B2B Sales Prospecting Perspectives

5 Simple Remedies To Heal Your Ailing Email Subject Lines

Fri, 24 May 2013 16:01:16 -0400

5 Simple Remedies To Heal Your Ailing Email Subject Lines:

http://www.agsalesworks.com/Blog-Sales-Prospecting-Perspectives/bid/97638/5-Simple-Remedies-To-Heal-Your-Ailing-Email-Subject-Lines#.UZ0Ug7WsiSo

Sales Prospecting Perspectives is pleased to bring you a guest post from James Hutto, co-founder of Valeo Marketing.

In an ideal world, we’d all have 100% email open rates. After all, they signed up, so they want to see what we have to say, right? If only things were that simple… Even if you’ve crafted the perfect squeeze page, written amazing content, and gently encouraged your readers to sign up via email… It’s all for nothing if they don’t read those emails. What must be done next—and arguably just as difficult, might I add—is to write subject lines that get your subscribers to actually open your emails. But don’t fret! With the right approach, you can craft email subject lines that will leave your readers hungry to discover what’s inside.

http://www.agsalesworks.com/Blog-Sales-Prospecting-Perspectives/bid/98232/A-Simple-Teleprospecting-Pitch-Can-Be-Easier-Than-You-Think#.UZ0UNrWsiSo

Thu, 23 May 2013 16:01:18 -0400

http://www.agsalesworks.com/Blog-Sales-Prospecting-Perspectives/bid/98232/A-Simple-Teleprospecting-Pitch-Can-Be-Easier-Than-You-Think#.UZ0UNrWsiSo:

A nice benefit of working with a wide range of clients over the years has been the exposure we’ve had to the unique approaches in presenting a service or technology. Working with some of the brightest sales and marketing minds out there has helped to provide us fresh perspective on how to differentiate your product from the masses.

The consistent challenge we see is being able to present those differentiators in a short 15 seconds window. We could be provided with best collateral but it is a considerable challenge for us to condense it down into a teleprospecting friendly message.

http://www.agsalesworks.com/Blog-Sales-Prospecting-Perspectives/bid/98163/Becoming-an-Inside-Sales-Mentor#.UZ0T5rWsiSo

Wed, 22 May 2013 16:01:06 -0400

http://www.agsalesworks.com/Blog-Sales-Prospecting-Perspectives/bid/98163/Becoming-an-Inside-Sales-Mentor#.UZ0T5rWsiSo:

It has been almost one year since I started as a Business Development Representative at AG Salesworks and I have learned so much about the software and technology industry, sales, and communicating with people at all the various levels of an organization. My next endeavor has been in the works without me even realizing it: I’m becoming somewhat of a mentor. It’s not in my title, or written on my business card, and it’s not something I think about; but as someone who has been in this role for eleven months, I have become someone that new BDRs can come to with questions.

Sales Tips from Dwight Schrute

Wed, 22 May 2013 14:59:47 -0400

Sales Tips from Dwight Schrute:

If you are as big a fan of NBC’s Thursday night comedy lineup as I am then you know that tonight is the series finale of The Office. If you watch the show (who hasn’t watched this show?) then you know that Dwight Schrute is absolutely insane. However, he is also Dunder Mifflin’s top salesman, so he is obviously doing something right. NBC.com put together a collection of Dwight’s top sales tips, which are, like Dwight, insane. I’ve selected a few of my favorites to tone down and translate into language the everyday sales rep could grasp.

5 Keys Ways The Smartest CEOs Use Outside Contractors

Wed, 22 May 2013 14:48:41 -0400

5 Keys Ways The Smartest CEOs Use Outside Contractors:

Sales Prospecting Perspectives is pleased to bring you a guest post from Helen Nesterenko, founder of Writtent.com.

One of the biggest reasons that companies fail is that entrepreneurs don’t ask for help. This concept is so well-known, it inspired the best-selling book The E-Myth. CEOs shouldn’t spend their days acting as a “technician,” when they need to focus on innovation and orchestration. If you’re spending your days immersed in the nitty-gritty of deliverables it’s time to take a few steps back and learn how to ask for help:

Eddie last pick for Music Monday is ‘Digital Liberation is...

Tue, 14 May 2013 16:01:19 -0400

Eddie last pick for Music Monday is ‘Digital Liberation is Mad Freedom’ by Grizmatik [Griz & Gramatik]

What was your favorite song that DJ Eddie played for us today? Stop by next Monday to see what tunes AG’s finest have to share :)

Eddie’s 4th pick on this lovely Music Monday is Pursuit of...

Mon, 13 May 2013 15:57:17 -0400

Eddie’s 4th pick on this lovely Music Monday is Pursuit of Happiness by Kid Kudi.

Only one song left - What will Eddit choose?! Check back in before the end of the work day to find out!

In true 90’s kid fashion Eddie has selected a Red Hot...

Mon, 13 May 2013 14:04:19 -0400

In true 90’s kid fashion Eddie has selected a Red Hot Chili Peppers songs for his 3rd pick - By The Way

Eddie’s second tune on this Monday afternoon is The World...

Mon, 13 May 2013 13:54:38 -0400

Eddie’s second tune on this Monday afternoon is The World is Yours by Nas, who is one of Eddie’s favorite rappers because “lyrical genius and always has good beat with an uplifting message in his songs.”

Happy Music Monday! This afternoon Eddie is sharing some of his...

Mon, 13 May 2013 13:51:41 -0400

Happy Music Monday! This afternoon Eddie is sharing some of his favorite tunes!

First up is Clarity by Zedd. After seeing him in concert a few months ago this song became on of his favorites and it always puts him in a good mood when he hears it. Hopefully it will help put you in a good mood on this Monday afternoon :)

Enjoy! Check back in throughout the afternoon to see what other jams Eddie will be sharing with us!

Reinforcing The Use Of A “Message Map” for Insides Sales

Tue, 07 May 2013 13:40:42 -0400

Reinforcing The Use Of A “Message Map” for Insides Sales:

I’m a big fan of the blogs and articles that are published on Forbes.com and this morning our COO, Pete Gracey, coincidentally shared an article with the team written by Carmine Gallo, a contributor to Forbes, regarding how to pitch anything in 15 seconds. At first glance the title set my expectations toward some cheesy, outdated methodology, but what I discovered really resonated with the process our company has been working to put in play.

3 Reasons to Delegate When Managing Your Inside Sales Team

Tue, 07 May 2013 13:37:33 -0400

3 Reasons to Delegate When Managing Your Inside Sales Team:

About a year ago as I was frantically running through the office looking overwhelmingly stressed from my workload, my boss said to me, “Not to be mean, but you are bringing this on yourself.” At first I was completely thrown off by his comment. I thought – the nerve! Here I was running around for the good of the company and he makes a comment like that. It wasn’t until I sat down with him to express my frustration when I realized…he was right. After talking about it, he made me realize that I had a problem delegating and I was trying to do everything on my own – partly because I felt I wanted to do it my way and also because I didn’t want to add more to anyone else’s plate. I felt like I would rather deal with the stress of it all and not impose on my reps or anyone else that could potentially help me out. Our talk really resonated with me and I haven’t been the same since. There are so many benefits to delegating to your team beyond just giving you more time to do the tasks you need to do.

Social Selling Tips For Insides Sales Reps From The Dunphy Family

Thu, 02 May 2013 15:21:00 -0400

Social Selling Tips For Insides Sales Reps From The Dunphy Family:

Today, you can learn a lot about a person without ever meeting them, simply by checking out their various social media accounts. You can find out what someone’s favorite bands or films are from their Facebook, see pictures of what they had for lunch on their Instagram, and learn where they work and what they do from their Linkedin profile.

If you looked me up on Twitter you would learn that I am a Business Development Rep at AG, I love social media, and I also love television, particularly sitcoms. I am not using the word love lightly here, I seriously LOVE sitcoms. Few things make me happier than watching a group of crazy characters stuck in an elevator with a pregnant woman who (uh-oh) is about to have a baby, a husband and wife switching roles only to find out that their partners life is more difficult then they imagined, and of course a wacky ladies man trying to juggle two separate dates with two different girls at the same time. Classic!

How To Ensure Sales And Marketing Work Together More Effectively

Thu, 02 May 2013 15:18:38 -0400

How To Ensure Sales And Marketing Work Together More Effectively:

Sales Prospecting Perspectives is pleased to bring you a guest post from Erica Bell, Marketing Management writer for business resource site Business.com.

Conflicts – all offices have them and all employees will encounter at least one during their working days. Economics and cultural differences between sales and marketing departments can cause conflicts in the workplace that ultimately hinder your profits and the performance of your business. Don’t let your business become a victim to the clash of the department titans. Get your sales and marketing teams working together effectively for greater success and a boost in your bottom line.

Does The 80/20 Rule Apply To B2B Teleprospecting?

Tue, 30 Apr 2013 17:19:05 -0400

Does The 80/20 Rule Apply To B2B Teleprospecting?:

Those of us who have teleprospected in our day know that getting prospects to open up to inside sales person is no easy task. At times it can seem like pulling teeth for them to give us anything at all.

Now I’m not referring to situations where you’re following up on a warm lead from a webinar, tradeshow, website visit. Those don’t count. No, I’m referring to the calls when you finally get your target title on the line for the first time, you ask them your first probing question and they say something to the effect:

“Why the %$$# would I tell you that!?”.

Communication Tips For Inside Sales Teams

Tue, 30 Apr 2013 09:16:57 -0400

Communication Tips For Inside Sales Teams:

Last week, I was thinking about how much time I spend making dials and speaking with prospects, talking with my team, and corresponding with clients via phone and email. As a business development representative at AG Salesworks, I work closely with my director and manager on my team to ensure that I focus my time on the most important tasks. In a normal day, I communicate with my manager, director, other business development representatives, and other key players in our organization. I also speak with my client almost daily to make sure I have the most relevant contacts at the top of my list. In order to maximize time on the phones passing qualified leads, it is essential to have meaningful conversations with the other people that are important to speak with on a daily basis.

Inside Sales Management Success: Making Time For Fun

Fri, 26 Apr 2013 11:04:00 -0400

Inside Sales Management Success: Making Time For Fun:

It has long been our philosophy at AG Salesworks to create an enjoyable work environment. We have done a great job, and continue to work toward finding ways to enjoy ourselves while striving for excellence.

Yesterday was our first of what will be a monthly company event. Given the fact that we crushed our customer’s goals last month, we decided to treat the entire team to a Red Sox game. We got our work done and cut out a little early to spend what turned out to be a beautiful evening at Fenway Park.

How To Get Leads To Qualify Themselves

Fri, 26 Apr 2013 11:00:46 -0400

How To Get Leads To Qualify Themselves:

Sales Prospecting Perspectives is pleased to bring you a guest post from Dan Vuksanovich, the Website Traffic Increaser Guy.

We all want leads. Better yet, we all want qualified leads. A sales rep’s first duty is usually to ask some probing questions of a new lead in order to determine if the prospect’s interests are aligned with whatever that sales rep has to sell. Wouldn’t it be great, though, if leads would pre-qualify themselves? With Integrated Marketing Communications, they can and will.

Should Your Inside Sales Reps Be More In Tune With Digital Media?

Tue, 23 Apr 2013 19:24:00 -0400

Should Your Inside Sales Reps Be More In Tune With Digital Media?:

Businesses consciously take great measures to create and sustain a positive online identity. They want to be found, and once they are, they want to exude a good, lasting impression. In the B2B world, the human behavior that precedes the act of evaluating and buying has changed drastically with the rise of social media and the availability of endless online intelligence.

How to Attract and Retain Inside Sales Millennials

Tue, 23 Apr 2013 14:30:00 -0400

How to Attract and Retain Inside Sales Millennials:

There’s been a lot of talk about millennials recently. In case you aren’t familiar with this term, a millennial is used to describe a segment of the population born between 1980 and 2000 (approximately that is - different sources tend to give slightly different date ranges). The term seems to be making its way into more and more conversations that I’ve been having with my peers when discussing managing inside sales teams. So many inside sales representatives out there fall within this generation, and a hot topic of conversation more recently is how to attract this generation from a recruiting standpoint and how to manage them once they join your team.