Category: Teleprospecting

The Secret to B2B Sales – Identifying your Prospect’s Pain Points

Jan. 24

As a VP of Sales you’ve probably encountered this situation before. You’ve got a nice healthy amount of meetings at the top of your funnel and you have capable field reps there to take those meeting and transition them to... Read More »

The Sales Productivity Paradox

Aug. 17

Ask any VP of Sales what their top priorities are, and undoubtedly “improving sales productivity” will be among their top 5 most pressing issues. When you look at how much time salespeople actually spend selling, it turns out to be... Read More »

It’s Not All About the C-Suite: Why SDRs Should Prospect Multiple Levels Within An Organization

Aug. 10

Anyone working in client-based outsourced lead gen knows this conversation all too well: Vendor: Can you give me an idea of what profile you are looking for in regards to contact data procurement? Client: We ONLY want to talk to folks... Read More »

4 Strategies Sales Development Reps Can Use To Re-engage Prospects That Have Gone Dark

Aug. 3

One of the most frustrating situations SDRs encounter when prospecting, is when a prospect agrees to a next step, and then “goes dark.” Despite numerous phone calls and email attempts by the SDR, the prospect remains unresponsive, leaving the opportunity... Read More »

Jump-Start Your Marketing and Sales Response Rates with This Tried and True Formula

Jul. 20

It may be summer, but that doesn't mean good marketers don't have math homework. Of all the formulas and equations floating around out there, perhaps none is so important or so mysterious as the equation for greater response rates. As it turns out, the equation is known, and it isn't terribly complicated; it just takes some proper planning. We break it down below, and as always, we show our work. Pencils out, because this is study hall.

The Formula for Hiring Sales Development Reps That Are Successful

Jul. 13

Whether it’s in an interview with a prospective hire or just chatting with fellow sales managers, the question of “what are the main traits your most successful reps embody?” comes up again and again. After having had ample opportunity to think about this, I’ve arrived at four core characteristics our best SDRs embody.

Summer Vacation Mode? How to Achieve Sales Success Before and After Vacation

Jul. 8

As the temperature continues to rise, schools let out for the summer, and family vacations begin, it is essential that salespeople prepare in advance for any time off they plan to take. A one or two week vacation can be relaxing, but if you don’t prepare for both before and after your vacation from work, not only will you have a headache upon your return (and possibly during your vacation) but you may have left some sales opportunities hanging in limbo with the potential to be lost.

Launching Your Account-Based Sales Development Strategy [eBook Part II]

Jun. 30

Since launching our Account-Based Sales Development Playbook for Revenue-Driven Teams Part I with PersistIQ, we’ve received an overwhelming amount of feedback regarding the various stages that other sales and marketing professionals are at in terms of building their own account-based sales development (ABSD) strategy.

7 Bad Sales Habits That Will Cost Your Whole Team

Jun. 3

Are bad sales habits hindering your team’s success? CMO Council reports that every year $1 trillion dollars are lost due to lost productivity and poorly managed leads. That’s a lot of money down the drain. Though your team may need some more advanced training, these 7 mistakes can help your team take a step in the right direction to improvement. Make sure your SDRs stay away from these seven deadly sales habits.

Follow this Proven Sales Development Phone Strategy for Qualifying Target Accounts

May. 20

It’s common knowledge that when performing outbound prospecting, there are qualification questions that must be answered before a sales development rep can pass an opportunity at a target account to their closing sales team. Sales development reps are responsible for identifying the pains and challenges that prospects are faced with, all while engaging them on a phone call. A sales development phone strategy truly is an art form and it requires a lot of hands-on training from sales development managers.

Call Shadowing to Evaluate an SDRs Sales Development Strategy

May. 16

Ongoing training of an SDR is an essential function of not only keeping your “A players” sharp but also elevating your “B players” to the next level. One of the ways our sales development managers like to check in with our SDRs is through call shadowing. If done with purpose, call shadows can give you the greatest insight as to how that rep is performing and if there are any immediate areas of improvement that can be addressed.

5 Sales Voicemail Templates to Radically Improve Your Sales Strategy

May. 10

To develop a successful account-based sales development strategy, construct a variety of email and voicemail templates to supplement your messaging strategies when you are unable to reach a prospect live on the phone. By developing templates, you can begin to test what is resonating in your messaging and what isn’t, thus allowing you to effectively review and refine your outreach strategy.

Common Sales Objections: Overcoming the “Send Me More Information” Blow-off

May. 6

If you ask a room full of SDRs if they’ve experienced the “send me more info” blow-off, I guarantee everyone would raise their hand! Training SDRs to overcome common sales objections is standard practice, but are you covering every scenario? Don’t let this standard push-back from prospects hold back your SDRs from being successful in booking qualified opportunities. Here are some best practices to teach your SDRs that they can use to turn that “send me more info” push-back around and into a booked meeting.

Quantity vs. Quality Sales Leads: Develop a Strategy that Works for You

Apr. 29

In sales development, SDRs must walk a fine line between quantity and quality when prospecting into target accounts and qualifying potential customers as leads for their closing reps. Many factors come into play, such as the structure of their compensation plan, their training, and qualifying criterion, that can sometimes make this a difficult line to walk.

How Does it Work? Watch QuotaFactory & InsideView Fuel the Sales Development Hub

Apr. 22

You may have seen our first announcement launching the details of our partnership with InsideView in September 2015 and maybe even followed along to read our latest update during our partner week in March. Regardless, we’re excited to share with you just how we’ve teamed up with InsideView to bring database management best practices to the fingertips of your sales development reps.

The Phone Is NOT Dead in B2B Sales

Apr. 20

In today's modern age, electronic communication has become ubiquitous. Between 2.5 and 4.1 billion people use email. It definitely has it’s advantages - quick, easy and accessible anywhere. However, email is just as easy to ignore. It’s easy to hit the unsubscribe button, to block the sender, to just delete a message without ever reading it. Even if you get through, non-verbal communication is rife with misunderstanding. At best, an email chain can lengthen a discussion by several hours.