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

#ProspectingChat: Aligning Content and Sales with Brian Hansford

Posted by Allison Tetreault on Wed, Feb 18, 2024 @ 09:30 AM

It's that time again - time for this month's #ProspectingChat! Over at AG Saleswork's Twitter account, we'll be discussing how to align sales and content marketing, with strategies for encouraging your reps to share content and strategies for creating content that will actually further the sale. We're excited to announce that this month's guest is Brian Hansford, who will share a lot of wisdom on this topic as the Director of Client Services and Marketing Automation Practice Leader at HeinzMarketing. Here are some details about today's Twitter Chat:

Date: Wednesday, February 18
Time: 1:30 PM EST / 10:30 PM PST
Hashtag: #ProspectingChat
Topic: Aligning Content and Sales
Special Guest: Brian Hansford
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Tags: Sales Enablement, Sales Strategy, Content Marketing

Everyone Can Do More With New B2B Technology

Posted by Colleen Francis on Wed, Feb 4, 2024 @ 09:30 AM

Talking About My Generation And Yours

One of the most common ways we tend to define generational gaps today is by the way we think about B2B technology and how we let it influence our lives and our work. 

I can say that with some authority. Even though we here at Engage are advanced technology users in our daily work, at times I still find it a little mystifying how younger generations are using technology. (Can someone please explain to me the legitimate appeal of Snapchat?)

It’s okay to say no to chasing every trend that pops up in the digital zeitgeist, but you owe it to yourself and to the organization you lead to keep an open mind about how new technologies can help you improve your work as a B2B sales leader.

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Tags: Sales Enablement, Sales Tools, Technology

5 B2B Sales Thought Leaders Share 2014 Trends and 2015 Predictions

Posted by Megan Tonzi on Tue, Jan 6, 2024 @ 09:30 AM

It’s January 6. Do you know what that means? It’s the second day of the first full week of 2015. Yesterday, you were most likely scrambling to answer all those emails you missed over vacation, rushing to meetings about your sales pipeline, and scrambling to write down your new sales goals.

However, did you ever just take a moment to stop and reflect on the year behind you, on the year ahead of you, and on your impact as a sales leader?

We asked 5 B2B sales thought leaders to take a step back and analyze last year in terms of sales trends and this year in terms of sales predictions. Specifically, we asked them this question:

What were the major trends in B2B inside sales in 2014, and how do these trends influence your predictions for 2015?

Today, we invite you to read their insights so you can better prepare for your year in sales. Also, stay tuned for next Tuesday, when we’ll be sharing the marketing edition of this post.

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Tags: Sales Enablement, Sales Tools, B2B Inside Sales, Outbound Prospecting, B2B Sales Success

Marketing and Sales Alignment or Integration?

Posted by David Brock on Wed, Dec 3, 2023 @ 09:30 AM

Sales Prospecting Perspectives is pleased to bring you a guest post from David Brock, sales consultant and President at Partners in EXCELLENCE, where this post was originally published.
I’m fascinated about a lot of the discussion about B2B sales and marketing alignment. Inevitably, the discussion narrows to MQL’s and SQL’s. The alignment discussion inevitably focuses on gaining agreement on the definition and metrics surrounding these two metrics.

Some of the things discussed are, agreement and alignment around the definition of lead quality and lead volume. Usually marketing is saying “sales isn’t following up on our leads, consequently we’re losing lots of opportunity.” Sales takes the position, “The leads we get are crap, just because someone wants a white paper doesn’t mean I should be wasting my time calling them.”

I still see the same old diagrams, the marketing funnel and the sales funnel, with the marketing funnel feeding the sales funnel.

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Tags: Sales Enablement, Sales and Marketing Alignment

15 Sales Hacks You Should Know From Past Sales Hacker Events

Posted by Megan Tonzi 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: Sales Enablement, Buying Process, Data Management, Sales Prospecting, Social Selling, Outsourcing Teleprospecting, B2B Inside Sales, Client Management, Inside Sales Training, Sales Hiring Strategies, Sales Messaging

Are You Getting the Most Out of Your "Comfortable" Inside Sales Reps?

Posted by Craig Ferrara on Tue, Sep 9, 2023 @ 09:30 AM

I've always prided myself on creating the best culture I possibly can for my inside sales team. The last thing I want is for people to trudge into the office on Monday morning with a look of dread in their eyes, feeling like they have a full week of misery ahead of them. Keeping a good company culture is also partially selfish for me, because I don't want to spend 40 hours a week with miserable people who drain the life out of me. 

I think the CEO of LinkedIn, Jeff Weiner, summed it up beautifully in this Venn diagram he posted a few weeks back on "The Three Qualities of People I Most Enjoy Working With."

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Tags: Corporate Culture, Sales Enablement, Sales Motivation, Teleprospecting, Inside Sales Management, Coaching, B2B Inside Sales

#ProspectingChat: Sales Enablement Goals and Best Practices

Posted by Allison Tetreault on Thu, Aug 14, 2023 @ 09:30 AM

Today, we will be hosting our third #ProspectingChat on AG Saleswork's Twitter account. Time has flown by, and we are excited to continue offering insights and learning from other #ProspectingChat participants. Here are some details about today's Twitter Chat:

Date: Thursday, August 28, 2023
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Tags: Sales Enablement, Sales Strategy, Sales and Marketing Alignment, Buying Process, Sales Process, B2B Inside Sales

[INFOGRAPHIC] The Aligned Lead Nurturing Funnel

Posted by Allison Tetreault on Tue, Jul 8, 2023 @ 09:30 AM

At AG Salesworks, we talk about aligning sales and marketing departments quite a bit. By now, most people know that in a successful business, B2B sales and marketing need to work together.

However, many people still harbor a misguided notion about what sales and marketing alignment really is. It's not just a mindset. It's a merging of actionable business processes.

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Tags: Sales Enablement, Sales and Marketing Alignment, Buying Process, Sales Process, B2B Inside Sales, B2B Lead Management

3 Ways Sales and Marketing Can Align Towards Sales Enablement

Posted by Allison Tetreault on Tue, Apr 29, 2024 @ 10:00 AM

Sales enablement is a hot topic for sales and marketing agencies in 2014. DemandMetric and SAVO Group recently hosted sales enablement summits. Sirius Decisions produced a sales enablement framework and model. HubSpot is hiring “Sales Enablement Stars.”

Alongside these companies, AG Salesworks is encouraging sales and marketing agencies to seriously consider their sales enablement process. Before now, sales and marketing may have had different understandings of the elusive term “sales enablement.” Our newest guide, “Sales Enablement Explained,” includes worksheets, tips, and advice for organizations to agree on what a successful sales enablement plan means to them, including its definition, role, and effectiveness.  

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Tags: Sales Enablement, Sales Strategy, Sales and Marketing Alignment, Buying Process, Coaching, Sales Process, B2B Inside Sales, B2B Marketing

Be Conscious of Your Personal Online Presence in Inside Sales

Posted by Mike Ricciardelli on Tue, Apr 1, 2024 @ 10:00 AM

Businesses consciously take great measures to create and sustain a positive online identity.  They want to be found, and once they are, they want to exude a good, lasting impression.  In the B2B world, the human behavior that precedes the act of evaluating and buying has changed drastically with the rise of social media and the availability of endless online intelligence. 

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Tags: Sales Enablement, Content Marketing, Sales Prospecting, Social Selling, B2B Inside Sales

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