B2B Sales Prospecting Perspectives

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AG Salesworks is back to bringing you the best of our Sales Prospecting Perspectives blog. Today’s post comes from Craig Ferrara, who gleaned some inspiration from HubSpot to address the differences in managing several sales personalities - introverted, extroverted, and ambiverted. 

Last week I spoke of a few traits I look for when hiring inside sales reps looking to join the AG ranks. One of the specific traits I highlighted was having the innate confidence to do the job. Some reps might show all the outward signs that they’re a sales natural, but when the stage is theirs and they need to rise to the occasion, they fall flat. The reverse could be said for the perceived introvert. Just because they don’t want to be the center of attention doesn’t mean that they can’t get the job done when they’re under fire.

Point is, there isn’t a singular personality - introverted or extroverted - that has consistently produced results in B2B inside sales over the years. Both types of people have their own strengths and faults, as each individual is inherently different. Honestly, I prefer it that way. Spending 40 hours a week around very similar people gets old after a while. Diversity is a good thing. Mixing in a couple of “fun weirdos” with some straight-laced folks always tends to lend itself to interesting work culture. There’s something to be said for managing different personalities; it makes the workplace more exciting.

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Welcome to another rendition of Employee Spotlight! In this series, we spotlight our BDRs of the Month, having them answer questions about their experience with AG and their personal lives. Dive into AG Saleswork’s company culture and see how our best business development reps spend their time.

The BDR of the month for August was Alex Schlosberg, who has been at AG since January 2014. He was born and raised in Weston, MA, and he attended Union College for undergraduate studies and Florida State University for his master’s. His major was Music - Opera Performance, more specifically. The classically trained opera singer and sales driven business development rep took some time out of his busy schedule to answer some of our questions:

What’s your favorite thing about working at AG?

The people! It’s a great environment. There’s always someone to chat with if you need a break. The people make it fun to be here.

What is your favorite AG memory?

Even though I was on crutches at the time, my favorite AG memory has to be the kickball extravaganza, where my team won — due to my excellent coaching and not playing. In the rain. With everyone jumping in the mud, and me watching, and enjoying watching it and not participating.

Who at AG has inspired you the most?

Mike Ricciardelli. Even though he’s the DCO as opposed to an MCO, he’s always available for questions and always trying to point you in the right direction. He’s always good with questions, and he’s always willing to reach out to clients to help streamline the process. He’s also great at handling those sales prospecting questions, like what’s a good response to an email, or how do you respond to certain objections. He’s been really good.

What have you learned most from working at AG?

Best practices in sales. This was new to me when I started. It didn’t take long for me to feel comfortable doing it, which was really a great thing. I had zero experience in sales, let alone cold calling, so it’s been a great learning experience.

What are some of your favorite hobbies outside of work?

Opera, of course. But I also coach baseball. I coach a team of 15-year-olds out of Wayland. Yup, I get to hang out with 15-year-olds. I love baseball, so no complaints about that.

What was your childhood dream job?

Baseball player, of course! I was always into baseball since I could walk, so that was always the dream. But obviously that’s not for everyone, however I still play baseball.

Do you have any pets?

No, but my parents have our dog. It’s an Irish wolfhound; they’re huge! I love dogs, and I’m definitely a dog person.

What is one thing people might be surprised to learn about you?

Being an opera singer, that’s probably what I get the most weird looks about. People are like, “You don’t look like a singer,” and I don’t really know what that means. When I tell people I sing opera, they sort of give me a lot of weird looks. And then they always ask, “Can you sing for me?” and I’m like, “No, you gotta earn that.”

Favorite sports team?

I have a lot of favorite sports teams. All the Boston teams. Maybe the Bruins just because they’re the only ones that are good right now. Or at least, we hope they’re going to be good. There’s also Union, my undergrad hockey team. I’ve always been a big fan since I started there, and they’re defending national champions in college hockey. Florida State, my grad school, is defending national champions for football. I have a lot of teams to root for at the moment.

Have questions for Alex? Let us know in the comments! Stay tuned for the next BDR of the Month and Employee Spotlight! 

Tumblr Evan’s Final Farewell
It is my final day here at the awesome place that is AG Salesworks. While I am saddened to leave this great place, I am so excited for the next opportunity in my career.
It has been a pleasure serving up content here on Tumblr and I’ve had a great time sharing thoughts, experiences, and views. 
Continue to watch out for more great content and views in the future as we have some big things coming up! Best wishes fellow Tumblrs!

Tumblr Evan’s Final Farewell

It is my final day here at the awesome place that is AG Salesworks. While I am saddened to leave this great place, I am so excited for the next opportunity in my career.

It has been a pleasure serving up content here on Tumblr and I’ve had a great time sharing thoughts, experiences, and views. 

Continue to watch out for more great content and views in the future as we have some big things coming up! Best wishes fellow Tumblrs!

Have You Got Millennial Workforce Expectations All Wrong?

A very interesting article, and even better infographic.

I really do think there is this disconnect between what people think Millenials want, what Millenials actually want, and what employers actually want. 

This article is definitely worth a read! If you’re so inclined as well, check AG’s own Guide on Milleinals here.

How well do you understand the Millennial generation across the world and their expectations of the workplace? We have been many memes passing around speaking of how different they are from other generations. Yet, I think the many mismatches between their actual expectations versus what we see in the new about them are only starting to show.

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Sales Enablement is the big buzzword this year….have you done anything with Sales Enablement at your firm?

If not, check out this article detailing all the pros for implementing a new strategy or tools! 

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Great infographic(s) on some strategies for posting on Social Media. I wish this had been posted ages ago.

But these aren’t hard and fast rules so continue to be strategic in your posting because truly great content doesn’t need the right timestamp to be successful.

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I really enjoyed the insights shared by the couple folks listed here in this article.

Check out what these sales leaders have to say on how they measure sales efficiency!

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Could not agree with this post more!

When customers ask about price you shouldn’t be hesitant to speak about it but when your sole selling point is price, you’re putting yourself at a serious disadvantage. Really if you make it about any one single aspect, you can’t sway a prospect when talking about the package as a whole.

When you make your product/service about an experience and how it can fit in their environment, you open yourself and the prospect up to speaking candidly about what they truly want from a solution.

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Your biggest weapon in in sales can be transparency and truth. When you with-hold both, you don’t give the prospect or client any comfort.

By being open, you can ensure that you and the prospect are on the same playing field because the last thing any prospect or even client wants to feel is that they are not getting the whole story. Trust can take you farther than any promise of the lowest price can.

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Another great post that our Director of Marketing Meg Tonzi that has been posted by Social Media Today!

Check out some helpful tips to step up your LinkedIn game and clear out any missteps you have currently.

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