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

10 Inside Sales Lessons Learned Over 10 Years at AG Salesworks

Posted by Craig Ferrara on Tue, Aug 12, 2023 @ 09:30 AM

Last week was my 10-year anniversary at AG. At times, 10 years seems like eons ago, but honestly most of the time it truly feels as if time has flown by. During this period, I bought a condo, got married, had a child (who is now 7), sold a condo, and bought a house... all while watching AG grow from an 8-person shop to the 60 folks we are today. 

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Tags: Teleprospecting, Data Management, Inside Sales Management, Sales Prospecting, Coaching, Closed-Loop Feedback, B2B Inside Sales, Inside Sales Training, Call Strategy

3 Traits to Inspect in a New Hire Interview for Inside Sales Success

Posted by Laney Dowling on Mon, Aug 11, 2023 @ 09:30 AM

As the end of summer draws near, hiring season looms upon us inside sales professionals. Many recent graduates will be looking for their first job after a relaxing summer, and many seasoned sales reps will be taking stock of their current positions. At AG Salesworks, we’ve seen many potential inside sales reps walk through our door for interviews in the past few weeks. However, our hiring process isn’t for everyone. After all, new sales hires frequently fail, so we want to make sure that we’re hiring the best talent to benefit our clients and our prospects. During the initial interview, we have a keen eye for personality traits that will help the candidate thrive in an inside sales environment. Here are 3 traits we look for in an inside sales interview and 3 questions to ask when assessing if a candidate’s personality is a good fit for your company.

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Tags: Teleprospecting, Inside Sales Management, Coaching, B2B Inside Sales, Client Management, Inside Sales Training, Sales Hiring Strategies, B2B Sales Success

How to Successfully Manage Your Inside Sales Team Remotely

Posted by Laney Dowling on Mon, Jun 16, 2023 @ 09:30 AM

A few years ago I was faced with a tough decision. I was moving 20 miles north of Boston, which posed a problem because my job was 22 miles south of it. Driving through Boston during rush hour twice in one day quickly became overwhelming and was just too much. The last thing I wanted to do was leave the job I loved, and when my boss kept pushing me to work from home more, I was hesitant. I kept saying no because I thought it was crucial to be on site when managing an inside sales team. I had a lot of guilt on days that I couldn’t make it in. Slowly I started working from home more and more and I learned how to manage remotely. With all the technology available today along with some changes in my management style, I am now able to work from home most days and still manage reps – probably better now than ever.

The idea of working virtually goes both ways. While I work from home most days, more and more sales reps have the ability to do the same, and it’s something I know our company is thinking more and more about.  As long as you hire the right, disciplined people, there is no reason why the opportunity for everyone to work remotely can’t work. That’s another topic for a different day, but In the meantime, below are some tips on how you can manage your sales team when you are remote.

Don’t panic!

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Tags: Teleprospecting, Inside Sales Management, Coaching, B2B Inside Sales

[INFOGRAPHIC] 25 Tips for New Teleprospectors

Posted by Allison Tetreault on Thu, Jun 5, 2024 @ 09:35 AM

According to The Bureau of Labor Statistics, there will be an 8.9 percent employment growth for sales representatives between 2012 and 2022. They project that an additional 132,000 jobs will need to be filled within that time period.

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Tags: Sales Motivation, Teleprospecting, Inside Sales Management, Sales Prospecting, Lead Qualification, Coaching, B2B Inside Sales, Handling Sales Objections

How Empowerment Can Rejuvenate Your Inside Sales Organization

Posted by Laney Dowling on Mon, Jun 2, 2024 @ 10:00 AM

The age-old question that every sales manager asks themselves is, “How can I better motivate my reps?” We often talk about rewarding our reps with things like money, extra PTO, company outings, and culture to keep them engaged. The reality is that while all those incentives are necessary, we sometimes forget about the intangible ways we can motivate and keep reps interested. In a meeting with my boss yesterday, he reminded us of something that is right at our fingertips that we sometimes forget about: Empowerment. It plays a very large role when it comes to motivating sales reps and it’s a great way to better your team as a whole.

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Tags: Sales Motivation, CRM, Inside Sales Management, Coaching, B2B Inside Sales, Sales Messaging

Does Your New Sales Team Really Understand Their Objectives?

Posted by Craig Ferrara on Tue, May 20, 2024 @ 10:00 AM

I've always responded best to people who lead by example in the workplace. I find it harder to relate to individuals who are always willing to offer advice on strategies (often unsolicited) when it seems that they rarely, if ever, follow their own words.  

I often think back to my experiences back in my high school days playing sports. The coaches that took the approach of yelling and kicking objects over to get a point across never made an impact on me. When the crap hit the fan, I found that those coaching personalities rarely knew what to do to solve the problem… other than yelling more. I always felt that I was demonstrating the desire and motivation to be part of the team by showing up and doing the best I could. I didn’t need someone yelling in my ear to get me motivated; instead I needed guidance to hone my skills and make me understand what needs to improve.

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Tags: Sales Motivation, Inside Sales Management, Coaching, B2B Inside Sales, Sales Leadership

3 Ways Sales and Marketing Can Align Towards Sales Enablement

Posted by Allison Tetreault on Tue, Apr 29, 2024 @ 10:00 AM

Sales enablement is a hot topic for sales and marketing agencies in 2014. DemandMetric and SAVO Group recently hosted sales enablement summits. Sirius Decisions produced a sales enablement framework and model. HubSpot is hiring “Sales Enablement Stars.”

Alongside these companies, AG Salesworks is encouraging sales and marketing agencies to seriously consider their sales enablement process. Before now, sales and marketing may have had different understandings of the elusive term “sales enablement.” Our newest guide, “Sales Enablement Explained,” includes worksheets, tips, and advice for organizations to agree on what a successful sales enablement plan means to them, including its definition, role, and effectiveness.  

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Tags: Sales Enablement, Sales Strategy, Sales and Marketing Alignment, Buying Process, Coaching, Sales Process, B2B Inside Sales, B2B Marketing

10 to Zen: An Adaptation to Inside Sales

Posted by Craig Ferrara on Tue, Mar 11, 2024 @ 10:00 AM

Some folks would describe me as a bit of a hippy in my office. I'm fairly laid back and try to remain as even-keeled as possible. My disposition could have much to do with the amount of times I was hit in the head throughout my younger years... but I guess I have to roll with it. 

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Tags: Corporate Culture, Sales Strategy, Sales Motivation, Inside Sales Management, Sales Prospecting, Coaching, Optimism, B2B Inside Sales

Sales Prospecting Perspectives Weekly Recap - Week of March 7, 2024

Posted by Allison Tetreault on Fri, Mar 7, 2024 @ 11:05 AM

Happy Friday, Sales Prospecting Perspectives readers! It's the first week of March, which means readers are anxiously awaiting spring weather. The past few days have been bright, so they may start getting warmer soon! This week was a good one for those in the office, as a few inside sales reps passed leads that translated into large transactions. To get your sales team prospecting effectively and your marketing team supporting sales effectively, here are some of our favorite sales and marketing articles from this week: 

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Tags: Sales Strategy, Sales and Marketing Alignment, Lead Qualification, Coaching, Social Selling, B2B Inside Sales, B2B Marketing

Being a Millennial in Inside Sales

Posted by Samantha Goldman on Mon, Mar 3, 2024 @ 11:46 AM

I’m going to say a word. And immediately you are going to form an assumption, positive or negative, about this word. You can’t help it, because that’s how we react as humans.

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Tags: Corporate Culture, Sales Prospecting, Coaching, B2B Inside Sales, B2B Sales Success

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