Sales 2.0

MARCH 12, 2020

This includes your prospects. Don’t be surprised if prospects associated with these deals don’t respond to your team’s emails or phone calls anymore. Don’t be surprised if prospects associated with these deals don’t respond to your team’s emails or phone calls anymore. Your prospecting numbers may drop too.

Top of Funnel 378

Top of Funnel Pipeline Follow-up Proposal 378

No More Cold Calling

JULY 13, 2021

You get an introduction to your prospect, and you get a meeting with the decision maker. They rely on what they’ve done before, which is cold calling and sending cold emails, and decision makers don’t want either. Some salespeople fool themselves into believing what I call the “warm call fantasy.”

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

Sales 2.0

OCTOBER 25, 2021

Prospecting : Companies routinely run cold calling prospecting processes that fail 99% of the time, with 1 in 100 calls getting a meeting. Smarter approaches to prospecting are needed. One of the main reasons for this low close rate is that sales people miss decisionmakers in the prospect company.

Territories 396

Territories Compensation Scale Decision Maker 396

Mr. Inside Sales

APRIL 23, 2021

First, remember: Most objections are smokescreens hiding the real reason a prospect isn’t moving forward. Here’s one way I have successfully dealt with this and gotten the prospect to reveal what was really holding them back. And then hit MUTE and listen to what your prospect reveals. They like a different solution.

Face-to-face 334

Face-to-face Gatekeeper Decision Maker Licensing 334

No More Cold Calling

OCTOBER 1, 2020

Get the latest from No More Cold Calling. I’m calling it out, because everyone feels the same way. And then you might owe them something back. Research shows cold calling scripts and tricks don’t work, but referrals do. 4 Secrets to the One-Call Meeting: Your Powerful Referral Program. That’s embarrassing.).

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

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. If you sent out the hottest lead ever, a “10” on a scale of 1 – 10, when you call them back, have you ever noticed that now they’re about a “7”?

Sales Qualified Lead 320

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

Mr. Inside Sales

JULY 6, 2021

Rookie mistake: You’ve got several products or services you can offer a prospect, and you start by offering the first, or main one, then hear an opening for another one so pivot to that one, and describe another—and then another. Let me think about these and get back with you.”. Stalled sale. Sound familiar? At that time, load them up!

Face-to-face 317

Face-to-face How To Pivotal Call-back 317

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. 2: Make more calls without leaving a message. I take the opposite approach: I call.

Face-to-face 317

Face-to-face Call-back Gatekeeper Decision Maker 317

The Pipeline

AUGUST 31, 2021

Vacations over, back to work, finishing the year and setting the table for next year. While this year is no different, there is greater anticipation in light of vaccine and people’s back to work attitude. Closing business and prospecting to ensure you avoid the January lull with a pipeline that propel you to success.

Harvest 360

Harvest Referrals Call-back Video 360

Mr. Inside Sales

NOVEMBER 16, 2020

Question for you: How often do you take notes while you’re on Mute and your prospect is revealing their buying motives? Then, by feeding these back to them, you’ll be speaking to a person’s listening. Make a much better connection with your prospect or client because they will feel listened to and heard. You don’t take notes?

Motivation 332

Motivation Face-to-face Gatekeeper Decision Maker 332

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? ON DEMAND SALES TRAINING THAT GETS RESULTS!

Closing 334

Closing Gatekeeper Face-to-face Decision Maker 334

No More Cold Calling

OCTOBER 1, 2021

Plus, here’s what you might have missed from No More Cold Calling this summer. Obviously, I’ve never been a fan of cold calling, but now the uninvited sales pitches are multichannel. On that note, take a look at what you might have missed from No More Cold Calling about relationship building and referral selling …. Try This. “My

Referrals 316

Referrals Decision Maker Cold Calling Social Media 316

Mr. Inside Sales

JUNE 11, 2021

And when your ears are closed, you learn nothing about your prospect’s buying motives, their possible objections, or whether or not they are buying into your pitch. Ask questions frequently of your prospect. Intersperse it with tons of questions and tie-downs and opportunities to engage and learn more about your prospects.

Face-to-face 317

Face-to-face Gatekeeper Decision Maker Licensing 317

Mr. Inside Sales

JANUARY 8, 2021

Two weeks into the New Year, and are you already stressed about picking up the phone and making prospecting calls? I learned a secret years ago that enabled me to overcome my fear of making calls, and that allowed me to make hundreds of cold calls stress-free. Imagine that…. That’s just the way it’s going to go.

Face-to-face 313

Face-to-face Cold Calling Gatekeeper Decision Maker 313

Mr. Inside Sales

DECEMBER 12, 2020

In case you missed this, I received the following email last week: Dear Mike: The people have spoken and your article, “3 Keys to Dealing with Difficult Prospects,” has won 2nd place in our 2020 Sales Pro Central MVP Awards Social Selling category!” I listen to a lot of calls each week that my clients send me.

Decision Maker 291

Decision Maker Face-to-face Call-back Gatekeeper 291

Mr. Inside Sales

JANUARY 19, 2024

Like this: “I’m sure you do, and that’s why I’m calling you today. I know it makes sense to have several vendors you can check pricing and availability with, and having another supplier in your back pocket is only going to help you, right?” [Get Now ask questions, try to engage, and take your prospect as far as they’ll let you!

Face-to-face 273

Face-to-face Gatekeeper How To Decision Maker 273

Mr. Inside Sales

APRIL 14, 2023

To follow up on the blog post from two weeks ago (about the one quick fix to get your VMs returned ), here is the second quick fix: Stop trying to trick your prospect! Call me back as soon as you can…” just reeks of a tricky salesperson calling. So do your prospects. Search my blog if you missed them.) Believe me.

Face-to-face 254

Face-to-face Gatekeeper Decision Maker Licensing 254

Mr. Inside Sales

JULY 20, 2021

Qualify prospects better and learn their buying motives. If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. Click this special link to make a purchase. Connect with decision makers easier. Give better demos and presentations.

Gatekeeper 315

Gatekeeper Decision Maker Face-to-face Licensing 315

Mr. Inside Sales

JANUARY 2, 2021

Welcome back to your home office; how do you feel? As you speak with your clients and prospects this week, it’s helpful to realize that they are all feeling this same pressure also. If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today.

Face-to-face 314

Face-to-face Gatekeeper Inside Sales Decision Maker 314

Mr. Inside Sales

MARCH 6, 2021

I listen to hundreds of calls every month, and I rarely hear thank you (or please). If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. Again, I know, this sounds too simple, too common place, too commonsensical.

Gatekeeper 316

Gatekeeper Closing Face-to-face Decision Maker 316

Mr. Inside Sales

APRIL 11, 2021

Tricky title, I know, but there is a tool out there (many, in fact) that will enable you to do this. And this particular one is called TapeACall Pro. This one has the best features, including recording incoming calls—and calls you’re already on—and more. As the name suggests, this is a phone recording app for your iPhone.

Face-to-face 291

Face-to-face Gatekeeper Decision Maker Licensing 291

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

No More Cold Calling

APRIL 9, 2020

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. In fact, they didn’t even need to talk to prospects, because they had great tech tools. But the most powerful tool in your sales toolbox is still you!

Conversion 305

Conversion Face-to-face Social Media Referrals 305

Mr. Inside Sales

FEBRUARY 20, 2021

If a client or prospect contacts you for something, say, more information or to look up the status of an order, etc., rather than waiting until you have the answer—which could take a day or longer—get into the habit of responding back within the hour with even: “Just wanted to let you know I received your email, and I’m working on it.

Face-to-face 271

Face-to-face Call-back Gatekeeper Decision Maker 271

Mr. Inside Sales

MAY 22, 2020

You go back to basics: you acknowledge them, and then go around them to either earn the right to have a conversation, or to qualify the prospect. Tell you what I’d like to do: Let’s set up a 10-minute call, and I’ll share some of those solutions with you and let you know what we’re doing to help them. That was quick.

Face-to-face 281

Face-to-face How To Call-back Gatekeeper 281

Mr. Inside Sales

SEPTEMBER 26, 2020

We all know the importance of listening to our prospects and clients, so why are we doing so little of it? Simple—salespeople love to pitch, to tell prospects of all the features and benefits, and to find the one selling point that might make the difference. 2) Write down key words or phrases your prospect uses.

Face-to-face 248

Face-to-face Gatekeeper Decision Maker Licensing 248

Mr. Inside Sales

MARCH 2, 2023

Tired of leaving tons of voicemails and not hearing back from anyone? Incorporate these proven techniques and give yourself the best chance of hearing back from prospects: #1: Use the “I need a little help, please…” technique. 2: Next, make sure and let them know you’ll be brief when they call you back. . #2:

Face-to-face 230

Face-to-face Call-back Gatekeeper Sales Qualified Lead 230

Mr. Inside Sales

JUNE 22, 2024

So here is how I currently start my closing calls ( yes , I’m still closing sales!): Once I get my prospect on the phone for our chosen closing time, I open with: “Before I get started, I’m sure you’ve looked over things, so, what questions do you have for me?” first, I could save myself A LOT of time and energy.

Closing 255

Closing Face-to-face Gatekeeper Sales Qualified Lead 255

Mr. Inside Sales

SEPTEMBER 25, 2021

Script #1: Make sure and have an email already prepared while you’re prospecting. The point here is whether or not your prospect will: Give you the time to speak further with them. This tells you how cooperative your prospect is, and so how cooperative they will be throughout the sales cycle. Right then!

Sales Qualified Lead 284

Sales Qualified Lead Face-to-face Gatekeeper Decision Maker 284

Mr. Inside Sales

JANUARY 22, 2021

We all know the importance of asking questions of our prospects and clients, yet how many do you ask? And: Your prospects have all the answers about whether they’ll buy from you or not, and what you need to say to sell them. Here’s a list to get you started: For prospects: #1: “What motivated you to reach out to us today?”. [If

Face-to-face 287

Face-to-face Gatekeeper Decision Maker Licensing 287

No More Cold Calling

APRIL 26, 2021

If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. I wrote that in 2013, back when virtual sales meetings weren’t the only option. For sellers, this makes access to prospective buyers the first chokepoint. How do you get access to your prime prospects?

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

Mr. Inside Sales

AUGUST 21, 2022

I watched a sales rep making cold calls the other day. He was making one crucial error that was leading to him not getting very far with prospects. I want to share with you what this common prospecting error is and how to immediately fix it. What was missing was the common currency of human interaction to set up the call.

Prospecting 156

Prospecting Face-to-face Sales Qualified Lead Cold Calling 156

Mr. Inside Sales

JUNE 30, 2024

Why not come back to the office after the holiday better than you left it? Imagine: for less than $18 you can suddenly fly past gatekeepers, overcome initial resistance statements from prospects, and qualify leads so you’ll know exactly how to close them! Better than the other sales reps competing with you?

Gatekeeper 255

Gatekeeper Face-to-face Sales Qualified Lead Decision Maker 255

Mr. Inside Sales

MARCH 17, 2023

So many sales reps are anxious when they speak with a prospect. Plus, they know that most of the “prospects” they speak with don’t turn into a deal anyway, so, why not learn who is a real prospect right from the get go? It seems they are afraid and think things like: “Will they like my product or service?” “Am

Decision Maker 261

Decision Maker Face-to-face Gatekeeper Licensing 261

No More Cold Calling

JUNE 9, 2019

Ten years later, his advice is even more relevant than it was back then—for college graduates starting their careers, and for salespeople looking to get B2B leads. Successful sales professionals understand that technology is a must-have business tool. The Evolution of Cold Calling. Talk about rude and disengaging behavior!

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

Mr. Inside Sales

OCTOBER 11, 2021

Managers tell reps to stress the quality, the warranty, the features and benefits, but your prospects have heard all that before, haven’t they? Often times, services and products are roughly the same, and prospects will buy from the people they like, know or trust. Want a better way? ON DEMAND SALES TRAINING THAT GETS RESULTS!

Objections 285

Objections Face-to-face Gatekeeper Decision Maker 285

Mr. Inside Sales

MAY 11, 2023

“The leads are trash, and I actually agree with some of my prospect’s objections!” “I Should I go back to school?” While managers want you to jump on the next call, go from a negative experience and be positive again and “smile and dial,” you know how hard that is. Just accept it and get back to neutral. And on and on.

Face-to-face 250

Face-to-face Call-back Gatekeeper Decision Maker 250