Sales 2.0

SEPTEMBER 15, 2022

I agree with Zvi Band the author of the book Success is in your Sphere that “relationships are our most important asset”. The book presents a framework for building relationships called “CAPITAL”. If you want a method for developing new habits, I recommend reading the book The One Thing and learning about the “66-day challenge.”.

Fashion 195

Fashion Networking Facebook Follow-up 195

Alice Heiman

SEPTEMBER 9, 2020

More books! In our last book round-up , I shared 3 sales books you could recommend to your sales leadership for cost-effective learning opportunities and book clubs. I’d love to hear their thoughts on the books if they did! . Below are 4 more great sales books I recommend for you and your team. .

Negotiation 165

Negotiation Cold Calling Compensation Exact 165

Hubspot Sales

DECEMBER 23, 2022

Effective sales prospecting is a multistep process that requires systematic prospect discovery, qualification, and outreach. In this post, you’ll learn the 19 best sales prospecting tools to help you engage with your ideal prospects. What Is a Sales Prospecting Tool? Choosing the Right Tools.

Tools 128

Tools Ideal Customer Profile Prospecting Intent Data 128

Vengreso

JANUARY 18, 2022

Leveraging technology, social selling, and sales prospecting tools has ushered in a new era for anyone wishing to pursue a career as a sales rep. It is through the use of the right B2B prospecting that we can continue to succeed in this always-evolving field. But before we start, let’s define what sales prospecting is.

Tools 124

Tools Prospecting Top of Funnel Ideal Customer Profile 124

No More Cold Calling

JANUARY 9, 2020

I wrote that 15 years ago in my first book, NO MORE COLD CALLING: The Breakthrough System That Will Leave Your Competition in the Dust. All of us perform our best when we are held accountable and have the tools to succeed. The job of a sales manager is to provide reps with the tools to succeed. Poor leadership will cost you $3.5

Sales Management 390

Sales Management Hiring Quota Cold Calling 390

Mr. Inside Sales

SEPTEMBER 4, 2020

Do you need customized keynotes or breakout sessions on subjects like: Prospecting – Both B2B & B2C Dealing with gatekeepers Overcoming objections and Stalls Virtual Presentation Skills Setting follow-up appointments Motivation and Attitude Adjustment And much more! The post Book Mike Brooks for Your 2021 Virtual Sales Event!

Hiring 156

Hiring Gatekeeper Face-to-face Inside Sales 156

No More Cold Calling

JUNE 27, 2024

This month, in celebration of 28 years of referral selling, both my books are on Kindle for $1.99 Technology is a great tool, but nothing beats a personal conversation. So, this book discusses how and when to rely on technology, and when to step away from the computer and make a human connection. each until July 4, 2024.

Referrals 156

Referrals Cold Calling Social Media Sales Qualified Lead 156

No More Cold Calling

APRIL 9, 2020

You’re the ultimate sales technology—and this is the ultimate sales conversations book. So, pick up the damn phone and have conversations with your clients and prospects—not just business conversations, but conversations with inquiry, empathy, and understanding. I wrote my second book— Pick Up the Damn Phone!: The phone works.

Conversion 305

Conversion Face-to-face Social Media Referrals 305

No More Cold Calling

NOVEMBER 23, 2021

Without it, your prospects figure you’re not interested, and they tune out. It’s also my only way to make eye contact with many clients and prospects, so I’ve learned to live with it. Julie Hansen’s new book, Look Me in the Eye: Using Video to Build Relationships with Customers, Partners and Teams , is here for you to devour.

Video 289

Video Cold Calling Exercises Conference 289

Mr. Inside Sales

SEPTEMBER 6, 2022

By booking Mike Brooks, Mr. Inside Sales, you will ensure that your inside sales team returns to their offices not only pumped up, but also equipped with proven sales skills they can use to instantly perform better! The post Still Time to Book Best Virtual Speaker for Your 2023 Event! Get Access Today.

Face-to-face 31

Face-to-face Inside Sales Gatekeeper Licensing 31

The Pipeline

JUNE 23, 2020

There are a lot of prospecting and cold calling books out there, most trying to cash in on trends and fears. Done right, as Art outlines in the book, cold calling, sorry Smart Calling, is still one of the most direct and cost-effective ways to directly engage with your prospects. More Than a Book.

Cold Calling 250

Cold Calling Call-back Face-to-face Top of Funnel 250

Mr. Inside Sales

JULY 30, 2021

Wouldn’t it be convenient to have a list of 5 questions you could use to get your prospect talking, to get them to open up about how they’re feeling and what you might need to concentrate on? You could do two: one for prospecting and one for the close. Ever feel stalled during a close? Get Access Today.

Closing 334

Closing Gatekeeper Face-to-face Licensing 334

Zoominfo

APRIL 23, 2020

Time to plan your next marketing campaign or start prospecting into your top accounts! You know a lot of target prospects don’t really have those job titles. We like DAMA UK’s six parameters for data quality : Completeness : Is the company, contact, or prospect record as complete as possible? JUST KIDDING.

Ideal Customer Profile 189

Ideal Customer Profile Prospecting Intent Data Trade Show 189

Mr. Inside Sales

AUGUST 13, 2021

But when you’ve done a presentation and then don’t hear back from a prospect, it can often mean the kiss of death. While it seems counter intuitive, I’d rather know up front if I’m wasting my time or if this is a real prospect. Speaking about prospects hiding behind emails, etc., Ghosted—just the sound of this is chilling.

Face-to-face 317

Face-to-face Call-back Gatekeeper Licensing 317

Mr. Inside Sales

MARCH 17, 2024

What’s the number one blow off prospects use these days? Not only is it hard to get prospects back on the phone, when you do, you usually lead off with the ineffective opening line of: “Did you have a chance to review that email I sent you?” And then when a prospect blows you off with, “Can you email that to me?”

Face-to-face 243

Face-to-face Sales Qualified Lead How To Gatekeeper 243

Mr. Inside Sales

JUNE 6, 2020

What’s the biggest mistake sales reps make with prospecting or cold calling? Your prospecting will go a lot better if you do! Cold calling mistake #2: Don’t pitch your prospect—yet. and allow your prospect to engage with you. Or, you can get 500 word-for-word scripts in my latest book, Power Phone Scripts.

Prospecting 161

Prospecting Gatekeeper Cold Calling Face-to-face 161

No More Cold Calling

JANUARY 16, 2020

Whether you are a CEO, vice president, or sales manager, you have a central role in your company’s sales process and in the decision to transition from vapid outbound prospecting to selling through referrals. All of us perform our best when we are accountable and have the tools to succeed. We don’t respond to being told. Think again.

Referrals 328

Referrals Sales Management Hiring Scale 328

Allego

JANUARY 4, 2022

But there’s another avenue for professional development you can put to use without having to schedule another meeting on your calendar—books! I’ve rounded up eight sales books from experts and influencers in the space that I believe carry key insights instrumental to our growth as sales professionals in the year ahead.

Hiring 127

Hiring Webinar Metrics Sales Enablement Maximizer 127

Mr. Inside Sales

JUNE 30, 2024

Here is a proven resource—both hardcover book or audible recording—of over 500 proven and effective scripts to help you improve and make more money: Power Phone Scripts! I sincerely hope you respect yourself, your career, and your future as much as other top producers who rely on this book—and others!—to So invest in yourself now!

Gatekeeper 255

Gatekeeper Face-to-face Sales Qualified Lead Licensing 255

No More Cold Calling

SEPTEMBER 28, 2017

It’s time to sharpen your sales tools. Every salesperson in their right mind wants to grab every possible tool to accelerate account based sales development, look smarter, shorten prospecting time, and score meetings with decision-makers. But some tools are sharper than others. No other prospecting strategy comes close.

Account 245

Account Lead Rank Lead Scoring Referrals 245

The Pipeline

MARCH 31, 2020

As I mentioned yesterday, I am going to point you to two great books coming just at a crucial time. When you buy the book , you will get links to additional resources, such as a sales effectiveness calculator, process tool, and more, at no charge. By Tibor Shanto. Turn your sales technology into your servant, not your master.

Call-back 279

Call-back ROI Sales Coaching Sales Enablement 279

DiscoverOrg Sales

JULY 5, 2017

As described in my new book, Whale Hunting with Global Accounts , global account-based sales development (ABSD) requires a smart, comprehensive development plan. It could be a target prospect account you’re already researching, or a current client you’d like to expand. Define parameters for sales prospecting.

Account 289

Account Campaigns Engineering Harvest 289

No More Cold Calling

MARCH 1, 2020

It’s also a great excuse for sales follow-up—a reason to connect with clients and prospects, to stay in touch with referral sources, and to deepen relationships with your overall business network. What’s the most powerful sales tool at your disposal? It’s not just a way to show gratitude. Just make sure you follow up. Think again.

Follow-up 344

Follow-up Referrals Up-Sell Cold Calling 344

No More Cold Calling

JANUARY 25, 2018

We used to hire account based sales reps, indoctrinate them with product knowledge and a smattering of business culture, and give them a few lead generation tools. Then we gave them a phone, a list, and, a desk, and expected them to figure out how to book meetings. They ended up cold calling.

Account 272

Account Hiring Lead Generation Face-to-face 272

Mr. Inside Sales

DECEMBER 18, 2020

I have to go with the flow because each prospect is different,” he persisted. There are a lot of great sales training books, CD’s, and courses you and your team can take advantage of to get better. One of the best (in my humble opinion) is my bestselling book of phone scripts: Power Phone Scripts. Brad thought he knew better.

Face-to-face 310

Face-to-face Inside Sales Gatekeeper Licensing 310

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. And this is what this prospecting guide is all about.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Julie Hanson

APRIL 19, 2022

Video can be a powerful sales outreach tool — but only if the prospect watches it. As the number of videos sent out by sellers has exploded, prospects have become more ruthless about what videos they choose to watch. So “how do you record a prospect video that gets watched?” And your prospect will feel the difference.

Video 135

Video Prospecting How To Face-to-face 135

No More Cold Calling

FEBRUARY 15, 2018

Layered on top of these activities are a myriad of sales enablement and social selling tools—all of which are intended to help salespeople with effective prospecting and, in turn, generating qualified sales leads. These dutiful gatekeepers are not only used to salespeople trying to get past them; they know every trick in the book.

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

Zoominfo

OCTOBER 15, 2019

Ready to start a conversation with any sales prospect in your database or CRM? Introducing, the “foot in the door” cold email prospecting method! The techniques we discuss in today’s post will help you email any prospect, whether it’s a CEO, marketing VP, industry influencer, or your favorite podcast host.

Top of Funnel 230

Top of Funnel Scale Film Lead Generation 230

Sales 2.0

MARCH 6, 2024

This uptick in the need for AEs to self-source deals has likely been driven by economics, the need to “do more with less”, but is I trend that may continue as AI tools free up AEs from admin tasks. Even here though there are now many tools and techniques to “microwave” your cold calls. It’s time for the dreaded cold call!

Lead Rank 195

Lead Rank Lead Scoring Leads Marketing Qualified Lead 195

Mr. Inside Sales

DECEMBER 23, 2023

Invest in books/audios/YouTube videos that teach you The Law of Attraction, and begin changing your consciousness. 3) Invest in, study, and use the scripts in this book. Begin visualizing how earning all that additional income will impact your—and your family’s—lives. If you don’t change the inside , then the outside won’t change. #3)

Face-to-face 233

Face-to-face Gatekeeper Licensing Decision Maker 233

The Pipeline

FEBRUARY 20, 2018

Last week I posted a call for understanding the importance human involvement at crucial times along the prospecting experience. When sales leaders ask which book they should have their teams read, I recommend The Ten-Day MBA, not a sales retread. By Tibor Shanto. A costly disconnect that when addressed brings many benefits.

Objections 258

Objections ROI Call-back Quota 258

Mr. Inside Sales

SEPTEMBER 10, 2021

In my book, Power Phone Scripts , I talk about the secret of sales. And then hit your mute button and let your prospect tell you how to sell them. If you’d like over 500 more word-for-word scripts, then invest a few bucks in yourself and get a copy of my book: Power Phone Scripts. Think of that. Get Access Today.

Face-to-face 240

Face-to-face Objections Gatekeeper Licensing 240

No More Cold Calling

APRIL 30, 2020

I wrote my second book— Pick Up the Damn Phone!: In fact, they didn’t even need to talk to prospects, because they had great tech tools. That’s why I’ve offered the Kindle version of my book, Pick Up the Damn Phone! , The #1 Way to Land Top Prospects Now. The #1 Way to Land Top Prospects Now.”). Yep, wimpy.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

No More Cold Calling

JUNE 9, 2019

Successful sales professionals understand that technology is a must-have business tool. But very few understand how to incorporate technology into their prospecting strategy. Fifteen years ago, I would have told you that cold calling was the most annoying, least effective sales prospecting method. Don’t believe me? Big mistake!

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

Mr. Inside Sales

NOVEMBER 5, 2021

And if you need a deeper dive, try this: The number one best selling book of current and effective phone scripts: Click here. Here’s an e-book for you: Click here. Question is, are you taking advantage of it? The best (and most affordable) on-demand inside sales training program? Click here. Want instant access to scripts?

Resources 242

Resources Face-to-face Gatekeeper Inside Sales 242

Mr. Inside Sales

FEBRUARY 5, 2021

Before you get on your high horse and tell me you wouldn’t be caught dead using a script, consider: If I were to record your prospecting and demo calls for a week, and then transcribe what you say, what would I get? Your prospects will trust you more, and you’ll appear more professional. And prospects like that! #2: Your script.

Face-to-face 258

Face-to-face Sales Qualified Lead Hiring Gatekeeper 258