No More Cold Calling

MARCH 25, 2021

Who paved the way for women in sales? Yet, even with gender biases and cultural norms working against them, there were women trailblazers in every century, including women sales leaders. Blazing a Trail for Women in Sales. Most notable among early women sales leaders is Lucinda W. Picture yourself in 1900.

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Hiring eBook Cold Calling Scale 379

Understanding the Sales Force

NOVEMBER 10, 2024

I scheduled a five-minute pre-screening call with a candidate who was recommended and scored quite high on the OMG sales candidate assessment. Within the Sales Posturing Competency, he had a weakness in the attribute, Maintains Appropriate Amount of Patience. what a complete joke you are and your “Bliblical sales study?”

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Hiring Cold Calling Call-back B2C 348

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. Today, it’s by George Brontén , CEO of Membrain, and a long time sales friend. George shines a light on the assumptions that hold your sales organization back As soon as you see the title you know why it caught my eye.

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Call-back ROI Sales Coaching Sales Enablement 279

The Pipeline

DECEMBER 14, 2020

A Note about Sales Scrum. And so it is with our podcast Sales Scrum. We kicked things off in February, minutes before COVID announced itself, with little more than the goal of exploring sales in a unique way. No need to fret, I am continuing to engage with interesting people with a range of insights on sales.

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Call-back Webinar Metrics Sales Industry 360

No More Cold Calling

NOVEMBER 23, 2021

If virtual sales training was ever needed, this was the time. The importance of eye contact in sales (even virtual sales) can’t be overstated. Early on in the pandemic, there was a learning curve as we all adjusted to virtual sales meetings. Virtual sales is not going away, so I’d better up my game.

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Video Cold Calling Exercises Conference 289

No More Cold Calling

JANUARY 16, 2020

Here are five important steps to make your team referral sales experts. If salespeople were self-motivated, they wouldn’t need sales managers or metrics. That’s why we need sales managers. Actually, what we need is strong sales leadership. Sales managers do what they ask others to do. I’m including myself here.

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Referrals Sales Management Hiring Scale 328

The Pipeline

NOVEMBER 30, 2020

Sales Scrum Episode #25 – Guest Jason Helfenbaum. Jason Helfenbaum is the owner of ClicKnowledge, a training, and development company. These solutions have ranged from sales training and behavior modification to tech and policies/procedures and all points in between.

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Policies ROI Channels Training 280

Sales and Marketing Management

FEBRUARY 25, 2021

Author: Robert Workman As a trainer, especially a trainer of salespeople and sales managers, you bust your butt to do a great job. me) to actually absorb your outstanding training materials, then put them into action to achieve the desired results? . 1 in sales in every organization I joined. . 1 in Sales and Sales Management?

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Training Hiring Webinar Metrics Sales Qualified Lead 194

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! Mike is also available for: Onsite, customized training for your team. All the best for 2022!

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Face-to-face Inside Sales Gatekeeper Licensing 31

Understanding the Sales Force

JANUARY 28, 2021

In 2005 I took my passion for sales development and my passion for baseball and married them together to write the best-selling book, Baseline Selling - How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. Today, fifteen years later, that book is still #15 on Amazon.

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Strategy Twitter Course Video 358

No More Cold Calling

JUNE 10, 2021

I was working for a global consulting and training firm. I would work with small companies to develop their sales strategy, sales process, and sales goals, and incorporate these into their business plan. My entire career had been sales and sales management, and my best business had always come from referrals.

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Referrals Cold Calling Webinar Metrics Inbound 385

Steven Rosen

JUNE 20, 2019

Second line sales managers (SLM) don’t coach their FLMs on their coaching. The role of the frontline manager (FLM) is to recruit, develop, and retain top sales performers. By doing these basics well you will consistently crush your sales objectives. By doing these basics well you will consistently crush your sales objectives.

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Coaching Hiring Sales Coaching Social Media 334

Mr. Inside Sales

DECEMBER 23, 2023

What are your plans to make this your best year in sales ever? Here are three things I did all those years ago that changed my sales career, and my life, forever: #1) For the first ninety days in 2024, make a commitment to listening to at least ONE call a day. 3) Invest in, study, and use the scripts in this book.

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Face-to-face Gatekeeper Licensing Decision Maker 233

No More Cold Calling

APRIL 3, 2020

We see deals in our sales pipeline postponed or disappearing. Sales leaders: Lead generation must be your primary focus. What do businesses typically do when clients stop buying and the sales pipeline dries up? They cut advertising, travel, training, marketing, and discretionary expense line items. So, what do you do?

Pipeline 414

Pipeline Prospecting Ideal Customer Profile Referrals 414

Mr. Inside Sales

DECEMBER 18, 2020

He asked me what I was up to these days, and I told him I was an inside sales consultant. I asked him what he was up to, and this is when the chill hit me: he said he was starting a new sales job today, and then he rolled his eyes as if to say, “And this one will suck, too.”. My sales and income soared. I remember,” I said.

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Face-to-face Inside Sales Gatekeeper Licensing 310

Anthony Cole Training

DECEMBER 21, 2023

I am enjoying reading the book Selling to the C-Suite by Nicholas A.C. The book is an excellent summary of how selling to C-Suite executives is so dramatically different from selling in the lower levels of a company. Read and Stephen J.

Sales 258

Sales Company Banking Sales Coaching 258

Steven Rosen

AUGUST 22, 2021

Sales are Down. I always hated having to explain why sales are down. Sales executives and managers have no shortage of challenges. I faced challenges when sales were off. One year in February we were already behind budget in sales. Tip #12: Proactively Manage your Boss When Sales are Down.

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Cancellation Face-to-face eBook Follow-up 245

No More Cold Calling

JANUARY 25, 2018

Sales leaders must take the rap. 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

DiscoverOrg Sales

JUNE 13, 2018

“When I first started at DiscoverOrg two years ago, I joined a group of six other Sales Development Reps (SDRs). We were all green to the role and new to sales in general. Fast-forward two years later : I am the manager of Sales Development. Align sales and marketing to boost lead quality. Hot lead qualification.

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Lead Rank Inbound Lead Scoring Sales Qualified Lead 276

Understanding the Sales Force

SEPTEMBER 20, 2023

I’ve written more than 2,000 articles on my Understanding the Sales Force Blog and there are hundreds of other sales blogs. Some are written by sales experts. I am concerned about the subjects being curated for sales and sales leadership professionals. One or two are sales enablement topics.

Sales Leadership 218

Sales Leadership Hiring How To Account Based Marketing 218

The Pipeline

SEPTEMBER 23, 2021

There has been no shortage of new sales related books during COVID, the usual mixed bag, with scale. But one stands out, The Building Blocks of Sales Enablement , by Mike Kunkle. Not only because of the author, Mr. Kunkle and the subject, sales enablement, but because way Mike approaches the subject. By Tibor Shanto.

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Sales Enablement Scale Hiring Maximizer 201

No More Cold Calling

FEBRUARY 21, 2019

What do you remember from your last training? I’ve heard for years that people forget 70 percent of what they learn in a professional training class within 24 hours of the event. And sales organizations don’t have either to spare. The way we’ve been learning is all wrong. Remember cramming for tests? That isn’t learning at all.

Cold Calling 308

Cold Calling Training Research Study 308

Mr. Inside Sales

JULY 30, 2021

Use the following questions to help open your prospect up and to get them to reveal where they really stand, and what you need to do to move closer to the sale: #1 “I can tell that’s important to you; why does it mean so much?”. #2 If you’re a manager, this is a great exercise for a sales meeting. Happy Selling! Get Access Today.

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Closing Gatekeeper Face-to-face Licensing 334

Mr. Inside Sales

JUNE 30, 2024

If you’re looking forward to an extended holiday and want to know the best way to spend it, then I’ve got a suggestion: Why not spend some of it learning and getting better at your craft of sales? Better than the other sales reps competing with you? ON DEMAND SALES TRAINING THAT GETS RESULTS! So invest in yourself now!

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Gatekeeper Face-to-face Sales Qualified Lead Licensing 255

Sales and Marketing Management

DECEMBER 14, 2020

But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects. What does it mean for B2B sales managers as they strategize for 2021? Trends that are here to stay.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Mr. Inside Sales

MAY 14, 2022

Each time I work with a new company, the first thing I ask for are recordings of both their top two or three sales reps, and then recordings of everyone else. I’ve been doing this for over 30 years, and things have remained constant during that time: top sales reps are better for many different reasons (personality, work effort, etc.),

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Gatekeeper Face-to-face Licensing Decision Maker 235

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. The best (and most affordable) on-demand inside sales training program? Here’s an e-book for you: Click here. Feel free to forward this email to everyone on your inside sales team.

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Resources Face-to-face Gatekeeper Inside Sales 242

Zoominfo

SEPTEMBER 25, 2018

Today, we’re sharing the ultimate list of sales podcasts. If you work in sales, it’s our hope that this list of sales podcasts provides you with some fresh listening material, newfound inspiration, and the tips and tricks you need to excel in the world of sales. The Ultimate List of Sales Podcasts. Listen here.

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Hiring Top of Funnel B2B Lead Rank 269

Steven Rosen

AUGUST 12, 2021

I believe there are two things that motivate most sales reps. If you want to be a STAR sales manager, make sure you have various motivational cards at your disposal. I used to book one hour every month to write recognition notes. Sales Management Training. Want more sales management training tips ?

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Hiring eBook Motivation Coaching 234

Mr. Inside Sales

MARCH 17, 2024

use the following script from my bestselling book: Power Phone Scripts : “I’d be more than happy to do that—where would you like me to email that?” You’ll get over 500 word-for-word scripts, questions, and phrases to help you open and close more sales starting today! ON DEMAND SALES TRAINING THAT GETS RESULTS!

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

Sales 2.0

JULY 8, 2022

Meanwhile most high tech companies accept this level of productivity in their sales departments. It can be a critical step in filling your sales pipeline with great opportunities. Sometimes that need is something your product can address and hence a sales opportunity is created. Do you know how you help?

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Prospecting Outsourcing Services Cold Calling Hiring 370

Mr. Inside Sales

AUGUST 13, 2021

sales reps hide behind them, too. In my book, Power Phone Scripts , I’ve detailed the success I’ve had using a greeting card campaign to send a personalized card every month for year. Follow them and watch your contacts—and your sales—go through the roof! ON DEMAND SALES TRAINING THAT GETS RESULTS! Relentlessly.

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Face-to-face Call-back Gatekeeper Licensing 317

Steven Rosen

SEPTEMBER 8, 2022

Are you a good sales leader or a great sales leader? What makes a great sales leader? I have found that the two most important critical success factors to being a great sales leader are: Top sales leaders build winning teams by coaching , engaging and being a BOLD leader. What is stopping you from making the leap?

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Hiring Coaching Energy Meeting 272

Zoominfo

OCTOBER 15, 2019

And yet, sales reps still look for ways to improve their sales email strategy. It’s not hard to see why — after all, only 24% of sales emails are opened ( source ). Ready to start a conversation with any sales prospect in your database or CRM? We managed to book 19 in-person meetings. Keep reading!

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Top of Funnel Scale Film Lead Generation 230

Understanding the Sales Force

APRIL 15, 2024

This is a great time to upgrade your sales team. A sales team evaluation shows who will and won’t be able to develop the necessary skills to succeed in this worsening selling environment. You should spend money on training and development for the twelve challenges I listed above.

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Hiring Discount Decision Maker Call-back 194

Anthony Cole Training

AUGUST 23, 2024

Giving credit where credit is due, The Psychology of Selling is a well-regarded book by legendary sales professional Brian Tracy that should certainly be on every salesperson’s list of must-reads. All salespeople and their managers want to understand the psychology of selling and in fact, is it a highly searched phrase on google.

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Google Sales Training 277

Mr. Inside Sales

JULY 5, 2022

I love to read—or reread—inspiring books that get me thinking about ways to improve my attitude and performance. Below are three books that inspire me each time I read them. This book, Beyond Positive Thinking , is a complete rewrite of my all-time favorite motivational book of his: The Advanced Formula for Total Success.

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