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 AG's Sales Development Managers Motivate Reps in February [Part 2]

Posted by Kim Staib on Mon, Feb 23, 2024 @ 09:30 AM

Even though February is technically the shortest month of the year, this year it feels like the longest.

With snowstorms Juno and Pandora having just passed, mountains of ice piling up in our parking lot, and temperatures at a record low, February has quickly become the Debbie Downer of the 12 months.

And even though you may keep your offices heated at a level that stimulates sales productivity, the constant snowfall and bitingly cold temperatures outside can affect your sales development team’s productivity if you're not keeping a close eye on your team. Especially when the storms make it so everyone has to work from home.

I thought I would ask a few of our sales development managers how they motivate their teams and keep them performing at 100% every day in February. Last week, we heard from Greg and Jimmy in Part 1; this week, we’ll hear from Steve Malcolm and Josh Stevens.  Read on to learn how our sales development teams creatively motivate their reps to exceed expectations this month!

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

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 AG's Sales Development Managers Motivate Reps in February [Part 1]

Posted by Kim Staib on Mon, Feb 9, 2024 @ 09:30 AM

By now, if you have read a few of my blogs, you are well aware of my opinions on winter in New England…In short, I hate it. 

In Boston, February is jokingly referred to as the “longest short month of the year” due to what feels like near constant snowfall and nights and weekends spent hibernating to avoid the bitter cold temperatures. 

February is also a time when we need to keep our sales development reps extra motivated whether working from the office or at home during inclement weather. 

I tried to think of what motivated me when I was an SDR, and decided to source some help from our awesome sales development managers.  These four guys spend their days making sure our SDRs are performing at 100% every day.  I thought they could provide some great perspectives on what they do to keep their reps motivated and what they like most about sales development management, training and mentoring.  In part one of this blog post, we'll hear from Greg and Jimmy.

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Tags: Sales Motivation, Inside Sales Management, Coaching, 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

5 Steps to Successfully Build Your Company's Sales Development Efforts

Posted by Matt Heinz on Wed, Dec 17, 2023 @ 09:30 AM

Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz, President of Heinz Marketing. 

Who is responsible for qualifying inbound marketing leads and identifying new, short-term sales opportunties for senior sales executives in your company? Whether they're Sales Development Representatives (SDRs), Market Development Representatives (MDRs), or simply inside sales, their role is a critical and strategic part of an efficient, scalable sales process.

Whether you’re launching a new SDR effort for your company, or seeking to improve its effectiveness and success in the New Year, here are five steps to get you off on the right track.

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Tags: Teleprospecting, Inside Sales Management, Sales Process, B2B Inside Sales, B2B Sales Success

5 Reasons Not to Build Your Sales Development Team One Rep at a Time

Posted by Craig Ferrara on Tue, Dec 16, 2023 @ 10:00 AM

Sales development reps, you've all heard it. Cold calling is not a walk in the park. Sometimes, it will seem like a monumental struggle, trudging through lists full of incorrect contacts and trying your best to influence influencers. If your company has a sales development team, you know that one of the few things that helps these sales reps get through the day is knowing that the person sitting next to them is dealing with the same challenges. They can reach out to each other for advice, or to bounce off ideas. At AG Salesworks, this is especially helpful as we have teams for support, including team leaders, managers, and directors of client operations, each of which have experience in the field and have their doors open to reps at all times. 

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

How to Motivate Your Sales Development Team through December Holidays

Posted by Kim Staib on Mon, Dec 15, 2023 @ 09:30 AM

christmas-tree-227014_1280 Anyone who knows me understands my deep-rooted, unapologetic hatred for winter weather.  That first winter chill in the air that hits Boston in November and stays until March (and oftentimes through April in New England) is a constant reminder that I grew up in the wrong climate.  I stare longingly at the “beach of the day” calendar that sits on my desk as the temperature continues to drop and the possibility of massive snowstorms loom.  There is, however, one thing I do like about winter, and that is the month of December.

Like most people, I love Christmas.  I love the beautiful twinkling lights everywhere, shopping for gifts, and spending quality time with friends and family.  December is also a deceptively great month for sales prospecting as outlined in an earlier blog from Craig Ferrara.  What December brings to the operations team is an opportunity to come up with some creative ways to manage our sales development team.  Below are a few sales motivation tips for your teams in the month of December.

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Tags: Sales Motivation, Inside Sales Management, Coaching, Call Strategy, B2B Sales Success

Is There a Perfect Personality Trait for Inside Sales Reps?

Posted by Craig Ferrara on Tue, Oct 21, 2023 @ 09:30 AM

Last week I spoke of a few traits I look for when hiring inside sales reps looking to join the AG ranks. One of the specific traits I highlighted was having the innate confidence to do the job. Some reps might show all the outward signs that they’re a sales natural, but when the stage is theirs and they need to rise to the occasion, they fall flat. The reverse could be said for the perceived introvert. Just because they don’t want to be the center of attention doesn’t mean that they can’t get the job done when they’re under fire.
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Tags: Teleprospecting, Inside Sales Management, Coaching, B2B Inside Sales, Inside Sales Training, Sales Hiring Strategies, B2B Sales Success

4 Lessons Learned After One Year as an Inside Sales Manager

Posted by Kim Staib on Mon, Oct 20, 2023 @ 09:30 AM

Next month marks an important milestone not only in my career at AG, but in my career in general.  This October I will have completed my first year as an inside sales manager.  It has been a busy year at AG, with many new faces, new clients and new challenges, as I transitioned from making calls to managing those who do.  A few years ago I wrote a blog outlining lessons I had learned after one year as an inside sales rep, and I am glad to reprise that entry to now include lessons from a management perspective.  

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Tags: Sales Strategy, Teleprospecting, Inside Sales Management, Coaching, B2B Inside Sales, Client Management, Inside Sales Training

Does Your Sales and Marketing Management Contribute to the Company?

Posted by Megan Tonzi on Tue, Oct 14, 2023 @ 09:30 AM

What does it mean to be a manager, director, SVP, VP, President, COO, CFO, or CEO, outside of the responsibilities listed in the job description?  It means upholding duties, meeting goals, and contributing to the company.  Sometimes, executives seem to forget the last portion: "contribute to the company."  Many people automatically think, “Well, I'm doing a great job fulfilling my duties, so of course I'm contributing to the company.” But that's not always the case.

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Tags: Sales Strategy, Sales Motivation, Inside Sales Management, Optimism, B2B Inside Sales, B2B Marketing

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