Sales Prospecting Perspectives

Does Your Sales and Marketing Management Contribute to the Company?

Posted by Megan Toohey 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 Motivation, Inside Sales, Inside Sales Reps, Marketing, Inside Sales Management, Optimism, Sales Management, Sales Goals, Sales Meetings, Active Listening

8 Opportunities for Quality Conversations in Inside Sales

Posted by Megan Toohey on Fri, Sep 19, 2023 @ 09:30 AM

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

As a business development representative, it is important to make every contact attempt count in order to provide your client with the best information possible. Inside sales reps have the same imperative: maximize time by qualifying prospects creatively. That being said, it’s crucial to be prepared when communicating with anyone in your quest for information. No matter who you get live on the phone, chances are they can provide you with some information; you just need to be equipped with the right questions to ask. Here are some ideas for inside sales and business development reps to find opportunities for quality conversations, no matter where you find yourself in the prospecting trenches.

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Tags: Inside Sales Reps, Quality Conversations, Lead Qualification, Social Selling, Email Prospecting, B2B Teleprospecting, Teleprospecting Strategies, Voicemail Prospecting, Sales Opportunities, B2B Inside Sales, Sales Prospecting Tactics

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, Inside Sales Teams, Sales Motivation, Inside Sales Reps, Inside Sales Management, Coaching Tips, B2B Teleprospecting, Sales Management, B2B Inside Sales, Teleprospecting Coaching Tips

6 Things Michelangelo Could Teach Today’s Inside Sales Professional

Posted by Megan Toohey on Tue, Sep 2, 2023 @ 09:30 AM

Sales Prospecting Perspectives is pleased to bring you a post from Mike Lipka, an Inside Sales Representative at AG Salesworks.

What could Michelangelo’s sculpting techniques teach you about reaching quota? The answer may surprise you.

Michelango’s mastery of sculpture was without rival, and his philosophy on his craft was equally brilliant. Believing that the figure he was sculpting lay “trapped” inside the block of quarried stone, Michelangelo slowly carved until a perfectly refined image began to reveal itself.

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Tags: Inside Sales Professional, Inside Sales, Inside Sales Reps, Personalized Messaging, Sales Pipeline, Lead Qualification, Optimism, Sales Relationships, B2B Teleprospecting, Sales Process, Pipeline, Quota, Time Management

3 Tips for Inside Sales Reps to Stay Motivated During Summer Months

Posted by Patrice Morrison on Mon, Jul 21, 2023 @ 09:30 AM

It's halfway through July! We’ve officially entered the dog days of summer. That means it’s time to start assessing Q3 goals and targets. July is the ideal time for inside sales reps to regain their focus so they can follow up the quarter with great results. But with beautiful summer weather and vacations planned for the not-so-distant future, it can be difficult for an inside sales rep to remain fully focused and motivated. Here are 3 tips inside sales reps can use to stay on task during the peak of summer.

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Tags: Prospecting Strategies, Sales Motivation, Productivity, Inside Sales Reps, Teleprospecting, Inside Sales Management, Prospecting, Teleprospecting Strategies, Sales Goals

The Fine Line Between Cold Calling and Warm Calling

Posted by Patrice Morrison on Mon, Jul 7, 2023 @ 09:35 AM

Inside sales representatives and business development representatives spend a majority of their time prospecting companies to find and create potential sales opportunities. Depending on the type of project, an inside sales rep may have many different campaigns to follow up on, calling both warm and cold prospects.

Let’s recap the colloquial definitions of “cold calling” and “warm calling.” I contact prospects for my client who have expressed interest in their solutions through downloading information on their website or attending their events. Reaching out to a prospect who already has a relationship with your client or that you have previously engaged with is considered “warm calling.” It is also common for a sales rep to prospect campaigns in which the prospect has had no prior engagement with a client. This type of situation is commonly referred to as “cold calling.”

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Tags: Inside Sales Reps, Teleprospecting, Cold Calling, List Development, Sales Prospecting

5 Sales Prospecting Strategies for Overcoming Call Reluctance

Posted by Megan Toohey on Wed, Jul 2, 2023 @ 09:35 AM

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

It starts with a hesitation.

It becomes an objection.

It festers into a doubt.

And it costs your company leads.

What I’m talking about is sales call reluctance. It doesn’t come from the prospects; it comes from the sales reps themselves. Whether you’re a new teleprospector or a seasoned inside sales rep, everyone experiences varying levels of call reluctance when B2B prospecting.

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Tags: Sales Call Reluctance, Inside Sales Reps, Quality Conversations, Sales Prospecting Strategies, Social Selling, Teleprospecting Strategies, Sales Prospecting Tactics

Top 4 Professional Skills Mastered When Working in B2B Inside Sales

Posted by Patrice Morrison on Mon, Jun 23, 2023 @ 09:30 AM

Beginning a career in B2B inside sales is a great way to build job experience and fine-tune your professional skills. If you are a recent graduate with a background in sales or marketing and are looking to get your foot in the door of the business world, inside sales may be the career for you.

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Tags: Sales Career, Sales Motivation, Inside Sales, Inside Sales Reps, Marketing, Sales, Teleprospecting, B2B, Hiring Strategies, Sales Goals, B2B Inside Sales, Inside Sales Training

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: Sales Teams, Inside Sales, Inside Sales Reps, Telecommuting, Communication and Collaboration, Teleprospecting, Inside Sales Management, Coaching Tips, Sales Management, Outside Sales

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: Prospecting Strategies, Inside Sales Reps, Cold Calling, List Development, Social Selling, Social Media, Sales Process, Business Development, Research