Sales Prospecting Perspectives

Ramping up on a new project can be stressful for business development and inside sales reps. There are many different marketing materials they need to read, and processes they need to understand, before they’re able to start prospecting. Training is rigorous and ongoing. Each project and each client is different, so the necessary ramp-up materials always change. One thing never changes though: in order for a successful ramp up, sales reps need to have a good relationship management strategy. In layman's terms, they need to be able to communicate and collaborate with closing reps effectively.

It's halfway through July! We’ve officially entered the dog days of summer. That means it’s time to start assessing Q3 goals and targets. July is the ideal time for inside sales reps to regain their focus so they can follow up the quarter with great results. But with beautiful summer weather and vacations planned for the not-so-distant future, it can be difficult for an inside sales rep to remain fully focused and motivated. Here are 3 tips inside sales reps can use to stay on task during the peak of summer.

Inside sales representatives and business development representatives spend a majority of their time prospecting companies to find and create potential sales opportunities. Depending on the type of project, an inside sales rep may have many different campaigns to follow up on, calling both warm and cold prospects.

Let’s recap the colloquial definitions of “cold calling” and “warm calling.” I contact prospects for my client who have expressed interest in their solutions through downloading information on their website or attending their events. Reaching out to a prospect who already has a relationship with your client or that you have previously engaged with is considered “warm calling.” It is also common for a sales rep to prospect campaigns in which the prospect has had no prior engagement with a client. This type of situation is commonly referred to as “cold calling.”

Beginning a career in B2B inside sales is a great way to build job experience and fine-tune your professional skills. If you are a recent graduate with a background in sales or marketing and are looking to get your foot in the door of the business world, inside sales may be the career for you.

Summer weather is finally starting to blossom. Spring has sprung, Memorial Day has passed, and the dog days of summer are on their way! Many of us have already begun to daydream of summer travel plans. I’ve been hearing buzz around my office lately regarding my colleagues’ upcoming vacations for the summer months. I’m sure my coworkers and I aren’t the only ones with trips in store. I was quickly reminded that a majority of my prospects will be taking time off during the summer as well. Before I know it, I’ll be running into hundreds of out-of-office messages.

The role of an inside sales rep at AG Salesworks is a unique experience. During my time at AG, I have had the pleasure of working for four separate clients. I’ve transitioned from balancing two half-time projects to working for just one client full time. Each of my clients differed vastly from the other, which made the transition from client to client very tedious. I had to endure an extensive amount of training in order to fully understand my new project. And at AG, our inside sales reps are expected to ramp up on a new project in a week’s time! Ramp ups may be overwhelming and stressful for inside sales reps, so here are 4 steps to help make your ramp-up week a smooth transition!

The day in the life of an inside sales rep is very active. It’s understandable that a representative would be put under a lot of stress. There is a lot of pressure to hit your monthly goals, stay on top of tasks and activity, update reports, and follow up with lead appointments. If you don’t stay organized, it's easy to fall behind and lose momentum. Here are a few tips to help you stay on task and manage your stress.