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

10 Things Master Salespeople Do to Sweep Away Skepticism and Close Sales

Posted by Demian Farnworth on Wed, Jan 21, 2024 @ 09:30 AM

Sales Prospecting Perspectives is pleased to bring you a guest blog from Demian Farnworth, Chief Copywriter at Copyblogger Media

To close a sale, a prospect needs to commit to buy (plus a few other steps, but that commitment is crucial). What transforms someone from a cynical prospect into a customer? What factors contribute to commitment?

In short, presentations must be loaded with convincing evidence to prove your product is reliable. The principle is simple: If a company incorporates trust and credibility in its marketing, skepticism naturally fades. Read on for 10 essential principles to build belief, sweep aside distrust, and close sales.

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Tags: Sales Strategy, B2B Inside Sales, Handling Sales Objections

What Are You Doing to Prevent No-Shows for January B2B Sales Calls?

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

It's hard to believe that we're already at the end of December. A few weeks back I talked about the importance of continuing to prospect during this critical month and I'm hoping you listened to me.  

In the event that you don't have much scheduled for January, I think it's fair to say that what you do have going on next month carries that much more importance. 

The problem we often face is that folks we've set meetings with can be a bit elusive when they get back after the first of the year. From what I've seen, most of prospects can get into the habit of trying to push out or jam everything they weren't able to get to in December to the first week or second week of January. And all the while they're catching up on everything else and trying their best to knock off the rust from time off over the holidays. 

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Tags: Sales Strategy, Sales Prospecting, B2B Inside Sales, B2B Sales Success

5 Reasons Not to Build Your Sales Development Team One Rep at a Time

Posted by Craig Ferrara on Tue, Dec 16, 2023 @ 10:00 AM

Sales development reps, you've all heard it. Cold calling is not a walk in the park. Sometimes, it will seem like a monumental struggle, trudging through lists full of incorrect contacts and trying your best to influence influencers. If your company has a sales development team, you know that one of the few things that helps these sales reps get through the day is knowing that the person sitting next to them is dealing with the same challenges. They can reach out to each other for advice, or to bounce off ideas. At AG Salesworks, this is especially helpful as we have teams for support, including team leaders, managers, and directors of client operations, each of which have experience in the field and have their doors open to reps at all times. 

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Tags: Sales Strategy, Inside Sales Management, Sales Prospecting, B2B Sales Success

3 Reasons Your Call Strategy Must Have More Influencers than C-Suites

Posted by Kim Staib on Mon, Dec 1, 2023 @ 09:30 AM

If you work in outsourced B2B lead gen, you know this moment in a conversation all too well:

Sales Partner: Can you tell me what criteria you want us to follow when procuring data?

Client: Well, we want only C-level executives, in companies with over 250 million in annual revenue.  Our sales reps won’t take calls with anyone who has a lower title.  What’s the point if they’re not the ones who will sign off on the budget?  We don’t want to waste our time with Managers or Directors.

And there you have it.  You’ve just been “C-Bombed.”  

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Tags: Sales Strategy, B2B Lead Generation, Outsourcing Teleprospecting, Client Management, Call Strategy, B2B Sales Success

#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 Strategy, Sales Prospecting, B2B Marketing, Outbound Prospecting

4 Lessons Learned After One Year as an Inside Sales Manager

Posted by Kim Staib on Mon, Oct 20, 2023 @ 09:30 AM

Next month marks an important milestone not only in my career at AG, but in my career in general.  This October I will have completed my first year as an inside sales manager.  It has been a busy year at AG, with many new faces, new clients and new challenges, as I transitioned from making calls to managing those who do.  A few years ago I wrote a blog outlining lessons I had learned after one year as an inside sales rep, and I am glad to reprise that entry to now include lessons from a management perspective.  

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Tags: Sales Strategy, Teleprospecting, Inside Sales Management, Coaching, B2B Inside Sales, Client Management, Inside Sales Training

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

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

Posted by Megan Tonzi 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: Sales Strategy, Sales Prospecting, Lead Qualification, Cold Calling, B2B Inside Sales

Inside Sales Training: How Invested Should We Be in Human Interaction?

Posted by Megan Tonzi on Wed, Sep 3, 2023 @ 09:25 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. 

Annually, billions are invested in sales skills training.  On top of that, millions are spent on books on sales techniques, thousands of articles are written.

People are constantly looking for an edge, “What are the ways I can get by the gatekeepers?”  “How do I craft an opening sentence that captures the prospect’s attention and gets me a meeting?” “What’s the best way to handle the objection?”  “How do I close the customers?”

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Tags: Sales Strategy, Content Marketing, Inside Sales Management, B2B Inside Sales, Inside Sales Training

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