Understanding the Sales Force

NOVEMBER 17, 2014

Dave Kurlan Inbound Marketing inside sales reaching prospects prospecting tips' Did you ever play a hole where you drove it perfectly off the tee, hit a great shot from the fairway and still couldn’t get it on the green in regulation? Of course you did. Almost always.

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Inbound Closing Inside Sales Course 267

Mr. Inside Sales

NOVEMBER 18, 2018

My client was obviously pleased with how this turned out, but he told me that the real lesson he learned from the interaction is just how long some prospects take to think about questions they are asked. He continued: “This situation revealed the real challenge we face as inside sales reps.

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Closing Decision Maker Inside Sales Face-to-face 227

Score More Sales

MARCH 26, 2014

Finding the right prospective buyers and then actually having conversations with them are the top two challenges most sellers are facing now. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Close More Deals. Close More Deals. Increase Opportunities.

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Prospecting Ideal Customer Profile Lead Rank Lead Scoring 254

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. ON DEMAND SALES TRAINING THAT GETS RESULTS!

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Face-to-face Gatekeeper Decision Maker Licensing 334

Mr. Inside Sales

MAY 14, 2021

Then hit that oh-so-important MUTE button, and let your prospect tell you how to sell them. You’ll be amazed at what you hear—and how much further you can take your prospects…. The post One Great Close You Should Be Using appeared first on Mr. Inside Sales. Get Access Today.

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Closing Face-to-face Gatekeeper Licensing 197

Score More Sales

DECEMBER 22, 2014

As the year draws to a close, it can be challenging to find inspiration to be productive when there are so many distractions going on. What if you spent several hours working on a prospecting strategy for success – if in fact you really were reaching NO ONE now? Close More Deals. Close More Deals.

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Prospecting Ideal Customer Profile Decision Maker Twitter 262

Mr. Inside Sales

AUGUST 12, 2022

In inside sales, too, you can become a better sales producer if you concentrate on the simple things and doing them better. I kept a notebook with all my prospects in it and every time they didn’t buy, I’d put in red ink the reason why not. 2: Ask for bigger orders on every close. You should be doing so, too!

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Closing Film Face-to-face Inside Sales 195

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. Stalled sale. The dangers with offering too many choices are you’ll often talk past the close.

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Mr. Inside Sales

OCTOBER 2, 2020

Wondering if the prospect is sold and/or what they’re going to do next? Remember: You can’t close an unqualified lead. Yet that’s still what many sales reps and teams are trying to do. Try this today and this week during the beginning of your demos and listen to how your prospects respond. Get Access Today.

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Closing Face-to-face Sales Qualified Lead Gatekeeper 189

Mr. Inside Sales

APRIL 22, 2019

How many tie-downs and trial closes do you or your team use during their presentations? What’s a trial close?” In an earlier blog , I introduced the term, “Spray and Pray” as way to describe how many sales rep’s presentations go. This is just one small example of introducing an objecting by pitching past the close.

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Closing Face-to-face Inside Sales Gatekeeper 169

Mr. Inside Sales

JUNE 11, 2021

And that’s because when your mouth is open, your ears are closed. 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. ON DEMAND SALES TRAINING THAT GETS RESULTS!

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Face-to-face Gatekeeper Decision Maker Licensing 317

Mr. Inside Sales

MAY 11, 2019

If you get this objection—while closing or qualifying—then the worst thing you can do is try to answer it or overcome it. And until you find out what’s really holding your prospect back, you’ll just go around and around in circles. It forced me to listen rather than ad-lib poor sales technique. Sound familiar? And you can, too.

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Closing Training Gatekeeper Face-to-face 165

Mr. Inside Sales

AUGUST 7, 2020

This week, I listened to a closing call from one of their reps, and here is how the prospect opened the call: Prospect: “Let me just tell you upfront that we’re looking at a lot of different options right now of which yours is just one…”. Here’s what I teach: Prospects have all the answers. Take what a prospect gives you.

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Prospecting Decision Maker Face-to-face Gatekeeper 199

Mr. Inside Sales

JULY 31, 2022

I was giving a training today and emphasizing the importance of directing the sale, assuming the deal, and leading the prospect through the close. As I did, I reminded the team of closers of my very favorite closing phrase, and one that has literally made me millions of dollars in my career. You see how this goes.

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Closing Face-to-face Gatekeeper Decision Maker 156

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. First, understand what’s happening here: Remember the law in sales: Leads Never Get Better! This approach cuts to the chase and acts like a mini trial close.

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

Mr. Inside Sales

DECEMBER 1, 2018

I was listening to an experienced rep the other day just pitch and ad-lib to a good prospect, and at the end of the call, she had no idea about the prospect’s level of interest, nor did she qualify the prospect. If the prospect is agreeing with you, then you can feel confident at the end in asking for the sale.

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Closing Sales Qualified Lead Lead Scoring Lead Rank 174

Mr. Inside Sales

MAY 21, 2022

Check out our best inside sales training available on the Internet: On-Demand Training! If you get this objection—while closing or qualifying—then the worst thing you can do is try to answer or overcome it. And until you find out what’s really holding your prospect back, you’ll just go around and around in circles.

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Closing Training Gatekeeper Face-to-face 156

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!” Here’s what I teach: Prospects have all the answers.

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

Zoominfo

AUGUST 11, 2021

No business can survive for long without a healthy sales pipeline. It’s what keeps your sales team organized and focused on managing opportunities to close deals. Unfortunately, many B2B organizations suffer from ineffective sales pipeline management. The sales cycle begins when your customer is just a new prospect.

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Pipeline Closing Sales Qualified Lead Top of Funnel 217

Mr. Inside Sales

AUGUST 18, 2018

Inside Sales Management Made Easy. Learn effective inside sales force team rep performance management training ideas, tips, techniques and plan with best practices. Being an inside sales manager is tough these days. Provide your team with clear, easy to follow sales messaging. By Mike Brooks, [link].

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Inside Sales Top of Funnel Training Film 137

Hubspot Sales

FEBRUARY 3, 2021

If you find yourself in a position like that, you might want to consider transitioning from outside to inside sales. And to help your case, we reached out to HubSpot experts who made that jump for their input on what mastering inside sales entails. By her account, inside reps should "always be present.I

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Inside Sales Hubspot Outside Sales Scale 136

Mr. Inside Sales

SEPTEMBER 26, 2020

When you open your mouth, you close your ears. 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. Why do you say that?”.

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Face-to-face Gatekeeper Decision Maker Licensing 248

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? How many does your sales teams ask? If you’re like most sales reps, then you’re probably doing a lot more talking (read pitching) than you are listening. Remember: Whenever your mouth is open, your ears are closed.

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Face-to-face Gatekeeper Decision Maker Licensing 287

Mr. Inside Sales

OCTOBER 25, 2021

Key Number Three: Attempt a trial close. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today. Get Access Today.

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Influencer Decision Maker Face-to-face Gatekeeper 288

Mr. Inside Sales

MARCH 22, 2019

Whether it’s nervousness, fear, inexperience, or just the conviction that if they stop talking the prospect will say “Not interested” and hang up, it doesn’t matter. If you listen to calls from your sales reps, you’ll find that they simply talk past the close. They talk over their prospects. And then they talk some more….

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Prospecting Face-to-face Gatekeeper Inside Sales 161

SBI Growth

FEBRUARY 26, 2013

These LDRs were well trained and capable of qualifying true prospects. Prospects who did engage were speaking with multiple vendors as well. Prospects who did speak with the Teleprospectors were better informed and more aware of competitive alternatives. Prospects were called twice a month instead of once a month.

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Competition Customer Lead Rank Top of Funnel 323

Gong.io

MARCH 19, 2020

Here’s what you – aka sales professionals – need to know to make the switch. . It’s the ultimate test to becoming a world-class inside sales rep. . Here’s how top reps beat the distraction-barrier and capture their prospect’s attention from slide one to close: First , break your demo up into clear, 9-minute chapters.

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Inside Sales Field Sales Quota Call-back 153

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.

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Face-to-face Sales Qualified Lead Hiring Gatekeeper 258

Mr. Inside Sales

AUGUST 16, 2019

And it starts when prospects begin asking for a lower price or a “deal,” or for a reference before committing, or for a free trial to demo services or products. If you’ve done this yourself, then you know all too well the sickening feeling of “giving away the store” only to have the prospect then refuse to do business with you.

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Negotiation Closing Face-to-face How To 137

Mr. Inside Sales

OCTOBER 14, 2019

Wondered not only if the prospect was going to move forward, but also what it would take and how long that might take? Let’s review briefly: We all know that “you can’t close an unqualified lead.” Let’s review briefly: We all know that “you can’t close an unqualified lead.” Upcoming Schedule.

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Closing Face-to-face Sales Qualified Lead Gatekeeper 138

Mr. Inside Sales

JANUARY 11, 2019

He told me that if the client said “no,” then it was up to me to use a close and ask for the sale again. If the prospect was still willing to engage with me but still said no, then all that meant was that I didn’t get into the end zone on that play, but I had three more tries. If I got another no, then it was just third down.

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Closing Objections Inside Sales Sales 150

No More Cold Calling

MARCH 17, 2015

If only you weren’t graded on the number of dials you made or restricted from spending too much time on the phone with a prospect. What salespeople—and sales managers— need to understand is that calls are either hot or cold. Hot : You’ve been introduced by someone your prospect knows and trusts.

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Inside Sales Cold Calling Wireless Decision Maker 120

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?”

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

Mr. Inside Sales

JUNE 30, 2024

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! And all it takes is a little bit of effort, time, and a tiny amount of money. Unlimited License: One to 100 reps can attend for one low price!

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

Mr. Inside Sales

OCTOBER 25, 2018

Whether it’s nervousness, fear, inexperience, or just the conviction that if they stop talking the prospect will say “Not interested” and hang up, it doesn’t matter. If you listen to calls from your sales reps, you’ll find that they simply talk past the close. They talk over their prospects. And then they talk some more….

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Prospecting Inside Sales Objections Up-Sell 166

Mr. Inside Sales

SEPTEMBER 16, 2018

A Simple Lesson From the NFL to Close More Business. Learn the top strategies, ideas, ways and examples on how to increase sales qualified leads with the top open ended sales probing discovery questions for qualifying prospective clients. 2: Ask for bigger orders on every close. By Mike Brooks, [link].

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Sales Qualified Lead Prospecting Film Call-back 156

Mr. Inside Sales

JUNE 7, 2024

If you would like to instantly improve your selling skills—and so your open and close rate—you can do so by taking just a few minutes to complete the following exercise (don’t worry, it’s easy and fun!). What you’ll do is make a list of all the common closed ended questions you ask, and then turn them into assumptive questions instead!

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Selling Skills Gatekeeper Face-to-face Decision Maker 224