Sales 2.0

AUGUST 22, 2022

I’ve been reviewing some key books in sales and marketing to refresh my knowledge of some of the fundamentals to building world-class “revenue engines”. The second book I’m covering is No Forms. Latané’s book covers an area of marketing that I have long wondered about: Should you “gate” or should you not “gate” your content?

Cold Calling 195

Cold Calling Lead Rank Intent Data Marketing Qualified Lead 195

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

Alice Heiman

JANUARY 6, 2023

I read at least one book a month and this past year so many important books on selling were published. Dr. Dover leads this movement by starting with a simple question: If sales teams have more and more tools at their disposal to increase sales, why is the data pointing in the opposite direction?

Lead Rank 141

Lead Rank Sales Methodology Quota Promotion 141

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

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

Zoominfo

AUGUST 6, 2024

Lead capture software is a vital tool that enables companies to identify, collect, and manage potential customer information across various channels. Integration : Most lead capture tools seamlessly integrate with CRM systems and other marketing automation platforms, creating a cohesive ecosystem for lead management.

Lead Capture 130

Lead Capture Software Software Sales Qualified Lead 130

No More Cold Calling

NOVEMBER 23, 2021

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. And her book brilliantly translates that expertise for salespeople. I’ve been working virtually for years, but boy, I learned a ton from Julie’s book, including the art of “smeaking.”

Video 289

Video Cold Calling Exercises Conference 289

No More Cold Calling

APRIL 9, 2020

You’re the ultimate sales technology—and this is the ultimate sales conversations book. 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’m offering the Kindle version of my book , Pick Up the Damn Phone! , The phone works.

Conversion 305

Conversion Face-to-face Social Media Referrals 305

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

Alice Heiman

OCTOBER 18, 2023

This year, I set a goal to read at least two books a month. I find I get more books finished these days if I listen rather than read. These are the books I’ve read or re-read recently that are changing the way I plan for 2024 and they are influencing my clients as well. One for fun and one for business. I was right and wrong.

Lead Rank 123

Lead Rank Sales Qualified Lead Quota Positioning 123

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. When I pick a sales book, I want actionable insights.

Cold Calling 250

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

Hubspot Sales

DECEMBER 23, 2022

In this post, you’ll learn the 19 best sales prospecting tools to help you engage with your ideal prospects. From software that leverages your partner ecosystem to prospect databases, every tool on this list can help you fill your sales pipeline. What Is a Sales Prospecting Tool? The Benefits of Sales Prospecting Tools.

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Tools Ideal Customer Profile Prospecting Intent Data 128

No More Cold Calling

MARCH 31, 2020

Ram Charan , author of 25 books and consultant to CEOs, said that many years ago, but it’s even more relevant now. These steps are important in any economy—in fact, if we’d been using these sales tools all along, we might be in a better position now. I published my second book— Pick Up the Damn Phone! —in

Referrals 326

Referrals Cold Calling How To Call-back 326

No More Cold Calling

JANUARY 16, 2020

All of us perform our best when we are accountable and have the tools to succeed. How many times has one of our sales managers read a book or spoken to a guru, and suddenly the entire organization was taking a new direction? He called his book, not surprisingly, Contagious: Why Things Catch On. We don’t respond to being told.

Referrals 328

Referrals Sales Management Hiring Scale 328

No More Cold Calling

MARCH 1, 2020

What’s the most powerful sales tool at your disposal? An executive reads the latest book and declares the precepts in the book are the company’s new strategy. Employees ignore these flash-in-the-pan announcements, because they know another new book and strategy will come along soon. Just make sure you follow up.

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

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

Mr. Inside Sales

JULY 30, 2021

If you found this article helpful, then you’ll love Mike’s eBook, “The Complete Book of Phone Scripts” with over 130 pages of powerful and effective scripts to help you easily get past the gatekeeper, set appointments, overcome objections and close more money! If you’re a manager, this is a great exercise for a sales meeting.

Closing 334

Closing Gatekeeper Face-to-face Licensing 334

Mr. Inside Sales

DECEMBER 18, 2020

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. Amazon has it on sale for just $19.15 with free prime shipping!

Face-to-face 310

Face-to-face Inside Sales Gatekeeper Licensing 310

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)

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Face-to-face Gatekeeper Licensing Decision Maker 233

Sales 2.0

DECEMBER 4, 2023

The best tool today for this research is LinkedIn. Other tools do exist to mine our social connections. Such tools usually look through our email to see who we contact the most and use this as a proxy for a relationship. Since most of us are short on time, I distilled the book down into a blog post.

Referrals 195

Referrals LinkedIn Data Research 195

No More Cold Calling

FEBRUARY 21, 2019

Art Kohn’s article, “ Brain Science: Overcoming the Forgetting Curve ,”pointed me to a book called Make It Stick by Peter C. The way to embed learning and actually remember information is to use “testing as a tool for learning.” Brown, Henry L. Roediger III, and Mark A.

Cold Calling 308

Cold Calling Training Research Study 308

The Pipeline

FEBRUARY 20, 2018

Sellers often forget that as an asset, we are open to the same review of our contribution to our company’s fiscal and other objectives, much the same as reviewing assess like an ERP or any other business-critical tools. But the same tools that automate things, are contributing to sales complexity and reps turning off.

Objections 258

Objections ROI Call-back Quota 258

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?” Try this: Be prepared with an initial email template written in advance (it can be generic or it can include an initial quote of services) and have it ready to send at a moment’s notice.

Face-to-face 243

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

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

SEPTEMBER 17, 2023

Thank you for all the best wishes on my new book, The Owner’s Manual to Life: How to Worry Less & Enjoy Life More. If you’ve been interested in learning more about the book, I’d like to offer you a complimentary sample. Here are the first fourteen quotes in the book: #1: Is that a bad thing? #2: Hello everyone!

Face-to-face 223

Face-to-face Gatekeeper Licensing Decision Maker 223

Hubspot Sales

MAY 3, 2024

That put a sour taste in my mouth regarding using that AI tool for my small business. While I’m still not overly impressed with ChatGPT’s ability to write (or, should I say, generate ) content, I’ve come to think it’s a handy research tool. This round-the-clock support is driven mainly by AI-powered chatbots and self-service tools.

Small Business 116

Small Business Small Business Tools Social Media 116

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

Understanding the Sales Force

JANUARY 4, 2023

After reading Malcom Gladwell's book, Talking to Strangers , I can finally explain why the success rate is so low. CEOs, Sales Leaders, Sales Managers and HR Directors are under water when it comes to sales selection. They get it right about 50% of the time and that includes salespeople who stay but underperform.

Hiring 296

Hiring Sales Sales Management Tools 296

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. In this example, taken from my book, my client is a fast-growing firm that provides multiple services to the pharma industry. Here’s how to get started.

Account 289

Account Campaigns Engineering Harvest 289

Zoominfo

OCTOBER 15, 2019

A simple, 5-sentence “foot in the door” email helped me and Jeremy Chatelaine, the founder of Quickmail.io , book 19 meetings with startup founders in Tokyo in just 10 days. Rather impressive considering we had zero connections in Japan, we had only 2 weeks to book 10+ meetings, and we didn’t speak Japanese.

Top of Funnel 230

Top of Funnel Scale Film Lead Generation 230

Zoominfo

DECEMBER 6, 2024

Beyond Basic CRM Functionality While standard CRM tools offer basic lead routing, dedicated solutions excel at managing complex workflows. By integrating seamlessly with your CRM, these tools enhance functionality and boost team efficiency. Chili Piper Chili Piper combines form routing, chat, lead distribution, and scheduling tools.

Account 130

Account Sales Qualified Lead Lead Rank Account Based Marketing 130

Mr. Inside Sales

AUGUST 13, 2021

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. Oh sure, I send emails also, and I leave voicemails once in a while, but in between, I’ll call five to seven times a week—at different times, different days—and hang up if I don’t reach someone.

Face-to-face 317

Face-to-face Call-back Gatekeeper Licensing 317

Sales and Marketing Management

MAY 10, 2019

Basic implementation tools can be found for free online. AIDA is a helpful tool for writing marketing prose. Access free basic tools for implementing SAM 6 at Publicity.com. Access free basic tools for implementing SAM 6 at Publicity.com. (Even the name is uncomplicated!) The six steps are: 1. Engage your creative team.

Marketing 237

Marketing Social Media Promotion Channels 237

Mr. Inside Sales

SEPTEMBER 10, 2021

In my book, Power Phone Scripts , I talk about the secret of sales. 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. Again, print these out, memorize them, and use them when you get any of the above recurring objections.

Face-to-face 240

Face-to-face Objections Gatekeeper Licensing 240

Zoominfo

AUGUST 26, 2018

Our new e-book. Our new e-book who? We have the tools you need to scale your marketing campaigns and increase your revenue. How do SEO experts celebrate improved search rankings? SERP-rise parties. How did the bad marketer get a job making butter? He had a high churn rate. Knock, knock! Who’s there?

Marketing 272

Marketing Top of Funnel Hiring Social Media 272

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! , Do your salespeople? Reps told me they didn’t need to have sales conversations.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279