Sales Prospecting Perspectives

It's that time again - time for this month's #ProspectingChat! Over at AG Saleswork's Twitter account, we'll be discussing how to align sales and content marketing, with strategies for encouraging your reps to share content and strategies for creating content that will actually further the sale. We're excited to announce that this month's guest is Brian Hansford, who will share a lot of wisdom on this topic as the Director of Client Services and Marketing Automation Practice Leader at HeinzMarketing. Here are some details about today's Twitter Chat:

Sales Prospecting Perspectives is pleased to bring you a guest blog from Demian Farnworth, Chief Copywriter at Copyblogger Media. 

To close a sale, a prospect needs to commit to buy (plus a few other steps, but that commitment is crucial). What transforms someone from a cynical prospect into a customer? What factors contribute to commitment?

In short, presentations must be loaded with convincing evidence to prove your product is reliable. The principle is simple: If a company incorporates trust and credibility in its marketing, skepticism naturally fades. Read on for 10 essential principles to build belief, sweep aside distrust, and close sales.

It's hard to believe that we're already at the end of December. A few weeks back I talked about the importance of continuing to prospect during this critical month and I'm hoping you listened to me.  

In the event that you don't have much scheduled for January, I think it's fair to say that what you do have going on next month carries that much more importance. 

Sales development reps, you've all heard it. Cold calling is not a walk in the park. Sometimes, it will seem like a monumental struggle, trudging through lists full of incorrect contacts and trying your best to influence influencers. If your company has a sales development team, you know that one of the few things that helps these sales reps get through the day is knowing that the person sitting next to them is dealing with the same challenges. They can reach out to each other for advice, or to bounce off ideas. At AG Salesworks, this is especially helpful as we have teams for support, including team leaders, managers, and directors of client operations, each of which have experience in the field and have their doors open to reps at all times. 

If you work in outsourced B2B lead gen, you know this moment in a conversation all too well:

Sales Partner: Can you tell me what criteria you want us to follow when procuring data?

Client: Well, we want only C-level executives, in companies with over 250 million in annual revenue.  Our sales reps won’t take calls with anyone who has a lower title.  What’s the point if they’re not the ones who will sign off on the budget?  We don’t want to waste our time with Managers or Directors.

And there you have it.  You’ve just been “C-Bombed.”  

It's the start of a new month. Who knows what that means? Just in time to get ramped up in Q4, we're sharing our best sales best practices for prospecting inbound leads, or leads generated from marketing efforts. We've invited a very special guest, CEO of RingDNA Howard Brown, to share his insights at this month's #ProspectingChat. Join us at AG Saleswork's Twitter account today to participate in the discussion. Here are some details about today's Twitter Chat: