prospecting Perspectives

4 Quick Tips to Set Your Business Development Reps Up for Success

Posted by Megan Toohey on Wed, Jun 11, 2024 @ 09:30 AM

Sales Prospecting Perspectives is pleased to bring you a guest post from Katie Kelly, Associate Inbound Marketing Specialist at HubSpot.

Traditionally, we think of BDRs as energetic, hungry, cold-calling machines. How can we get a prospect into taking a meeting? How can we get creative with our voicemails or sales pitches?

This worked well for decades - that was until our little friend, The Internet, arrived.

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Tags: Sales Prospecting Strategies, Cold Calling, List Development, Social Selling, Sales Process, Business Development, Research, B2B Inside Sales

4 Ways Outsourced Lead Generation is Similar to Parenting

Posted by Stephen Wolff on Tue, Jun 10, 2024 @ 09:30 AM

I have always been a firm believer that there are two types of people in this world: those who have children and those who don’t. The reason I differentiate between them is that those who don’t have children tend to think they are the best parents in the world, and some insist on telling you how to raise your kids.

Now, a bit about me: I am a father of three with a boy and two girls.  I have had my share of experiences with people saying things like, “I would never do that with my kids,” or, “You’re doing that?”  I have to admit, there was a time, before I had children, that I remember saying, “Oh my, I would never feed my kids french fries.”  Friends and family fall into one of these two groups. But when or if they have children, their opinions about parenting usually change, and they start to understand how difficult a task it is and stop judging others for their choices. The same can be said regarding outsourcing lead generation for sales and marketing.

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Tags: Buying Process, B2B Lead Generation, Demand Generation, Sales Prospecting Strategies, Lead Nurturing, Business Development, Outsourcing Teleprospecting, B2B Inside Sales, Inside Sales Training, B2B Marketing, B2B Sales Success

5 Starting Tips for New Inside Sales Reps

Posted by Elizabeth Guerra on Mon, Apr 21, 2024 @ 10:00 AM

It’s new hire season (at least over here at AG)! We’ve seen several new faces this week, and with college graduations just around the corner, we’ll be seeing even more! Jumping into a new lead generation or inside sales career can be intimidating, but everyone has to start somewhere. I really enjoy working with AG’s new hires, and I’ve come up with the following pieces of advice to help new inside sales reps start off on the right foot.

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Tags: Sales Prospecting Strategies, Email Prospecting, Sales Advice, Voicemail Prospecting, Opportunity, Skills Development, Business Development, B2B Inside Sales, Sales Hiring Strategies

How Invested are Your Inside Sales Reps?

Posted by Stephen Wolff on Thu, Oct 31, 2023 @ 10:00 AM

Over the summer, the AG team created a list of 50 traits an inside sales rep should have.  Number 43  was that an inside sales rep should be invested. Being invested has always been something that I relate to as a Senior Business Development Representative here at AG.  The main traits and skills that I feel an inside sales rep should have to be invested are: Devotion, Persistence, Active Listening.

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Tags: Sales Motivation, Lead Qualification, Cold Calling, Active Listening, Business Development, B2B Inside Sales

Hey New Sales Managers: Don’t Forget Where You Came From!

Posted by Craig Ferrara on Tue, Oct 22, 2023 @ 10:00 AM

One of the things I enjoy most about working for AG Salesworks is that we're a people-first company. I know it sounds hokey, but it's true. If we didn't take care of the things that make us go, then we would have folded up shop long ago.  

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Tags: Inside Sales Management, Optimism, positive attitude, Cold Calling, Sales Reps, Business Development, B2B Inside Sales, Client Management

How to Handle Objections as Opportunities, not Roadblocks

Posted by Megan Toohey on Tue, Oct 15, 2023 @ 10:00 AM

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.

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Tags: Competition, Teleprospecting, Sales Prospecting Strategies, Optimism, Business Development, B2B Inside Sales, BANT, Handling Sales Objections

3 Skills Inside Sales Reps Need to Maintain Client Relationships

Posted by Megan Toohey on Thu, Oct 3, 2023 @ 10:00 AM

Sales Prospecting Perspectives is pleased to bring you a post from Tiffany Fenore, a Business Development Representative at AG Salesworks. This is her blogging debut. 

There is more to being a great inside sales rep than just passing leads. In my experience, I have found that one of the most important aspects of my job is having a strong relationship with my clients. The success of each campaign hinges on our ability to effectively manage our client relationships, and in order to do so a inside sales rep needs to demonstrate three key attributes: Confidence, Communication, and Expertise.

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Tags: Confidence, Sales Prospecting Strategies, Sales Relationships, Business Development, B2B Inside Sales, Client Management, B2B Marketing, Sales Communication

Integrating Social Media Listening Into The Sales Process

Posted by Richard April on Wed, Jul 31, 2023 @ 10:00 AM

Sales Prospecting Perspectives is pleased to bring you a guest post from Christine RochelleIntegrated Marketing Manager at lotus823.

Each and every work week at lotus823 is kicked off by a roundtable staff meeting and of course plenty of Diet Coke to go around.

Once our co-founder David Hernandez is able to bring the buzz of the room down, he walks us through each of our current business development opportunities for the agency.

Instead of jumping to discussing brand strategy or services, David always gears the conversation into a discussion about our personal relationship with the potential client contacts and what they would like to accomplish for their team and for the brand.

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Tags: Customer Support, Sales Prospecting Strategies, Social Selling, Email Prospecting, Sales Relationships, Sales Process, Business Development, B2B Inside Sales, Customer Success, B2B Marketing