Sales Prospecting Perspectives

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: Inside Sales Teams, Inside Sales Management, Coaching Tips, Organization, Inside Sales Rep, Sales Management, B2B Inside Sales, Client Management, Teleprospecting Coaching Tips, Inside Sales Training, Time Management

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, Inside Sales Teams, Sales Motivation, Inside Sales Reps, Inside Sales Management, Coaching Tips, B2B Teleprospecting, Sales Management, B2B Inside Sales, Teleprospecting Coaching Tips

5 Suggestions to Keep In Mind When Training a Teleprospecting Team

Posted by Craig Ferrara on Tue, Aug 26, 2023 @ 09:27 AM

Last week, I had the chance to help train a fresh new crop of recruits for a long-time client of ours. After 12 years of trying to figure this teleprospecting thing out, I'd say we're completely sold on how we do things internally around here. The interesting part for me is seeing how others not immersed in the AG Salesworks culture react to our process and mindset. Fortunately, most of the post-training feedback was in line with what we wanted to hear. The long and the short of it was that we helped provide a framework on how to best attack all warm and cold opportunities. Sometimes, all inside sales need is a place to start. 

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Tags: Inside Sales Teams, Inside Sales, Teleprospecting, Inside Sales Management, B2B Teleprospecting, Teleprospecting Strategies, B2B Inside Sales, Teleprospecting Coaching Tips, Inside Sales Training

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: Inside Sales Professional, Inside Sales, Quality Conversations, Buying Process, Sales Relationships, B2B Teleprospecting, Sales Process, Sales Advice, Active Listening, Teleprospecting Coaching Tips, Outbound Prospecting, Handling Sales Objections

A Structured Day in the Life of an Outbound Prospecting Rep

Posted by Megan Toohey on Wed, Aug 6, 2023 @ 09:38 AM

Sales Prospecting Perspectives is pleased to bring you a guest blog from Gareth Goh, Content Marketing Manager at InsightSquared

If you have a team of outbound prospecting reps, spare a minute to give them some love, attention and empathy. After all, they have perhaps the toughest job in your organization: making cold calls to hit aggressive dial targets day after day can be a grueling experience that weighs on even the most motivated and productive prospecting reps.

At the same time, both you and them know how important their role to the organization is. Without them, your sales pipeline - and subsequently, your bookings results - would be substantially smaller. What can you, as their manager, do to ease the painful monotony of their day-to-day job responsibilities?

Provide them with the structure they need to really do their jobs well.

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Tags: B2B Lead Generation, Sales Pipeline, Cold Calling, Sales Management, Outbound Success, Outbound Sales, Teleprospecting Coaching Tips, Time Management, Outbound Prospecting

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, Cold Calling, B2B Teleprospecting, Sales Prospecting, Sales Advice, Inspiration, Sales Opportunities, Teleprospecting Coaching Tips, Inside Sales Training

Sales Prospecting Perspectives Weekly Recap - Week of December 6, 2023

Posted by Allison Tetreault on Fri, Dec 6, 2023 @ 10:00 AM

Good morning, Sales Prospecting Perspectives readers, and Happy December! The holidays are upon us, as is the ending of the fourth quarter for sales. This week, we've curated articles focused on best ways to hit your sales and marketing goals. We hope they're helpful in these final weeks. May the odds be ever in your favor!

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Tags: Prospecting Strategies, Inside Sales, Inside Sales Reps, Quality Conversations, Buying Process, Teleprospecting, Optimism, Technology, Sales Prospecting, Prospecting, Teleprospecting Strategies, Sales Reps, Teleprospecting Coaching Tips

Is Cold Calling Really Just a Numbers Game?

Posted by Laney Dowling on Mon, Nov 18, 2023 @ 10:00 AM

The other day someone said to me, “When it comes to cold calling, it’s really just a numbers game. By reaching out to 100 people per day, there’s bound to be someone who says yes.” The comment took me by surprise and I thought to myself, "Wow, do people really think that’s all there is to cold calling? Do they really think of it as 'mindless' dials that will eventually lead to someone who says yes?"

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Tags: Prospecting Strategies, Teleprospecting, Cold Calling, Call Plan, Email Prospecting, Voicemail Prospecting, Outbound, Outbound Sales, Teleprospecting Coaching Tips, Inside Sales Training, Call Strategy

Be Consultative, Like This Sales Rep from a Heating Company

Posted by Mike Ricciardelli on Tue, Sep 17, 2023 @ 10:00 AM

How fast summer goes by.  Now we’re back to autumn-scented Yankee Candles and Halloween costumes. I wonder how many Miley Cyrus bear costumes and Robin Thicke “Beetlejuice” outfits will be out trick-or-treating?  

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Tags: Sales Consultant, Prospecting Strategies, Inside Sales, Inside Sales Reps, Teleprospecting, Technology, Sales Prospecting, Teleprospecting Coaching Tips, BANT, Handling Sales Objections

Be Patient and Smile: 4 Sales Tips from a Former Preschool Teacher

Posted by Colleen MacNeil on Thu, Jul 11, 2023 @ 05:15 PM

Before I entered the world of sales, I worked as a preschool teacher for a few years.  I truly enjoyed being a teacher and loved spending my days reading stories and singing songs.  Sometimes I miss it, but I do like to go home at the end of each day without someone else’s boogers on me.  

Teaching preschoolers and working in sales may seem like very different worlds, but there are many things I learned during my time as Miss Colleen that I can apply to my current job as an inside sales rep. Here are some sales tips from a former preschool teacher.

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Tags: Prospecting Strategies, Inside Sales, Coaching Tips, Optimism, Sales Prospecting, Attitude, Work Life, Teleprospecting Coaching Tips, Teleprospectors