Sales Prospecting Perspectives

5 Tips for Inside Sales Reps When on the Phone with New Prospects

Posted by Megan Toohey on Mon, Sep 29, 2023 @ 09:30 AM

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

In B2B inside sales, you will often have to call lists, both warm and cold. When cold calling - which actually isn't that different than warm calling with the right preparation - it's important to make a strong first impression on new prospects. They've never heard of you before. They may have never even heard of your company before. Instead of coming off as a lazy sales rep interrupting their day's work, try out these cold calling tips to help position yourself as a trusted advisor first and foremost.  

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Tags: Quality Conversations, Sales Prospecting Strategies, Cold Calling, Sales Goals, B2B Inside Sales, Sales Prospecting Tips

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

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, Social Media, Prospecting, Teleprospecting Strategies, Research, Outbound Sales, Inbound Prospecting

B2B Sales Prospecting: Remember to Finish Listening!

Posted by Megan Toohey on Wed, Aug 20, 2023 @ 09:30 AM

AG Salesworks is pleased to bring you a guest post from Jeff Shore, an in-demand sales expert, author, speaker and executive coach. 

“Most people do no listen with the intent to understand, they listen with the intent to reply.”

~Stephen R. Covey

Perhaps when you were a child, someone in your life tried to emphasize the importance of listening by reminding you that we each have two ears and one mouth. According to the well-known saying, we have two ears and one mouth in order that we might listen twice as much as we speak. There’s a lot of truth to that idea, and never more so than when a buyer raises objections during the sales process.

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Tags: Inside Sales Professional, Inside Sales, Quality Conversations, Buying Process, Sales Relationships, B2B Teleprospecting, Sales Process, Sales Advice, Active Listening, Teleprospecting Coaching Tips, Outbound Prospecting, Handling Sales Objections

How to Have an Effective First Conversation When B2B Teleprospecting

Posted by Laney Dowling on Mon, Jul 28, 2023 @ 09:30 AM

I believe one of the most challenging aspects of sales teleprospecting is the first conversation.

You have less than a minute to prove yourself as a trustworthy sales rep. You only have your phone, your research, and your CRM to back you up. You can get bogged down by administrators or frustrated by curt replies. I’ve seen firsthand how extremely difficult it can be to build trust with a prospect on a first meeting.

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Tags: Quality Conversations, Teleprospecting, Sales Prospecting Strategies, B2B Teleprospecting, Sales Prospecting, Teleprospecting Strategies, Script Development, B2B Inside Sales, Sales Prospecting Tactics

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

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

Salesforce Tips for Moving Prospects Down the Pipeline Faster

Posted by Maureen Wall on Tue, Jun 17, 2023 @ 09:30 AM

Nothing can kill an inside sales opportunity quite like time. Even the most enthusiastic customers and prospects can turn away from a deal if something else catches their eye. The longer a deal sits and does not move through the pipeline, the more apt a prospect will be to lose interest. Below are a few ways to ensure that you’re not losing opportunities due to bad timing or poor follow up.

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Tags: Inside Sales, Quality Conversations, Email Prospecting, Organization, Sales Prospecting, Sales Meetings, Opportunity, Sales Opportunities, Time Management

[INFOGRAPHIC] 25 Tips for New Teleprospectors

Posted by Allison Tetreault on Thu, Jun 5, 2024 @ 09:35 AM

According to The Bureau of Labor Statistics, there will be an 8.9 percent employment growth for sales representatives between 2012 and 2022. They project that an additional 132,000 jobs will need to be filled within that time period.

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Tags: Inside Sales Teams, Prospecting Strategies, Sales Motivation, Inside Sales, Inside Sales Reps, Quality Conversations, Teleprospecting, Inside Sales Management, Coaching Tips, Teleprospecting Strategies, Handling Sales Objections

Wake Up From Your Cold Calling Coma: Inside Sales Messaging Methods

Posted by Patrice Morrison on Tue, May 27, 2024 @ 10:00 AM

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Tags: Messaging, Prospecting Strategies, Inside Sales Reps, Personalized Messaging, Quality Conversations, Teleprospecting, Sales Prospecting Strategies, Cold Calling, Prospecting, Voicemail Prospecting, Research