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

Your B2B Data Checklist for Evaluating New Lists

Posted by Kim Staib on Mon, Jan 26, 2024 @ 09:30 AM

At AG Salesworks, we engage with a number of different vendors to procure B2B lists depending on the requirements outlined by each client. With more and more data vendors entering the market, it’s important to stay organized, paying close attention to your guidelines  when evaluating your list before B2B prospecting it.

That’s why, before I send our clients a list, I do a separate scrub of my own to make sure all criteria has been met and there isn’t any confusion. Here are the questions I ask prior to importing a list for a new client. 

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Tags: Data Management, Client Management

The B2B Sales Development Rep's Guide to Data Management

Posted by Michaela Cheevers on Mon, Jan 19, 2024 @ 09:30 AM

It’s that time of year again, and the “new year, new me” attitude will be in full effect for at least another few weeks or so. It doesn’t hurt to also start developing steps to improve and enhance your performance at work to make this year even better than the last. One way to improve in the New Year is to start at the foundation, and for many of us B2B sales development reps, that means cleaning up the database. After all, quality data is the key to success in inside sales. Here are 3 steps to B2B data management:

1. Become familiar with your database system and its capabilities.

A huge overhaul of your entire database is both unnecessary and unrealistic as you start off the New Year. Just because you have a new goal to improve your organization and clean up your data does not mean you suddenly have all the extra time to do so. In order to effectively clean up your data, you have to start small and ensure that the process does not become overwhelming. No matter what system you use to organize your data, it is imperative that you become familiar with just what your system is capable of and develop a consistent method to use these features.

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Tags: CRM, Sales Tools, Data Management, List Development

3 Steps to Stellar List Building

Posted by Donato Diorio on Wed, Jan 7, 2024 @ 09:30 AM

The best list is the one nobody else has. Gathering valuable information enables you to build targeted niche lists, track emerging companies in specific markets, and segment larger sectors or lists. 

Good B2B list building affects all aspects of business, including the funnel and pipeline. Collecting the names, titles, emails, phone numbers, and social data creates that holistic record.  However, building a quality, accurate, and targeted list requires planning.

Here are the key steps to keep in mind.

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Tags: Data Management, List Development

3 Tips for Managing Inbound Prospecting Lists

Posted by Craig Ferrara on Tue, Nov 11, 2023 @ 09:30 AM

We all know how quickly B2B inside sales reps can get discouraged when the first few people they call on an inbound prospecting list end up being grad students doing research, people no longer working with the company, or contacts that don't exist at all. Although they may have worked through a small fraction of the list at that point, as many sales reps do, they've determined that the leads you've given them are complete junk.

I've received a wide range of sales prospecting lists of varying quality for each and every campaign we run for our clients. Over the last 10 years, I would like to assume that I've seen it all, but inevitably unique scenarios tend to pop up over and over. Point is, nothing surprises me anymore.

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Tags: Data Management, Sales Prospecting, List Development, B2B Inside Sales

3 Myths About Power Dialing When it Comes to Sales Teleprospecting

Posted by Laney Dowling on Mon, Nov 3, 2023 @ 08:30 AM

“I didn’t have a power dialing session on Monday, and I missed it,” said a B2B inside sales rep on my team last week. Ah – music to my ears. For the past year, I’ve spent a lot of my time investigating power dialing tools and methodologies. Everyone seems to have an opinion on power dialing versus traditional manual dialing. I understand where the naysayers are coming from – I had those thoughts when I first started, too. However, after I began adopting the technology, I had a change in mindset, and  my life is a heck of a whole lot easier. The same goes for my sales reps.

Here are three myths about power dialing  that we have squashed over the last several months:

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Tags: Teleprospecting, Data Management, Sales Prospecting, B2B Inside Sales, Sales Messaging

15 Sales Hacks You Should Know From Past Sales Hacker Events

Posted by Megan Tonzi on Wed, Sep 10, 2023 @ 09:30 AM

Sales Prospecting Perspectives is pleased to bring you a guest post from Max Altschuler, Founder and CEO of Sales Hacker Media

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Tags: Sales Enablement, Buying Process, Data Management, Sales Prospecting, Social Selling, Outsourcing Teleprospecting, B2B Inside Sales, Client Management, Inside Sales Training, Sales Hiring Strategies, Sales Messaging

5 Benefits Every B2B Data Provider Should Have

Posted by Laney Dowling on Mon, Aug 25, 2023 @ 09:30 AM

If it weren’t for our partnerships with B2B data providers, I would be lost. They make my days easier in so many ways. Whether a rep needs a fresh new list to help them meet quota or a client needs a list with five pieces of criteria that are nearly impossible to find, our data providers get it done.

Like anything you outsource in business, you want to give up the details to the experts so they can find and create the quality you’re looking for. After working with many providers over the years, I have come up with a list of things to look for when evaluating data providers. Here is what I find to be most crucial:

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Tags: Data Management, Outsourcing Teleprospecting

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

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

4 Ways to Use Data to Determine the Best Time to Cold Call

Posted by Megan Tonzi on Wed, Jun 25, 2023 @ 09:30 AM

Sales Prospecting Perspectives is pleased to bring you a guest post from Cari Zoch, Marketing Manager at Avention, a company that offers real-time, actionable B2B data to deliver 21st century business info, solutions for sales, marketing and research. 

Salespeople are always looking for the holy grail when it comes to making cold calls. They can sort their lists, segment criteria but what’s most important?  Timing.

I’m here today to argue that timing is more than finding the best day of the week or the time of the day to pick up the phone. In fact, it varies by industry and type of prospect anyway.

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Tags: Teleprospecting, Data Management, Sales Prospecting, Cold Calling, Social Selling

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