Sales Prospecting Perspectives

Why Outbound Prospecting Still Matters -- Now More Than Ever

Posted by Megan Toohey on Wed, Oct 8, 2023 @ 09:30 AM

Sales Prospecting Perspectives is pleased to bring you a guest post from Gareth Goh, Content Marketing Manager of InsightSquared.

Inbound, inbound, inbound.

Inbound sales, inbound marketing - it seems like that’s the only strategy that sales leaders depend on these days to generate leads and grow pipeline. And they should be focused on inbound! After all, the concept of inbound - aligning sales and marketing with the buyer’s intent and process, attracting them to you rather than pushing yourself on them - works. HubSpot pioneered the concept of Inbound Marketing and they have now built an entire industry around it. Buyers are becoming smarter and more sophisticated - they don’t need aggressive sales reps pushing products that they don’t want on them.

But wait! What about outbound prospecting?

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Tags: Inbound Sales, Prospecting Strategies, Teleprospecting, Inbound Marketing, Inside Sales Metrics, Outbound, Outbound Success, Outbound Sales, Outbound Prospecting, Sales Prospecting Tips

How to Balance 3 Teleprospecting Techniques To Manage Your Lists

Posted by Maureen Wall on Mon, Sep 15, 2023 @ 09:30 AM

In the world of teleprospecting, many thought leaders are debating the efficacy of new and old techniques. With more and more sales leaders implementing new strategies, it's important for inside sales rep to keep up with the trends. However, don't feel you have to choose one technique and stick to it. Instead, learn to balance your techniques and manage your lists. Social selling is time-consuming, and it cuts out the ability to speak to prospects for a lengthy amount of time about their pains and needs, but it could lead to stronger opportunities. You may find that your team has more activity from the smile and dial method, but without some social intelligence behind these calls, those leads could be dead ends. Below are three things to consider when using commonly used prospecting techniques to find the balance that works right for you.

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Tags: Prospecting Strategies, Marketing, Quality Conversations, Teleprospecting, Cold Calling, Social Selling, Email Prospecting, Email Prospecting Strategies, Social Media, Prospecting, Teleprospecting Strategies, Mass Emails, Research, Outbound Sales, Inbound Leads

3 Tips for Nurturing Prospects in Inside Sales

Posted by Megan Toohey on Thu, Sep 11, 2023 @ 09:30 AM

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

What do you picture when you hear the word "nurture?"

Many people may think of a plant "nurtured" to full health. In inside sales, potential customers can also be nurtured. If they aren't a good fit now, does that mean they will always be unqualified for your product or service? Or can they slowly become a lead by means of a strong lead nurturing campaign? 

We’ve all seen the contact who doesn’t quite fit the qualifying criteria and is automatically added to the nurture bucket. These are three important tips to remember when nurturing prospects.

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Tags: Sales Lead Scoring, Sales Consultant, Buying Experience, Lead Nurturing Campaign, Nurturing Campaign, Prospecting Strategies, Inside Sales, Buying Process, Lead Nurturing, Handling Objections, Teleprospecting Strategies, Buying Cycle

Supercharge Your Sales and Marketing Vocabulary

Posted by Megan Toohey on Wed, Jul 30, 2023 @ 11:30 AM

Sales Prospecting Perspectives is pleased to bring you a guest blog from Greg Klingshirn, Content Marketing Manager at SalesLoft

From breakthroughs to benefits and from profits to process, the words used to present your product or service to prospects are instrumental to your success.

There’s no denying that the persuasive power of certain words can increase conversion rates and shift a buyer’s behavior. First impressions are far more valuable to engaging a potential customer than you may think. But have you identified these words?

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Tags: Prospecting Strategies, Inside Sales, Buying Process, Product Pitching, Social Media, Product Information, Sales Relationships, Handling Objections, B2B Teleprospecting, Sales Development, Business Goals

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, Motivation, Productivity, Inside Sales Reps, Inside Sales Managers, Teleprospecting, Inside Sales Goals, Prospecting, Teleprospecting Strategies

Timeliness Matters: 3 Ways to Stay Ahead in Sales

Posted by Megan Toohey on Wed, Jun 18, 2023 @ 09:30 AM

Sales Prospecting Perspectives is pleased to bring you a guest post from Amanda Maksymiw, Content Marketing Manager at Lattice Engines. 

Back in 2011, the Harvard Business Review educated us on exactly what timely manner meant. One hour. In fact, when companies reached out to prospects within an hour, they were seven times more like to qualify the lead. The Lead Management Study from cites even more startling stats: “The odds of contacting a lead if called in 5 minutes versus 30 minutes drop 100 times. The odds of qualifying a lead if called in 5 minutes versus 30 minutes drop 21 times.

Simply put, whether prospecting a lead from an inbound program or from your website, sales needs to be proactive and follow up in a timely manner. Here are a few ideas to help sales reps get ahead of the clock.

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Tags: Follow Ups, Predictive Lead Scoring, Inbound Sales, Buying Signals, Trigger Events, Prospecting Strategies, Marketing, Sales and Marketing Alignment, Buying Process, Teleprospecting, Marketing Automation, Lead Scoring

Father's Day Prospecting Reminder: Empathize & Create Relationships

Posted by Maureen Wall on Thu, Jun 12, 2023 @ 09:30 AM

Father’s Day is coming up this Sunday, June 15th. If you haven’t already planned something for your father or bought a card yet, the stores are still open. My dad and I haven’t always seen eye to eye on everything, especially during the dreaded angst-filled teenage years. But he managed to put a roof over my head, food on the table and helped support me to get a degree.

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Tags: Prospecting Strategies, Inside Sales, Teleprospecting, Cold Calling, Decision Makers, Sales Relationships, Client Engagement, Client Relationship

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

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, Training, Inside Sales, Marketing, Lead Generation, Sales, Buying Process, Demand Generation, Lead Nurturing, Business Development, Outsourcing

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: Prospecting Strategies, Motivation, Inside Sales Reps, Inside Sales Managers, Teleprospecting, List Development, Email Prospecting, Prospecting, Pipeline, Teleprospecting Strategies, voicemail Prospecting