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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Articles like these are such helpful reminders on how to ensure your emails are on point but also eliciting the correct response.

I especially like #4 because on a constant basis, people forget to include the “call to action” and the fact that if you don’t hear from them, that you’ll keep trying. Giving prospects every opportunity to “opt out” or just respond, gives you the upper hand anytime you get blamed for being “too persistent”.

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We had posted this article by our very own Meg Tonzi last week on Thursday when it had originally appeared on the Salesforce.com Blog.

We are happy to re-post this article as it has now has been picked up by Forbes! So if you didn’t have the chance to check it out last week, take a look this week as Meg speaks to Marketing & Sales Alignment!

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This article provides another route to consider when you get to certain stages of your selling.

I’ve encountered the same style of thinking from Seth Godin’s novel “Linchpin” which delves into how you add value to your organization and become someone your organization would hate to lose.

The idea is the same in this case as what you’re attempting to do is present a very closely held value to your potential client. You allow them to tell you what’s so valuable about what you provide so in essence, you level the playing field to create mutual value for each other.

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My 4-Step Process to Marketing Research for Content Creation


If you’re a content marketer, you know how important it is to produce interesting and relevant content.

If you’re a content marketer for the B2B space, you know how important it is to produce content that’s also fact-driven and referral-worthy.

Many of the potentials buyers we’re writing for don’t want to read fluff; they want clear initiatives and numbers in a format that’s easy to share. This is especially true for Directors of Sales and CIOs; they see numbers every day, and they are used to these numbers telling the truth. That’s why B2B content with statistics in headlines often perform better.

The problem? Many B2B companies producing content on a regular basis simply don’t have time to produce their own facts and figures. So, with attribution in mind, they hunt down the best reports from their peers.

Teleprospecting Techniques

In the world of teleprospecting, many thought leaders are debating the efficacy of new and old techniques. With more and more sales leaders implementing new strategies, it’s important for inside sales rep to keep up with the trends. However, don’t feel you have to choose one technique and stick to it. Instead, learn to balance your techniques and manage your lists. Social selling is time-consuming, and it cuts out the ability to speak to prospects for a lengthy amount of time about their pains and needs, but it could lead to stronger opportunities. You may find that your team has more activity from the smile and dial method, but without some social intelligence behind these calls, those leads could be dead ends. Below are three things to consider when using commonly used prospecting techniques to find the balance that works right for you.

Excellent article that explains a handful of the biggest traps we fall into with direct marketing.

We could not agree more with #4 “Forgetting to Follow Up”. Setting that follow up task, while easy to do, is so easy to slip the mind when you’re cranking. It is VITAL that you have your own checklist in place so that you habitually put follow up tasks every time you touch a contact and don’t reach them.

By doing that you can ensure you’ll never run out of pipeline and you will easily be able to pull a report that clearly shows everything you’ve got coming up!

usdatacorporation:

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Direct marketing has been around for ages. It is one of the oldest types of marketing out there that is still successfully used today. After years of use, we have learned that there is a science to direct marketing. Instead of mass mailing lame, generic postcards, marketers want to use enticing direct marketing to catch … http://dlvr.it/6tkvG5

This is by far one of the best quotes from this article:

“You either pay upfront or you pay later.”

It could not be more true about establishing a rep with your new (or existing team) in terms of establishing a healthy and successful relationship. If you’ve never lead a team before, there will definitely be pit falls and as long as your team is willing to work with you, you can ensure success even at the lowest of points.

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Great article! While this is not necessarily case for a place like AG (at least not that normal), the work itself can be grueling enough to take its toll.
What this article explains is the plight of the lower level worker and that now “paying your dues” has never come at such a high cost.
therealmainstreet:

Working odd (and long) hours seems to be par for the course for younger workers. Still, there is evidence that work schedules for younger workers are growing even more unpredictable.
The pain of unpredictable and burdensome workplace schedules.

Great article! While this is not necessarily case for a place like AG (at least not that normal), the work itself can be grueling enough to take its toll.

What this article explains is the plight of the lower level worker and that now “paying your dues” has never come at such a high cost.

therealmainstreet:

Working odd (and long) hours seems to be par for the course for younger workers. Still, there is evidence that work schedules for younger workers are growing even more unpredictable.

The pain of unpredictable and burdensome workplace schedules.

(via forbes)

Lot’s of AG faces in places other than AG these days!

Congrats to our own Director of Marketing (and fearless leader) Meg Tonzi for having a blog featured Salesforce.com!

Check out her tips to ensure Marketing is in line with your Sales team at every step.

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Excellent article on how you can best reach your prospects. Even factoring out the Gatekeepers, you are bound to get better results calling at non-traditional times. This is time when your prospects are calm, relaxed and not doing anything that is extremely high level.

Therefore your chance of having a very open and quality conversation sky-rocket. And even if talking with Admins/Gatekeepers is inevitable, than do your best to befriend them from the beginning. The person on the other end of the phone is just another person like you doing their job and use them to your advantage to find out as much as you can to better position yourself.

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