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

How AG's Sales Development Managers Motivate Reps in February [Part 2]

Posted by Kim Staib on Mon, Feb 23, 2024 @ 09:30 AM

Even though February is technically the shortest month of the year, this year it feels like the longest.

With snowstorms Juno and Pandora having just passed, mountains of ice piling up in our parking lot, and temperatures at a record low, February has quickly become the Debbie Downer of the 12 months.

And even though you may keep your offices heated at a level that stimulates sales productivity, the constant snowfall and bitingly cold temperatures outside can affect your sales development team’s productivity if you're not keeping a close eye on your team. Especially when the storms make it so everyone has to work from home.

I thought I would ask a few of our sales development managers how they motivate their teams and keep them performing at 100% every day in February. Last week, we heard from Greg and Jimmy in Part 1; this week, we’ll hear from Steve Malcolm and Josh Stevens.  Read on to learn how our sales development teams creatively motivate their reps to exceed expectations this month!

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Tags: Sales Motivation, Inside Sales Management, Coaching, Sales Leadership

How AG's Sales Development Managers Motivate Reps in February [Part 1]

Posted by Kim Staib on Mon, Feb 9, 2024 @ 09:30 AM

By now, if you have read a few of my blogs, you are well aware of my opinions on winter in New England…In short, I hate it. 

In Boston, February is jokingly referred to as the “longest short month of the year” due to what feels like near constant snowfall and nights and weekends spent hibernating to avoid the bitter cold temperatures. 

February is also a time when we need to keep our sales development reps extra motivated whether working from the office or at home during inclement weather. 

I tried to think of what motivated me when I was an SDR, and decided to source some help from our awesome sales development managers.  These four guys spend their days making sure our SDRs are performing at 100% every day.  I thought they could provide some great perspectives on what they do to keep their reps motivated and what they like most about sales development management, training and mentoring.  In part one of this blog post, we'll hear from Greg and Jimmy.

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Tags: Sales Motivation, Inside Sales Management, Coaching, Sales Leadership

7 Techniques to Stay Optimistic During Your Sales Superbowl

Posted by Allison Tetreault on Tue, Feb 3, 2024 @ 09:30 AM

This past weekend, a certain sports team challenged me to be optimistic.

You guessed it: The Patriots.

While I’m not a fervent football fan by any means, I grew up in the New England area and have an avid sports fanatic of a father. After many years questioning what this or that meant, I’ve finally reached a point where I not only understand the rules of the game (well, most of them), but where I also can get worked up and over-excited by certain plays.

You know the plays I’m talking about. This Superbowl, there were plenty: interceptions on both teams, crazy catches that seem more luck than skill, and insane rushes that are simply unbelievable. This year, I wasn’t scrolling through my iPhone throughout the game (I wasn’t even tweeting), I was paying attention. And that cost me some energy.

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Tags: Sales Motivation, Optimism, Handling Sales Objections, B2B Sales Success

5 Best Productivity Tips to Maximize Sales Development Reps' Time

Posted by Gillian Sontz on Mon, Feb 2, 2024 @ 09:30 AM

As sales development reps, our time is precious.  It is essential that we manage our time in the most productive and efficient way possible in order to hit our goals, stay organized, and keep our clients happy.

The following are some tips I‘ve found make my day run smoother and allow me to make the most out of every day in the office. 

1. Lay out your day; have a plan.

Planning out your day as a sales development representative is a must, especially if you are working on multiple projects. I like to start off the day after my morning meeting by checking my inbox for each project and responding to any emails that I received after hours the day before. Responding first thing in the morning also gives prospects the whole day to get back to you. Creating a morning routine like this one is a great way to be productive while your cup of coffee wakes you up!

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Tags: Sales Motivation, B2B Inside Sales, B2B Sales Success

The 2 Not-So-Obvious Traits of Successful B2B Sales Development Reps

Posted by Craig Ferrara on Tue, Jan 27, 2024 @ 09:30 AM

Getting back to the gym after the holidays is always fun. Everyone has their resolution to get back in shape after eating obscene amounts over the previous month. Of course, you end up having to deal with a sea of people taking up literally every piece of equipment that the gym has to offer. It's certainly enticing, since most gyms nowadays can offer memberships at $10 a month. Out of curiosity, I asked a friend who works at the gym what the sales numbers look like this time of year since the fees are so low. She said that they typically see a 35% growth in new membership in January, which you come to expect this time of year. 

While new sales are obviously very important for them focus on, she said that their corporate offices spend much of their time focused on what their "active membership" looks like. The definition of an active gym member would be someone that comes to workout 1 time a week. 

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Tags: Sales Motivation, Optimism, Cold Calling, B2B Inside Sales

4 B2B Sales Prospecting New Year's Resolutions for 2015

Posted by Gillian Sontz on Mon, Jan 5, 2024 @ 09:30 AM

The holidays are behind us, and the New Year has begun! It is a season of resolutions, many of which focus on bettering yourself, living a healthier lifestyle, achieving financial goals, and spending more time with family. Although resolutions are key to personal growth and success, they can also be used in the workplace to motivate and encourage success for the upcoming year. Here are a few resolutions to help kick off your B2B sales prospecting on the right foot in 2015.

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Tags: Sales Motivation, Handling Sales Objections, B2B Sales Success, Sales Messaging

How to Motivate Your Sales Development Team through December Holidays

Posted by Kim Staib on Mon, Dec 15, 2023 @ 09:30 AM

Anyone who knows me understands my deep-rooted, unapologetic hatred for winter weather.  That first winter chill in the air that hits Boston in November and stays until March (and oftentimes through April in New England) is a constant reminder that I grew up in the wrong climate.  I stare longingly at the “beach of the day” calendar that sits on my desk as the temperature continues to drop and the possibility of massive snowstorms loom.  There is, however, one thing I do like about winter, and that is the month of December.

Like most people, I love Christmas.  I love the beautiful twinkling lights everywhere, shopping for gifts, and spending quality time with friends and family.  December is also a deceptively great month for sales prospecting as outlined in an earlier blog from Craig Ferrara.  What December brings to the operations team is an opportunity to come up with some creative ways to manage our sales development team.  Below are a few sales motivation tips for your teams in the month of December.

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Tags: Sales Motivation, Inside Sales Management, Coaching, Call Strategy, B2B Sales Success

Does Your Sales and Marketing Management Contribute to the Company?

Posted by Megan Tonzi on Tue, Oct 14, 2023 @ 09:30 AM

What does it mean to be a manager, director, SVP, VP, President, COO, CFO, or CEO, outside of the responsibilities listed in the job description?  It means upholding duties, meeting goals, and contributing to the company.  Sometimes, executives seem to forget the last portion: "contribute to the company."  Many people automatically think, “Well, I'm doing a great job fulfilling my duties, so of course I'm contributing to the company.” But that's not always the case.

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Tags: Sales Strategy, Sales Motivation, Inside Sales Management, Optimism, B2B Inside Sales, B2B Marketing

Look For The 3 C's When Hiring Inside Sales Reps

Posted by Craig Ferrara on Tue, Oct 7, 2023 @ 09:30 AM

Over the 10 years I've spent interviewing inside sales candidates, I've caught myself looking for the obvious traits we seek in people hoping to explore sales for the first time. 

Do they have the drive? Do they seem intelligent? Are they articulate? Can they think on their feet? How do they deal with adversity? Will they fit in with the team?

While these questions are extremely important for us to ask, there are other questions that we often forget to ask throughout the interview. Over a decade, I've learned that getting to the bottom of these questions is absolutely essential for inside sales candidates.

On the surface, these questions may seem obvious. However, when an inside sales rep quickly flames out after 2 months on the job, I'm often kicking myself for not sticking to the 3 C's:

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Tags: Sales Motivation, Cold Calling, B2B Inside Sales, Inside Sales Training, Sales Hiring Strategies, B2B Sales Success

4 Tips to Ensure Your Sales Prospecting Efforts are Fruitful in Fall

Posted by Laney Dowling on Mon, Sep 22, 2023 @ 09:30 AM

I just wrapped up my first fall Sunday Funday. We watched the Pats, had some friends over, cooked some fall-inspired food, and may have had one or two pumpkin beers. This is my absolute favorite time of year. It's a fresh new start as we close out the summer and get ready to start the last quarter of the year. An influx of new customers goes hand in hand with that, and it’s always exciting to kick off new client engagements.

As we launched one program in particular last week, my client asked my all-time favorite question: "What makes for the best programs when it comes to inside sales engagements?" The below are crucial elements of a successful inside sales or lead generation effort from my perspective:

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Tags: Corporate Culture, Sales Motivation, Sales and Marketing Alignment, B2B Lead Generation, Inside Sales Management, Lead Qualification, Closed-Loop Feedback, B2B Inside Sales, Client Management, Inside Sales Training

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