Mr. Inside Sales

SEPTEMBER 11, 2020

We’ve all been there – you call your prospect back at the appointed time for your presentation and they tell you any of the following: This isn’t a good time, OR. Rather than set another time to get back with them—thus letting the prospect off the hook—try the following: Response #1: “Sure, I can take as long or little as you need.

Sales Qualified Lead 320

Sales Qualified Lead Face-to-face Scale Call-back 320

Alice Heiman

APRIL 15, 2020

A month ago, you knew what to say when you picked up the phone or composed an email to prospect s. You had all the tools you needed to prospect efficiently and effectively. . The New Reality of Prospecting . How to Talk to Your Prospects . Here are five tips for talking to prospects. . Relationships matter.

Ideal Customer Profile 166

Ideal Customer Profile Prospecting How To Face-to-face 166

MTD Sales Training

JANUARY 21, 2020

Everyone, yes, every person in your company, can act as a salesperson for you. Without realising it, the way a contact is handled could make or break a sales opportunity for a new prospect. 3) Exploring the needs and wants of a prospective customer. MTD Sales Training | Sales Blog. Happy Selling! Sean McPheat.

Face-to-face 280

Face-to-face How To ACT Opportunity 280

Mr. Inside Sales

OCTOBER 21, 2022

My manager told me that when I’m on the phone with a prospect or customer, someone was going to sell someone—either the customer was going to sell me on why he wouldn’t buy, or I was going to sell him on why he should buy. If possible, stand up a few times a day, or get in the habit of pacing while on the phone with a prospect or customer.

Face-to-face 271

Face-to-face Gatekeeper Decision Maker Licensing 271

SBI Growth

NOVEMBER 27, 2012

60% of the buyer’s journey now happens before your Account Executive interacts with a prospect. Your AEs then have the potential to turn members of that personal online network into prospects. From that following they can then find prospects. In addition, your AEs can monitor potential prospects.

Social Selling 308

Social Selling Social Media Eloqua Twitter 308

SBI Growth

DECEMBER 1, 2013

Teach new prospecting techniques. It is difficult to find reps that are great at prospecting. Sales organizations have made prospecting difficult. Sales people equate prospecting to non-strategic grunt work. Sales people equate prospecting to non-strategic grunt work. Training on defining the problem.

Hiring 295

Hiring Follow-up Account ACT 295

MTD Sales Training

OCTOBER 23, 2017

I am going to make this short and sweet, because asking for referrals from your clients should be a natural and comfortable act and not some slick technique. Likewise, when thinking about referrals, sales people are looking for a “ready made customer” instead of a possibly qualified prospect. MTD Sales Training. Happy Selling!

Referrals 238

Referrals ACT Education Consumer 238

Shari Levitin

JUNE 30, 2021

What Your Prospects Aren't Telling You. Here are three strategies you can leverage right now to enhance your customer experience and make prospects feel like doing business with you. The act of switching the focus away from me, and onto the customer, not only reduced my nerves, but created a richer experience for my audience.

Prospecting 149

Prospecting B2C Travel Face-to-face 149

No More Cold Calling

FEBRUARY 13, 2025

Yet, too many sales leaders fall into the trap of believing the latest digital sales tools or automation platforms will solve their sales prospecting problems. They will only do that if referral selling is built into the sales processwith training, metrics, and accountability for results.

Referrals 207

Referrals Face-to-face Sales Leadership Quota 207

The Pipeline

JUNE 11, 2019

.” Something that can also be used to describe sales and prospecting. Making any growth or development we achieve, as something to have “lived through,” nowhere more so than in prospecting. People are paralyzed by the thought of being rejected when prospecting. Rejection Hurts. Ignorance Is Bliss.

Quota 295

Quota Prospecting Exact Study 295

Mr. Inside Sales

JANUARY 7, 2023

Don Shula – the famous Miami Dolphin coach – once said that his players practiced, drilled and rehearsed their plays and techniques over and over again so they could internalize them and act automatically when they needed to. ON DEMAND SALES TRAINING THAT GETS RESULTS! Qualifying prospects. Identifying decision makers.

Face-to-face 259

Face-to-face Guarantee Gatekeeper Decision Maker 259

Understanding the Sales Force

JUNE 20, 2014

Customer-Centric/Customer-Focused Selling Of course salespeople must be more focused on the customer and prospect. Prospects are Further Along in their Buying Process Before Meeting Salespeople. Prospects aren''t ready to buy at this point in their process, they''re just getting finished with looking at their options!

Consultative Selling 275

Consultative Selling Inside Sales Lead Nurturing Face-to-face 275

Hubspot Sales

SEPTEMBER 19, 2019

However, basic product knowledge training isn’t enough. So, how can you train your sales reps on the product they’re selling and ensure they’ll remember the information when they’re making a sale? Below, you’ll learn how to train your salespeople to sell your product better and faster. Solve for the customer.

Hiring 139

Hiring Training Case Study Hubspot 139

SBI Growth

OCTOBER 7, 2013

New initiatives, processes, training and headcount are on their list. Social selling is a ‘must have’ prospecting method to get reps into deals early. Social Prospecting – The ability to act on account and persona information. You want to go into next year confident the team will make the number.

Hiring 316

Hiring Face-to-face Follow-up Buyer 316

MTD Sales Training

NOVEMBER 2, 2018

What’s most important to your prospects? When we ask this question, many salespeople we train will answer “to save money!”. And, while that’s often the main topic of conversation, it rarely transpires as the REAL criteria prospects use to make a decision to go with you. But the actual act of deciding takes mili-seconds.

How To 219

How To Decision Maker Guarantee Prospecting 219

The Pipeline

SEPTEMBER 21, 2021

This allows them to see, plan, assess, and act in a way that allows them to win regularly and predictably. Everyone gets trained; buyers know what to say to shunt also-rans and reward the 20% they want to deal with. This piece does not set out to change the concept, life will do that, but to explore the 20%.

Buyer 345

Buyer Demographics Video Territories 345

MTD Sales Training

AUGUST 27, 2019

Can you still act with confidence in these sorts of situations? I had this situation when I was presenting to a prospective client a few years ago, and it wasn’t funny. It wasn’t the death nell in the whole presentation, but my slides had facts and figures on them that would have proved beneficial for the prospect to see.

Webinar Metrics 229

Webinar Metrics ACT Follow-up Groups 229

The Pipeline

JANUARY 23, 2014

Fred was saying that he often felt unprepared for the negotiations phase and having some solid training and a process to manage that part of the sale could only help. And the battle was on.

Negotiation 296

Negotiation Proposal Course Objections 296

Julie Hanson

DECEMBER 20, 2020

In the first few seconds of a video call, prospective customers quickly make decisions about you and your company and how (or whether) they’re going to listen to you. And that’s when magical stuff happens with acting: No mind, no body.” – Mark Ruffalo | Spotlight. That’s the key to great acting and great selling.

ACT 168

ACT Video Film Call-back 168

Hubspot Sales

OCTOBER 13, 2020

If so, you're probably thinking about how to train them and conduct effective coaching. While it might seem like a hassle to spend a lot of time on training, it's crucial to prioritize. That's why training is so important for your sales team. Below, let's learn HubSpot sales managers' top tips for training your SDR team.

Hubspot 126

Hubspot Training Hiring How To 126

The Pipeline

JULY 24, 2017

As we have highlighted when discussing prospecting objections, while we can predict the five or six most common objections, there will be instances where there is a new objection. One of your goals going into any sale is to deal with the potential of inaction.

Face-to-face 200

Face-to-face ACT Objections Buyer 200

DiscoverOrg Sales

AUGUST 19, 2016

Recruiters have a tough task to act as both a marketer and sales rep- attracting candidates and closing the deal! Actively Source and Prospect into Passive Candidates That Fit Target Criteria. None of these explanations are good enough to excuse the lack of cold call prospecting in recruiting.

Hiring 222

Hiring Marketing Top of Funnel Cold Calling 222

Jeffrey Gitomer

JANUARY 14, 2019

Are you blaming the prospect when you can't close? Are you telling the boss it's the prospect's fault that you can't set an appointment, or they won't order now? If your prospect is constantly telling you. People are worrying about, thinking about or acting on their stuff. Bull blank. selfish but true).

Closing 191

Closing Call-back ACT Objections 191

MTD Sales Training

NOVEMBER 5, 2018

Is your social media presence attracting the kind of prospects that will be good for your business? This can identify who your ideal prospect might be and acts as a focus for you to target future customers. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. Do they find you through your website?

How To 224

How To Buying Cycle Social Media Follow-up 224

DiscoverOrg Sales

NOVEMBER 9, 2016

Are you leaving money on the table by not empowering your sales development teams with the ability to connect with prospects? Access to high-quality contact data, market trends, and emerging predictive analytics tools allow for rapid segmentation of high-quality accounts and prospects. Get the prospect out of their own way.

Conversion 224

Conversion Decision Maker Outbound Top of Funnel 224

Zoominfo

JUNE 9, 2019

It provides insight into where your leads are coming from and what channels are providing you with the most sales-ready prospects. Ultimately, knowing where your prospect places the most importance, will help you understand your buyer’s mindset and tailor your sales pitch to their needs. This question acts as another great qualifier.

B2B 252

B2B Closing Guarantee Scale 252

Understanding the Sales Force

FEBRUARY 20, 2018

The other piece of bad news relates to my award-winning sales training company, Kurlan & Associates. I reviewed 5 years worth of statistics on opportunities that we did not close and it seems that prospects were 6 times more likely to do nothing than to do business with a competitor. But these statistics are very misleading.

ACT 184

ACT Relationals Opportunity Closing 184

MTD Sales Training

SEPTEMBER 26, 2018

The very thought of picking up the phone or writing an email to a prospect who has never heard of you or knows little about your products can be so daunting to a sales professional that they spend hours doing other things so that the inevitable rejection doesn’t have to be faced. 2) Do your prospecting professionally.

Cold Calling 215

Cold Calling Decision Maker Gatekeeper GoldMine 215

No More Cold Calling

JUNE 9, 2019

But very few understand how to incorporate technology into their prospecting strategy. So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media. Now, you don’t have to call cold prospects to bug them.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

Mr. Inside Sales

MAY 9, 2020

Let’s review: There are six primary areas that you need to qualify a prospect on: Buying motives Red Flags: Why they won’t buy Decision maker(s) Decision process Timeline Budget. Timeline is the best indicator of a prospect’s seriousness, readiness, and, yes, budget. ON DEMAND SALES TRAINING THAT GETS RESULTS! Get Access Today.

Decision Maker 161

Decision Maker Face-to-face Gatekeeper Licensing 161

Highspot

MAY 6, 2021

You need to create an Attraction Campaign – an organized sequence of customized outreach messages, sent to buyers over a specific period of time, for the specific purpose of generating a meeting and getting buyers to act. Unfortunately, there are some common prospecting mistakes that get in the way.

Prospecting 116

Prospecting How To Buyer Campaigns 116

No More Cold Calling

JANUARY 4, 2018

That means our clients and prospects, our families and friends, our colleagues. Here are a few messages that touched me deeply: You know, Joanne: I think technology is now acting in our favor! Your referral training has forever shaped much of what our company teaches today. What’s your gratitude meter? Wonderful call this a.m.

Referrals 287

Referrals Cold Calling Social Media Sales Qualified Lead 287

Zoominfo

AUGUST 21, 2019

Sales enablement refers to the process of providing a sales team with the information and content they need to nurture prospects and close deals more efficiently. A sales enablement content strategy involves a structured process for sales teams to access and deliver relevant content to the prospects in their sales pipeline. .

Top of Funnel 241

Top of Funnel Sales Enablement Marketing Case Study 241

MTD Sales Training

SEPTEMBER 30, 2019

Instead of simply condemning a decision that a prospect makes, a curious salesperson will develop a keen eye and keep a watch on what would make someone change their mind or create opportunities for growth. If you’re looking to take your game to the next level try our 2-day sales skills training course. 5) A real-time communicator.

Social Media 253

Social Media Sales Media Energy 253

Hubspot Sales

DECEMBER 19, 2023

Great inside sales training improves team performance, which can increase sales revenue. Aside from helping you make money, training may save you money too. Be that reducing recruitment costs by retaining top-tier sales talent or training reps to automate non-selling activities with AI tech. Here are five reasons you should.

Inside Sales 100

Inside Sales Training Hiring Outsourcing Services 100

Hubspot Sales

SEPTEMBER 4, 2020

To become a "trusted advisor" — as so many thought leaders advocate — a rep must first gain their prospects' trust. Prospects coming to you cold might warm up to you a bit after reading a few glowing endorsements (especially if they know or share common connections with your referrer). The call ends only when the prospect hangs up.

Prospecting 131

Prospecting Ideal Customer Profile Face-to-face Cold Calling 131

MTD Sales Training

JANUARY 6, 2020

What can I do to make my products more attractive to prospects?’. Being needy puts more pressure on yourself and the prospects you talk to. 3) Focus on HELPING your prospect. 4) Remember, you and your prospect are on the same side. Instead, adopt the mindset of being on the same side as the prospect. Happy Selling!

How To 188

How To Commission Sales ACT 188