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 Change your B2B Sales Team’s Culture for the Better

Posted by Oren Ezra on Wed, Feb 11, 2024 @ 09:30 AM

Any sales professional, whether you’re a top 20% rep or managing a group with a lot of potential, knows the either detrimental or exceptional effects your B2B sales team’s culture can have on your business’s bottom-line. In a study of 64 organizations, it was found that those with highly engaged employees received double the annual net income compared to their competitors, who lacked any form of engagement.

Your change towards a better sales team culture and more engaged employees doesn’t have to take place all at once. In fact, the best way to improve your team’s culture is by making a whole bunch of little changes that overall invoke big change in the long run.

If you’re experiencing high turnover rates, tense rivalries between reps, or bad attitudes in the office, these are warning signs that it’s time for a change.  Here is a list of the most impactful ways to achieve a better culture within your sales team and soak up all the positive benefits that culture brings.

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Tags: Corporate Culture, Inside Sales Management, Sales Leadership

How to Effectively Work From Home as a B2B Inside Sales Manager

Posted by Kim Staib on Mon, Jan 12, 2024 @ 09:30 AM

Happy New Year!  Like many, I spent most of my holiday back home with family.  Also like many others, wanting to stay on top of my tasks I chose to work most of the break from home.  I am never usually one to elect working from home, as I prefer the atmosphere of an office.  Understanding New England winters (and the snow that accompanies it), I know this will not be the first time this season I will have to work from home, so I made sure over the holiday break to develop some strategies and tips to make it easier.  If you have the right strategies in place, you can be even more productive at home than in the office. In fact, a recent Stanford study revealed that working from home can increase total productivity by 20 to 30 percent! I hope these tips will help you to set up a home environment conducive to working as a B2B inside sales manager!

Continue Following Your Daily Routine

The temptation to sleep in until it’s time to click on your computer is strong, but I found that waking up at my usual time and using the extra minutes to make myself breakfast and get settled at a workspace made it feel more like a regular day.

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Tags: Corporate Culture, Inside Sales Management, 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

Are You Getting the Most Out of Your "Comfortable" Inside Sales Reps?

Posted by Craig Ferrara on Tue, Sep 9, 2023 @ 09:30 AM

I've always prided myself on creating the best culture I possibly can for my inside sales team. The last thing I want is for people to trudge into the office on Monday morning with a look of dread in their eyes, feeling like they have a full week of misery ahead of them. Keeping a good company culture is also partially selfish for me, because I don't want to spend 40 hours a week with miserable people who drain the life out of me. 

I think the CEO of LinkedIn, Jeff Weiner, summed it up beautifully in this Venn diagram he posted a few weeks back on "The Three Qualities of People I Most Enjoy Working With."

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Tags: Corporate Culture, Sales Enablement, Sales Motivation, Teleprospecting, Inside Sales Management, Coaching, B2B Inside Sales

6 Tips for Successfully Onboarding New Inside Sales Reps

Posted by Kim Staib on Mon, Aug 4, 2023 @ 09:30 AM

Whether you’re building your own inside sales team or considering outsourcing your teleprospecting functions, it’s important to know and perfect the training process for new hires.   

Over the last couple of months, AG Salesworks has seen many new faces.  As a Manager of Client Operations, one of my jobs is to oversee the training of new hires on my team.  Having previously been very active in the training team as a business development rep, I happen to think we have a very effective process that has only improved over the years.  Here are a few training tips we follow to ensure successful onboarding of new hires at AG:

1. Pack their day.  

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Tags: Corporate Culture, Outsourcing Teleprospecting, B2B Inside Sales, Inside Sales Training

Inside Sales Advice: If You Bet on Yourself, You’ve Already Won

Posted by Craig Ferrara on Tue, Jun 3, 2024 @ 10:00 AM

This coming August, I will have been part of the AG Salesworks team for 10 years. It has been far and away the most time I've spent with any company in my career and also has been far and away the most challenging and enjoyable. 

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Tags: Corporate Culture, Sales Strategy, Sales Motivation, Optimism, B2B Inside Sales, B2B Sales Success

4 Ways Inside Sales Reps Are Like Hunger Games Tributes

Posted by Megan Tonzi on Mon, Apr 7, 2024 @ 10:00 AM

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

I’ve seen inside sales described using many analogies. But my favorite analogy by far is the comparison to the popular series, The Hunger Games. These books and movies focus on a woman who has to fight to the death in order to survive The Hunger Games, a twisted competition in which children ages 12 - 18 are forced to particpate, created by central officials to deter rebellion. Now you may be thinking: “How in the world could you see any similarities between the sales world and the dystopian world described by Suzanne Collins?” Even though they’re not shooting bows and arrows at jabberjays like Katniss Everdeen, inside sales reps actually share many qualities with Hunger Games tributes. Here are four:

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Tags: Corporate Culture, Sales Strategy, Sales Motivation, B2B Inside Sales, B2B Sales Success

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

How to Gamify Inside Sales in 3 Steps

Posted by Kim Staib on Mon, Mar 10, 2024 @ 10:00 AM

A word I have seen pop all over the business blogsphere these days is “gamification.” Gamification in the workplace in the simplest of definitions is making a game out of employees' day-to-day activities. In the various articles I have read on the topic, the opinions seem to be split on the overall effectiveness of gamification.  Farhad Manjoo of The Wall Street Journal feels that it has the “potential for stifling creativity and flexibility in the workplace, and the growing sensation of being watched, and measured, in everything we do.”  Others believe that creating a game out of an everyday work task increases competition and therefore productivity.  Now I can’t speak for the larger companies (the AMEXes, IBMs and Googles of the world) who leverage a gamification strategy to increase productivity, but I can say that at AG we like to keep it simple and effective.  I’ll share with you an example.

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Tags: Corporate Culture, Sales Strategy, Sales Motivation, Inside Sales Management, Cold Calling, B2B Inside Sales

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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