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

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

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: Teleprospecting, Sales Prospecting, Cold Calling, List Development, B2B Inside Sales

5 Most Frequently Asked Questions About Outsourcing Inside Sales

Posted by Laney Dowling on Mon, Jun 30, 2023 @ 09:35 AM

I have the opportunity to join calls with our inside sales team during the sales process frequently. It is exciting to speak with executives at companies who are in the beginning stages of creating an inside sales team themselves or are entertaining the idea of outsourcing. Choosing to outsource the function is often the result of these conversations, usually because these companies haven’t quite mastered best practices yet and need support. I really enjoy the task of taking on engagements to help develop the inside sales function, whether we continue our efforts after the first few months once up to altitude, or whether we hand off the inside sales processes to them once they’re running at full capacity.

During the initial discussions with sales and marketing executives, there are always common themes in the questions that are asked. As AG Salesworks is a top consideration for many companies out there, I thought it would make sense to address the questions that I hear the most:

1. How many opportunities should I expect to see per month, after the team is fully ramped?

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Tags: Teleprospecting, B2B Lead Generation, Lead Qualification, List Development, Outsourcing Teleprospecting, B2B Inside Sales, B2B Lead Management

4 Quick Tips to Set Your Business Development Reps Up for Success

Posted by Megan Tonzi on Wed, Jun 11, 2023 @ 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: Sales Prospecting, Cold Calling, List Development, Social Selling, Sales Process, B2B Inside Sales, B2B Sales Success

The Summer Grind: 3 Tips for Successful Summer Prospecting

Posted by Patrice Morrison on Mon, Jun 9, 2024 @ 09:30 AM

Summer weather is finally starting to blossom. Spring has sprung, Memorial Day has passed, and the dog days of summer are on their way! Many of us have already begun to daydream of summer travel plans. I’ve been hearing buzz around my office lately regarding my colleagues’ upcoming vacations for the summer months. I’m sure my coworkers and I aren’t the only ones with trips in store. I was quickly reminded that a majority of my prospects will be taking time off during the summer as well. Before I know it, I’ll be running into hundreds of out-of-office messages.

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Tags: Sales Motivation, Teleprospecting, Inside Sales Management, Sales Prospecting, List Development, Email Prospecting, Sales Process, Voicemail Prospecting, B2B Inside Sales

4 Quick Research Tips to Build a Warmer Pipeline for Teleprospecting

Posted by Maureen Wall on Tue, May 13, 2024 @ 10:00 AM

Let’s face it: Not every cold call campaign is created equal. Data integrity and relevance vary with each purchased list, and these new lists are far from free. In a sales world that’s becoming more social, it’s more important to target and personalize your messages to prospects, setting yourself apart from the rest and refusing to provide "another sales pitch." Below are 4 ways to quickly find and engage more relevant contacts, building a warmer pipeline for prospecting. 

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Tags: Sales Motivation, Buying Process, Teleprospecting, Data Management, Sales Prospecting, Cold Calling, List Development, Social Selling, B2B Inside Sales, Call Strategy, Sales Messaging

Better Processes & Improved Focus with Queue-Based Lead Management Platforms

Posted by Megan Tonzi on Wed, Apr 16, 2024 @ 10:03 AM

AG Salesworks is pleased to bring you a guest post from Kevin Thornton, Executive Vice President - Sales & Marketing for VanillaSoft. 

Here is a statistic that may give you a jolt: “only 25% of leads are legitimate and should advance to sales.” (Source: HubSpot). This raises some questions:

  • Are sales and marketing in alignment on what constitutes a qualified or sales-accepted lead?
  • Am I purchasing the right lists & working with the right list providers?
  • How are leads being reviewed and passed along to my sales reps?

A lot has already been written about sales & marketing alignment and list providers.  Today I want to talk about a third point:  how is your team’s next lead reviewed and passed along to a rep?

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Tags: Sales and Marketing Alignment, Buying Process, B2B Lead Generation, Sales Prospecting, Lead Qualification, List Development, B2B Inside Sales, B2B Lead Management

How to Use Three Types of Data to Drive B2B Sales

Posted by Megan Tonzi on Thu, Feb 13, 2024 @ 10:00 AM

Editor's Note: The following is an excerpt of a chapter from our recently published eBook, The Ultimate Inside Sales Prospecting and Management Success eBook. If you're interested in reading the 35-page handbook, click the link above.  

Lists and data go hand in hand. Some types of data can inform the way you develop your list, while other types of data are gleaned from already existing lists. According to NetProspex, more than 60% of B2B companies rely on “unreliable” data to fuel demand generation. In fact, bad data or poor data quality costs US businesses $600 billion annually. We want to show your company how you can prevent wasting money and use data to your advantage.

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Tags: CRM, Data Management, Inside Sales Management, Sales Prospecting, Lead Qualification, List Development, B2B Inside Sales, B2B Marketing

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