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 Trade Shows Can Impact Inside Sales Reps’ Sales Skills

Posted by Megan Tonzi on Fri, May 23, 2024 @ 12:22 PM

Sales Prospecting Perspectives is pleased to bring you a post from Evan O'Toole, a Business Development Representative and social media team member at AG Salesworks.

The power of face-to-face interaction in sales should never be undermined. The experience gained while speaking with prospects on a one-to-one basis can be crucial in the skill development of inside sales reps, who will eventually strive to close deals. Getting in-person experience early on is invaluable.

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Tags: Sales Motivation, Sales and Marketing Alignment, Buying Process, Sales Prospecting, Lead Qualification, B2B Inside Sales, B2B Sales Success

Does Your New Sales Team Really Understand Their Objectives?

Posted by Craig Ferrara on Tue, May 20, 2024 @ 10:00 AM

I've always responded best to people who lead by example in the workplace. I find it harder to relate to individuals who are always willing to offer advice on strategies (often unsolicited) when it seems that they rarely, if ever, follow their own words.  

I often think back to my experiences back in my high school days playing sports. The coaches that took the approach of yelling and kicking objects over to get a point across never made an impact on me. When the crap hit the fan, I found that those coaching personalities rarely knew what to do to solve the problem… other than yelling more. I always felt that I was demonstrating the desire and motivation to be part of the team by showing up and doing the best I could. I didn’t need someone yelling in my ear to get me motivated; instead I needed guidance to hone my skills and make me understand what needs to improve.

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Tags: Sales Motivation, Inside Sales Management, Coaching, B2B Inside Sales, Sales Leadership

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 Strategy, Sales Motivation, Inside Sales Management, B2B Inside Sales, Sales Leadership

4 Quick Research Tips to Build a Warmer Pipeline for Teleprospecting

Posted by Maureen Wall on Tue, May 13, 2024 @ 10:00 AM

Let’s face it: Not every cold call campaign is created equal. Data integrity and relevance vary with each purchased list, and these new lists are far from free. In a sales world that’s becoming more social, it’s more important to target and personalize your messages to prospects, setting yourself apart from the rest and refusing to provide "another sales pitch." Below are 4 ways to quickly find and engage more relevant contacts, building a warmer pipeline for prospecting. 

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Tags: Sales Motivation, Buying Process, Teleprospecting, Data Management, Sales Prospecting, Cold Calling, List Development, Social Selling, B2B Inside Sales, Call Strategy, Sales Messaging

5 Ways to Re-Charge Your Inside Sales Reps’ Batteries

Posted by Laney Dowling on Mon, May 5, 2024 @ 10:00 AM

These last few weeks it seems the amount of people posting statuses about vacationing has skyrocketed. Good for them – I'm jealous. Throughout the year, we all look forward to our vacations because we want a break from the daily grind. Day in and day out we work hard Monday through Friday, and get burnt out from the repetitiveness and stressors of work.  Vacations allow us to change up our routines and result in us feeling refreshed and ready to get back to work when we return. 

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Tags: Sales Motivation, Inside Sales Management, Sales Prospecting, B2B Inside Sales, Inside Sales Training, Reporting Metrics

How Inside Sales Reps Can Manage Stress When Teleprospecting

Posted by Patrice Morrison on Mon, Apr 28, 2024 @ 10:00 AM

The day in the life of an inside sales rep is very active. It’s understandable that a representative would be put under a lot of stress. There is a lot of pressure to hit your monthly goals, stay on top of tasks and activity, update reports, and follow up with lead appointments. If you don’t stay organized, it's easy to fall behind and lose momentum. Here are a few tips to help you stay on task and manage your stress.

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Tags: Sales Strategy, Sales Motivation, Inside Sales Management, Sales Prospecting, Optimism, B2B Inside Sales, Client Management, Call Strategy, Reporting Metrics

Time Management Tips for Cold Calling Inside Sales Reps

Posted by Craig Ferrara on Tue, Apr 22, 2024 @ 10:00 AM

Over the years, I found that I innately gravitate towards the part of my job I enjoy doing the most. I think we're all guilty of that at times. In fact, I would argue that most of us gravitate away from cold calling.  In my experience it has been rare to see someone swan dive into cold dials every day. Generally, I had a pre-calling ritual before I got going, but there were still days when it seemed as if it took me an entire morning to get warmed up. 

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Tags: Sales Strategy, Sales Motivation, Sales Prospecting, Cold Calling, Email Prospecting, B2B Inside Sales, Call Strategy

How to Increase Employee Retention in Inside Sales

Posted by Mike Ricciardelli on Tue, Apr 15, 2024 @ 10:00 AM

Employee retention seemed to be a taboo subject at my old sales jobs. If sales managers didn’t speak about it, the problem would simply not be a problem. Unfortunately, they seemed to be conditioned to accept that attrition was inevitable with a team of people making cold calls all day. It wasn't uncommon to see about 50% of new hires exit the organization after 6 months. Why? You've taken the time to interview, hire and train a rep, but once they're at altitude, they leave. No one should be OK with that.

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Tags: Sales Strategy, Sales Motivation, Teleprospecting, Inside Sales Management, Cold Calling, Closed-Loop Feedback, B2B Inside Sales, Inside Sales Training, Sales Hiring Strategies

The End Game: How to Create Opportunities Early In Inside Sales

Posted by Samantha Goldman on Mon, Apr 14, 2024 @ 10:00 AM

With a family background in sales, it’s no wonder I love competition, organization, and numbers. I like that every month your slate is wiped clean and you have another 30 days to crush your numbers. But not only is sales a month-to-month game; it's also quarterly and yearly. The cycle in which we work in inside sales is organized and allows you to plan your time accordingly.

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Tags: Sales Strategy, Sales Motivation, Buying Process, B2B Lead Generation, Sales Prospecting, Social Selling, Email Prospecting, Sales Process, B2B Inside Sales, Call Strategy

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: Sales Strategy, Sales Motivation, Inside Sales Management, Sales Prospecting, Optimism, B2B Inside Sales, Sales Leadership

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