B2B Sales Prospecting Perspectives

AG Salesworks is a B2B teleprospecting and marketing services firm providing value for technology, media, financial services, and communications companies.
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I think this article serves as a testament not just to how first impressions are made with their effects, but also as simply a reminder of how we should conduct ourselves professionally (and personally really).

The same holds true in the world of sales. Many times you’re forced into a situation where you only a get a few minutes to speak with the prospect before they make a decision. However, your impression on them is lasting. Even if the prospect doesn’t move forward with you at that particular moment, they will see the company you represent differently than they had beforehand. This article is that affirmation and gives us a chance to re-examine our own approach so that we can not only ensure success in the present, but also the future. 

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AG Salesworks Social Media Ice Cream Social at Orange Leaf!

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AG Salesworks is pleased to present you with a guest blog post from Brian Serino, SVP of Sales and Business Development at NetProspex

We’re all familiar with the deep-rooted battle between sales and marketing. It goes something like this: sales blames marketing for their inability to produce quality leads, while marketers fault sales for their lack of lead management skills. In this battle, however, there is no winner, because when sales and marketing teams work individually, poor lead management results on both sides.

Research truly is an invaluable asset and can help make the difference between a close and someone who is not interested.

In my opinion, the amount of time spent on research can be equated to a bell curve. Do too little and you’ll never truly understand what is going on in the environment. Do too much, and you’ll never have enough time to actually speak with anyone to get your job done. But if you do just enough research and make just the right amount of strategic calls, you will find success and bring on happier prospects/clients!

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Outsourcing Teleprospecting Inside Sales

The decision to outsource part of your sales team - whether you’re revamping an insourced team or whether you don’t have on insourced team - can be a very tough one to make. What are the most crucial factors to look for in an outsourced teleprospecting team? Most people’s answer would be: cost. While cost of service is a very important factor when considering an inside sales teleprospecting partner, there are numerous other questions to ask to determine whether the company you’re researching is well-run, successful, and most important, trustworthy. In a discovery call about that company, ask these 4 questions to get a real feel for the way they conduct their business. These questions and more are featured in our new guide, “Your Lead Generation Home Away From Home: How Outsourcing Teleprospecting and Inside Sales Functions Can Augment Your Tech Company’s Revenue.”

Reinforcing what is seemingly not as well understood these days, listening!

Sales people, no matter how genuine your excitement is about what you sell/do, need to scale it back. Taking a consultative approach and truly listening to clients/prospects is what will set you apart. Ask an open ended question that lets them tell you about what they’re experiencing rather than asking questions that set you up for a pitch.

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New Hire Playlist v2 - BONUS TRACK Allie T’s #1

We are also pleased to introduce Allie T as our bonus track for today’s list! Since Allie is not technically a new hire, as she has been our intern since last summer, we were super stoked to add Allie full time to the Marketing team upon her graduation from Wheaton!

Her choice for our final tune is Arcade Fire’s Rococo and here’s what she had to say:

Arcade Fire is one of my all-time favorite bands, and this song is just so catchy. It’s perfect for waking you up in the morning and getting you psyched about the rest of the day, as well as for blasting in the car on your way to work! “

Thanks for joining us on this Music Monday Playlist and have a great rest of your week!

New Hire Playlist v2 - Converse’s #2

Next up for Converse is this tune from the Jurassic 5 “Concrete School”!

So many times we hear about the standards in our respective industries. For sales, the game is changing and we need to be open and ready to welcome these changes with open arms.

In this article, Salesforce.com explored some of the more revered standards and “debunked” them. We need to start thinking differently to better speak with clients and prospects alike. Check out the article and see what you think about the changes!

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New Hire Playlist v2 - Gillian’s #2

Technically this tune was released late last year but has been blowing up recently since this tune was written for summer. Check out Jake Own’s “Beachin”!