Sales Prospecting Perspectives

15 Sales Hacks You Should Know From Past Sales Hacker Events

Posted by Megan Toohey 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: Messaging, Sales Enablement, Data Management, Inside Sales Metrics, Decision Makers, Social Media, Hiring Strategies, Sales Prospecting, Outsourcing, Outsourcing Teleprospecting, Sales Prospecting Tactics, Inside Sales Training, Customer Referrals, Sales Prospecting Tips

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-Driven Sales, Data Management, Data Quality, Data, Big Data, Outsourcing

[Infographic] The Outsourced Inside Sales Teleprospecting Process

Posted by Allison Tetreault on Tue, Aug 5, 2023 @ 09:30 AM

Imagine you’re the CEO of a B2B high tech company. Your company has survived the most difficult start-up stages, and you’re ready to start successfully selling your product or service. At times, your solution is difficult to explain, but your engineers know its features like the back of their hand. You decide to insource your inside sales team.

You hire new inside sales reps, many just out of college. Your marketing team works on qualifying leads, but your sales team leaves many unqualified leads untouched. According to Marketo, 80% of leads generated by marketing are ignored by sales.

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Tags: Inside Sales, Teleprospecting, B2B Lead Generation, Lead Qualification, Sales Relationships, Sales Process, Outsourcing, Information Technology, Outsourcing Inside Sales, Outsourcing Teleprospecting

#ProspectingChat: Experiences Outsourcing Inside Sales Functions

Posted by Allison Tetreault on Thu, Jul 31, 2023 @ 10:00 AM

It's time for another #ProspectingChat over at AG Saleswork's Twitter account. As well as sharing many insights from sales and marketing thought leaders throughout the day, we will also be hosting a Twitter chat at 1:30 PM EST / 10:30 AM PST.

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Tags: Inside Sales, Teleprospecting, Lead Qualification, Inside Sales Metrics, Sales Relationships, Sales Process, Technology, Client Relationship, Closed Loop, Outsourcing, Outbound Success, Closed Loop Feedback, Outsourcing Inside Sales, Outsourcing Teleprospecting

4 Big Questions to Ask When Outsourcing Inside Sales Teleprospecting

Posted by Allison Tetreault on Tue, Jul 22, 2023 @ 09:31 AM

The decision to outsource part of your sales team - whether you're revamping an insourced team or whether you don't have on insourced team - can be a very tough one to make. What are the most crucial factors to look for in an outsourced teleprospecting team? Most people's answer would be: cost. While cost of service is a very important factor when considering an inside sales teleprospecting partner, there are numerous other questions to ask to determine whether the company you're researching is well-run, successful, and most important, trustworthy. In a discovery call about that company, ask these 4 questions to get a real feel for the way they conduct their business. These questions and more are featured in our new guide, "Your Lead Generation Home Away From Home: How Outsourcing Teleprospecting and Inside Sales Functions Can Augment Your Tech Company's Revenue."

1. What kinds of clients do you serve?

Identify the specialist and generalist outsourcing companies. Generalists will take any type of client, but their processes won’t be specific to your industry. Many generalists only see a 20-30% conversion rate to next steps in the sales process. However, with a specialized teleprospecting firm, you should see a 60-70% conversion rate. Specialists will make a point to say that they specialize in the tech industry. Specialists will also have an army of advocates for their service, and are happy to provide you with client references and/or case studies specific to your industry, product or service, or perhaps even share how they solved a similar challenge to the one your company is facing. If you want a more streamlined sales process with people who have experience selling products and services similar to yours, steer clear of the generalists and only consider specialist sales providers.

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Tags: Inside Sales, Teleprospecting, Lead Qualification, Inside Sales Metrics, Sales Relationships, Sales Process, Client Relationship, Closed Loop, Outsourcing, Outbound Success, Closed Loop Feedback, Information Technology, Outsourcing Inside Sales, Outsourcing Teleprospecting

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: Inside Sales Teams, Inside Sales, Quality Conversations, Teleprospecting, B2B Lead Generation, Lead Qualification, List Development, Sales Opportunities, Outsourcing, Outsourcing Inside Sales, Lead Scoring

4 Ways Outsourced Lead Generation is Similar to Parenting

Posted by Stephen Wolff on Tue, Jun 10, 2024 @ 09:30 AM

I have always been a firm believer that there are two types of people in this world: those who have children and those who don’t. The reason I differentiate between them is that those who don’t have children tend to think they are the best parents in the world, and some insist on telling you how to raise your kids.

Now, a bit about me: I am a father of three with a boy and two girls.  I have had my share of experiences with people saying things like, “I would never do that with my kids,” or, “You’re doing that?”  I have to admit, there was a time, before I had children, that I remember saying, “Oh my, I would never feed my kids french fries.”  Friends and family fall into one of these two groups. But when or if they have children, their opinions about parenting usually change, and they start to understand how difficult a task it is and stop judging others for their choices. The same can be said regarding outsourcing lead generation for sales and marketing.

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Tags: Prospecting Strategies, Inside Sales, Marketing, Sales, Buying Process, B2B Lead Generation, Demand Generation, Lead Nurturing, Business Development, Outsourcing, Inside Sales Training

3 Mistakes to Avoid When Outsourcing Your Lead Generation Program

Posted by Laney Dowling on Mon, Jun 17, 2023 @ 04:39 PM

I am so lucky when it comes to clients. I am fortunate enough to work with individuals who truly value what we do and trust our processes. They trust that we are the experts, and that’s the key to every successful customer engagement we run as a company.

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Tags: Inside Sales, Communication and Collaboration, B2B Lead Generation, Outsourcing, Client Management, Implementation Team