Sales Prospecting Perspectives

Cold Calling: You Get What You Put In!

Posted by Craig Ferrara on Tue, Jul 29, 2023 @ 09:30 AM

Back in the mid ‘90s, I was fresh out of college and managing a hotel front desk, with aspirations to one day become the General Manager. I quickly became accustomed to long hours and cranky business travelers, which most of us know can be challenging to say the least. At the time, a large percentage of my friends were living the high life at multiple tech company and making obscene amounts of money relative to their experience, as they were recent college graduates as well.

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Tags: Sales Motivation, Teleprospecting, Sales Prospecting Strategies, Cold Calling, Sales Advice, Inspiration, Sales Opportunities, Inside Sales Training

Does a True Inside Sales Team Player Care About Getting Credit?

Posted by Craig Ferrara on Tue, Jul 15, 2023 @ 09:30 AM

I'm a big teamwork guy. I like when everyone can share credit.

That may seem like an overly obvious statement for most of you out there, but if you asked yourself if you're a team player, what would your answer be? Deep down, do you prefer to collaborate with others or tackle things independently? I don't think there's really a right or wrong answer, but at some point, inevitably, you're most likely going to need to collaborate with a colleague or boss on a portion of your work in order to take it to the next level. 

As I've discovered over the years, the more responsibility I take on, the more I realize that working independently isn't really an option for me. As much as I would like to have direct control over my world, I realize that there are far too many moving parts for me to not have to rely on others for their input and insight. I'm perfectly fine with that, and I came to terms with that reality long ago. Most of us will have to if we have any intention of working in a management capacity or in inside sales. 

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Tags: Sales Career, Sales Motivation, Inside Sales Management, Sales Goals, Team Building, Inspiration, B2B Inside Sales, Sales Communication

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, Confidence, Sales Career, Sales Motivation, Optimism, Attitude, Sales Advice, Sales Goals, Inspiration, Drive, B2B Inside Sales

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, Competition, Inside Sales Management, Sales Prospecting Strategies, Coaching Tips, Optimism, Sales Goals, Work Life, Inspiration, B2B Inside Sales

Beat the Brain Fog and Think Outside the Sales and Marketing Box

Posted by Megan Toohey on Thu, Dec 26, 2023 @ 10:00 AM

... or if you're me, cut it up, douse it with glitter and make a star instead

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Tags: Corporate Culture, Sales Motivation, Sales Prospecting Strategies, Cold Calling, Call Plan, Email Prospecting, Voicemail Prospecting, Inspiration, B2B Marketing, B2B Sales Success

Is Optimism the Reason Sales Reps Are Successful?

Posted by Craig Ferrara on Tue, Dec 3, 2023 @ 10:00 AM

When I meet with the newest additions to the AG family, I always make a point to let them know that we're not looking for a cookie-cutter employee. Everyone here has their own unique traits and a certain style that works for them. Using some creative license here or there is necessary when you cold call and keeps reps engaged in what many would consider the toughest part of selling.  

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Tags: Sales Motivation, Coaching Tips, Optimism, Recruiting, Sales Leaders, Inspiration, Sales Reps, B2B Inside Sales, Inside Sales Training, Sales Hiring Strategies, B2B Sales Success

Sales Professionals: Learn to Lose, Learn to Fail

Posted by Mike Ricciardelli on Tue, Nov 12, 2023 @ 10:00 AM

Have you heard the news lately?  You know, the story about the parent filing a “bullying” complaint against a rival town because his son’s high school football team got beat badly?  The final tally was 91-0.

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Tags: Inspiration, B2B Inside Sales, B2B Sales Success

How to Become a Thought Leader In Your Industry

Posted by Allison Tetreault on Tue, Oct 1, 2023 @ 10:00 AM

A company with a reputation for dependability, consistency and quality services or products will win consumers' business. Your company and the people within it should be seen as the leading experts in your industry, whether that be sales, marketing or, in AG Salesworks case, both. The faces of your company (for example, co-founders Pete Gracey or Paul Alves for AG), need to become thought leaders, challenging the status quo and writing books. However, claiming to be a thought leader doesn't make you one; others need to recognize you as the leading guru in your industry. Becoming a thought leader is harder than you think.  

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Tags: Content Marketing, Social Selling, Sales Relationships, Sales Leaders, Opportunity, Inspiration, Thought Leadership, B2B Marketing, Blogging Tips

Does the "Ra Ra" Approach Work for Struggling Sales Reps?

Posted by Craig Ferrara on Tue, Sep 24, 2023 @ 10:01 AM

I would like to think that I'm a positive guy. It has served me well over the years in the sales game. In fact, I would argue that there is nothing more important than thinking positively... especially for those of us blessed to cold call all day long. 

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Tags: Teleprospecting, Inside Sales Management, Optimism, Cold Calling, Attitude, Sales Leaders, Inspiration, B2B Inside Sales

Behind the Scenes of "The Upward Spiral:" Inspiration for the eBook

Posted by Paul Alves on Thu, Sep 12, 2023 @ 10:00 AM

Back in 1995, I got to know a Professor of Anthropology from Rhode Island College.  Richard was a great guy. He always had a smile on his face, and he seemed like a very happy person.  

As I got to know him better, I learned that he was in fact a very happy person.  His happiness came from several areas in his life. He had a wonderful family with whom he was able to spend lots of time, he was healthy, and one last thing: He loved his job.  He told me that he thought he was getting away with something each day as he woke up, got dressed and went off to work.  The fact that he was being paid to do something he loved so much was something he was very grateful for.  

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Tags: CEO Perspectives, Corporate Culture, Passion, Sales Motivation, Productivity, HubSpot, Work Life, Inspiration, B2B Inside Sales, B2B Sales Success