Sales Prospecting Perspectives

#ProspectingChat: Inbound Prospecting with Howard Brown of RingDNA

Posted by Allison Tetreault on Thu, Nov 6, 2023 @ 09:36 AM

It's the start of a new month. Who knows what that means? Just in time to get ramped up in Q4, we're sharing our best sales best practices for prospecting inbound leads, or leads generated from marketing efforts. We've invited a very special guest, CEO of RingDNA Howard Brown, to share his insights at this month's #ProspectingChat. Join us at AG Saleswork's Twitter account today to participate in the discussion. Here are some details about today's Twitter Chat:

Date: Thursday, November 4, 2023
Time: 1:30 PM EST / 10:30 PM PST
Hashtag: #ProspectingChat
Topic: Inbound Prospecting
Special Guest: Howard Brown of RingDNA
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Tags: Sales Prospecting Strategies, Sales Advice, Outbound Sales, B2B Marketing, Outbound Prospecting, 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: Quality Conversations, Buying Process, Teleprospecting, Sales Relationships, Sales Process, Sales Advice, Active Listening, B2B Inside Sales, Outbound Prospecting, Handling Sales Objections

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

Are You Too Accommodating As An Inside Sales Manager?

Posted by Craig Ferrara on Tue, Jul 1, 2023 @ 09:30 AM

About a month ago, I talked about the challenges I've faced when managing conflict and I offered a couple of ways to address these obstacles that I’ve learned over the years. Since then, I've really made a point to consider alternatives to proactively manage conflict.

However, maybe “conflict” doesn’t have to be such a dirty word. It’s all in the tone with which we choose to approach a potentially contentious situation.  Being assertive doesn't have to be ugly if we come at it from the right angle.

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Tags: Inside Sales Management, Sales Advice, Leadership, Sales Goals, B2B Inside Sales

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

How Motherhood Has Taught Me to be a Better Inside Sales Manager

Posted by Laney Dowling on Mon, May 19, 2024 @ 10:00 AM

Every night when I was growing up, my family sat down to a home-cooked meal by my mom (aside from Tuesdays: those days dad was in charge of making spaghetti). Anyway, every night my mom managed to make a delicious meal after a long day at work. She juggled a career, three kids, laundry, grocery shopping, and more. She did it all, and she did it well, and continues to do so today. Now that I recently became a working mom, I truly understand how much effort it takes and while I didn’t think it was possible, I value and appreciate my mom even more now.

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Tags: Sales Motivation, Inside Sales Management, Organization, Sales Leaders, Sales Advice, Leadership, Sales Meetings, B2B Inside Sales

5 Starting Tips for New Inside Sales Reps

Posted by Elizabeth Guerra on Mon, Apr 21, 2024 @ 10:00 AM

It’s new hire season (at least over here at AG)! We’ve seen several new faces this week, and with college graduations just around the corner, we’ll be seeing even more! Jumping into a new lead generation or inside sales career can be intimidating, but everyone has to start somewhere. I really enjoy working with AG’s new hires, and I’ve come up with the following pieces of advice to help new inside sales reps start off on the right foot.

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Tags: Sales Prospecting Strategies, Email Prospecting, Sales Advice, Voicemail Prospecting, Opportunity, Skills Development, Business Development, B2B Inside Sales, Sales Hiring Strategies

5 Tips For Inside Sales Managers Who Have Trouble With Conflict

Posted by Craig Ferrara on Tue, Apr 8, 2024 @ 10:00 AM

The hardest transition I've found when moving into a manager role is the change in relationship between you and former colleagues that you've once worked with. This changeover generally tends to be the biggest challenge for most new inside sales managers, whether they're responsible for training the inside sales team or for managing the managers.

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Tags: Productivity, Inside Sales Management, Sales Prospecting Strategies, Attitude, Sales Leaders, Sales Advice, Leadership, B2B Inside Sales, Sales Communication

B2B Social Selling: Sales Megaphones or Conversation Drivers?

Posted by Megan Toohey on Thu, Feb 27, 2024 @ 10:00 AM

Over the past year, social selling has become one of the hottest topics. When combined with outbound prospecting, social selling can be a powerful selling method.  However, don't be fooled by the phrase "social selling." It is not a vehicle to get your sales pitch out into the world; that would completely shut you down.  It's a method of selling through listening and thought leadership.  We are in an era where prospects choose most of their buying path, as they have so much information (on products and services) readily available to them without having to consult sales professionals.  Understand that social networks are not to be used as sales megaphones, but rather a means of listening and offering consultative advice to help others. Here are a few pointers when it comes to social selling.

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Tags: Buying Process, Social Selling, Sales Advice, Buyer Persona, Thought Leadership, B2B Inside Sales, B2B Marketing, Sales Communication

5 Things I've Learned from Successful Inside Sales Managers

Posted by Craig Ferrara on Tue, Jan 28, 2024 @ 10:00 AM

Over the years I’ve seen some common themes from my most successful mentors. Every day, they realized they had to check their ego at the door. We’re in this together and getting things done is NOT a one-man job. It’s a collective effort each and every day.

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Tags: Sales Motivation, Inside Sales Management, Sales Leaders, Sales Advice, Millennials, B2B Inside Sales, Sales Communication