Sales Prospecting Perspectives

The A to Z of Inside Sales Training [Infographic]

Posted by Allison Tetreault on Fri, Sep 5, 2023 @ 09:30 AM

With inside sales training tactics advancing every day, it’s important for managers to stay up to date on the latest training news. However, instead of only focusing on how to train their reps, managers should also focus on how to train themselves to equip reps with the best tools and strategies they need to get the job done.

And the people who can help the most with that task may be closer than you think. 

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Tags: Quotas, Mock Calling Scenario, Teleprospecting, B2B Inside Sales, Inside Sales Training, Sales Roleplays

6 Things Michelangelo Could Teach Today’s Inside Sales Professional

Posted by Megan Toohey on Tue, Sep 2, 2023 @ 09:30 AM

Sales Prospecting Perspectives is pleased to bring you a post from Mike Lipka, an Inside Sales Representative at AG Salesworks.

What could Michelangelo’s sculpting techniques teach you about reaching quota? The answer may surprise you.

Michelango’s mastery of sculpture was without rival, and his philosophy on his craft was equally brilliant. Believing that the figure he was sculpting lay “trapped” inside the block of quarried stone, Michelangelo slowly carved until a perfectly refined image began to reveal itself.

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Tags: Personalized Messaging, Teleprospecting, Sales Pipeline, Lead Qualification, Optimism, Sales Relationships, Sales Process, Pipeline, Quota, B2B Inside Sales

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: Teleprospecting, Inside Sales Management, B2B Inside Sales, Inside Sales Training

5 Ways to Boost Inside Sales Training Reinforcement

Posted by Allison Tetreault on Thu, Aug 21, 2023 @ 09:56 AM

With the release of AG Salesworks’ new guide The Inside Sales Manager’s Guide to Sales Team Training featuring Josiane Feigon of TeleSmart, AG has learned that training is not just about the event. It’s a process that has to be perfected during, before, and after that event. The following is a redactment from our new guide. For more advice, please download The Inside Sales Manager’s Guide to Sales Team Training.

Sales training never ends: the initial training week is just the beginning. The most effective B2B sales firms are 22% more likely (more than one in five) than all other sales firms to reinforce training at least once each quarter, according to Aberdeen Group. Companies that carry out post-training reinforcement see 20% more salespeople achieve sales quotas.

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Tags: Quotas, Mock Calling Scenario, Teleprospecting, B2B Inside Sales, Inside Sales Training, Sales Roleplays

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

10 Inside Sales Lessons Learned Over 10 Years at AG Salesworks

Posted by Craig Ferrara on Tue, Aug 12, 2023 @ 09:30 AM

Last week was my 10-year anniversary at AG. At times, 10 years seems like eons ago, but honestly most of the time it truly feels as if time has flown by. During this period, I bought a condo, got married, had a child (who is now 7), sold a condo, and bought a house... all while watching AG grow from an 8-person shop to the 60 folks we are today. 

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Tags: Teleprospecting, Data Management, Inside Sales Management, Sales Prospecting Strategies, Coaching Tips, Compensation, Call Plan, Closed Loop Feedback, B2B Inside Sales, Inside Sales Training

3 Traits to Inspect in a New Hire Interview for Inside Sales Success

Posted by Laney Dowling on Mon, Aug 11, 2023 @ 09:30 AM

As the end of summer draws near, hiring season looms upon us inside sales professionals. Many recent graduates will be looking for their first job after a relaxing summer, and many seasoned sales reps will be taking stock of their current positions. At AG Salesworks, we’ve seen many potential inside sales reps walk through our door for interviews in the past few weeks. However, our hiring process isn’t for everyone. After all, new sales hires frequently fail, so we want to make sure that we’re hiring the best talent to benefit our clients and our prospects. During the initial interview, we have a keen eye for personality traits that will help the candidate thrive in an inside sales environment. Here are 3 traits we look for in an inside sales interview and 3 questions to ask when assessing if a candidate’s personality is a good fit for your company.

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Tags: Sales Career, Teleprospecting, Inside Sales Management, Coaching Tips, Interviewing, Recruiting, B2B Inside Sales, Client Management, Inside Sales Training, Sales Hiring Strategies, Sales Communication

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: Teleprospecting, B2B Lead Generation, Inside Sales Management, Sales Pipeline, Cold Calling, Outbound Success, Outbound Sales, Outbound Prospecting

[Infographic] The Outsourced Inside Sales Teleprospecting Process

Posted by Allison Tetreault on Tue, Aug 5, 2023 @ 09:30 AM

Imagine you’re the CEO of a B2B high tech company. Your company has survived the most difficult start-up stages, and you’re ready to start successfully selling your product or service. At times, your solution is difficult to explain, but your engineers know its features like the back of their hand. You decide to insource your inside sales team.

You hire new inside sales reps, many just out of college. Your marketing team works on qualifying leads, but your sales team leaves many unqualified leads untouched. According to Marketo, 80% of leads generated by marketing are ignored by sales.

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Tags: Teleprospecting, B2B Lead Generation, Lead Qualification, Sales Relationships, Sales Process, Information Technology, Outsourcing Teleprospecting, B2B Inside Sales

#ProspectingChat: Experiences Outsourcing Inside Sales Functions

Posted by Allison Tetreault on Thu, Jul 31, 2023 @ 10:00 AM

It's time for another #ProspectingChat over at AG Saleswork's Twitter account. As well as sharing many insights from sales and marketing thought leaders throughout the day, we will also be hosting a Twitter chat at 1:30 PM EST / 10:30 AM PST.

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Tags: Teleprospecting, Lead Qualification, Sales Relationships, Sales Process, Technology, Closed Loop, Outbound Success, Closed Loop Feedback, Outsourcing Teleprospecting, B2B Inside Sales, Client Management