Mr. Inside Sales

JUNE 11, 2021

Sales people like to talk; if you don’t believe me, just listen to a recording of one of your reps (or of yourself!). Why do sales reps talk so much? A good script—and script playbook—changes companies and careers. In sales, less talking and more questioning and more listening is the key to success. This is a problem.

Face-to-face 317

Face-to-face Gatekeeper Licensing Decision Maker 317

Score More Sales

JANUARY 18, 2018

As a champion for more women in sales and sales leadership, I could not have been more pleased to see this article written by Microsoft Inside Sales Chief of Staff and Microsoft Women Board Co-Chair Rahki Voria aptly titled Why We Need More Women in Sales.

Microsoft 203

Microsoft Company Inside Sales Sales Leadership 203

Mr. Inside Sales

AUGUST 14, 2020

Have you ever stopped and examined your attitude about sales? When someone asks you what you do for a living, are you embarrassed to say you’re in sales? See, I was smarter, better, had more to offer than just “sales.”. My real attitude was that sales was a pushy occupation for people who couldn’t do anything else.

Face-to-face 295

Face-to-face Call-back Gatekeeper Licensing 295

Hubspot Sales

APRIL 9, 2020

Similarly, your business's inside sales team needs the right technology to be as productive and impactful as possible. Not to mention, just because the tools and tech you have in place for your outside sales team work well for their needs, doesn't necessarily mean they'll be an ideal fit for your inside sales reps, too.

Inside Sales 132

Inside Sales Sales Technology Wireless Hubspot 132

SBI Growth

MAY 15, 2013

"Should we hire an external Sales Manager or promote from within?". Open Sales Management positions are bad for sales organizations. Having the wrong Sales Manager (SM) is worse. This post helps you decide between hiring an internal or external Sales Manager. Eddie is an SM from a large software company.

Hiring 300

Hiring Sales Management Forecasting Inside Sales 300

Hubspot Sales

FEBRUARY 3, 2021

Sometimes fitting in just means shifting circumstances — and that principle applies to different brands of sales. Sometimes sales professionals currently working outside sales aren't cut out for it. If you find yourself in a position like that, you might want to consider transitioning from outside to inside sales.

Inside Sales 136

Inside Sales Hubspot Outside Sales Scale 136

Hubspot Sales

MAY 5, 2020

For many leaders, when we hear the term remote sales management, our blood pressure starts to rise. Sales teams are hard enough to manage already, let alone remotely.". Let’s explore some crucial components you can keep in mind when constructing your own sales enablement strategy. There is no need to fear.

Inside Sales 134

Inside Sales Sales Enablement Face-to-face Call-back 134

Hubspot Sales

DECEMBER 19, 2023

Great inside sales training improves team performance, which can increase sales revenue. Be that reducing recruitment costs by retaining top-tier sales talent or training reps to automate non-selling activities with AI tech. Table of Contents What is inside sales training? Here are five reasons you should.

Inside Sales 110

Inside Sales Training Hiring Outsourcing Services 110

Mr. Inside Sales

MARCH 7, 2022

Success in sales is easy—if you’re using the right messaging. Unfortunately, many companies and reps still insist on winging it—and that makes your day-to-day jobs harder, and it leads to hit and miss success. I spend 80% of my consulting time these days correcting and improving companies messaging. Get Access Today.

Company 31

Company Face-to-face Gatekeeper Licensing 31

Mr. Inside Sales

JANUARY 2, 2021

Most company’s sales teams are under immediate pressure to begin accomplishing their new goals and sales targets for 2021. Here’s how I handle the companies and contacts I speak with in January. Or I ask a good assumptive question like: “How much of a budget do you have per quarter for sales training?” Overwhelmed?

Face-to-face 314

Face-to-face Gatekeeper Inside Sales Licensing 314

Sales Hacker

FEBRUARY 16, 2021

Subscribe to the Sales Hacker Podcast. Lessons from inside sales mid-pandemic [18:50]. Kristin on the future of sales [23:04]. Sam Jacobs: This week, we’ve got another great episode for you with Kristin Twining , VP of business development and inside sales for FireMon. We’re on iTunes. And on Stitcher.

Inside Sales 131

Inside Sales Field Sales Policies Travel 131

Salesmate

JANUARY 24, 2021

Just like every important element of our lives, technology has changed the face of sales. Both – Businesses and customers have grown comfortable with sales inside an office. Companies have started to build a workforce that finds prospects inside four walls. So what exactly is inside sales?

Inside Sales 111

Inside Sales Tools Strategy Outside Sales 111

Hubspot Sales

MAY 31, 2020

Sales organizations that wait until a sale is won or lost to judge a playbook’s success only have one metric by which to measure their efficacy. Without tracking their sales and pipeline activity, in addition to results at both an individual and company-wide level, it’s impossible for sales leaders to pinpoint weak areas.

Inside Sales 119

Inside Sales Forecasting Quota Pipeline 119

Mr. Inside Sales

MAY 15, 2020

2) To nominate for the AA-ISP Top 25 Most Influential Inside Sales Professionals, please go here: [link]. Here is the information you’ll need to nominate me : Choose: “Sales Leader/Executive” in the middle from 3 options on the bottom. Company: Mr. Inside Sales. First name: Mike.

Face-to-face 268

Face-to-face Gatekeeper Licensing Decision Maker 268

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. Brad wasn’t.

Face-to-face 310

Face-to-face Inside Sales Gatekeeper Licensing 310

Mr. Inside Sales

OCTOBER 11, 2021

What often makes the difference is your enthusiasm and belief in your company and what you’re selling. When I got into this industry I did my own research, just like you’re doing now, and I looked for the company that not only offered the best (product or service) but also delivered the best customer service and follow-up. Click Here.

Objections 285

Objections Face-to-face Gatekeeper Licensing 285

Mr. Inside Sales

MARCH 1, 2021

You may want to win, want to make more money, want to be in the elite class of closers at your company, BUT: Are you willing to put in the work? I hung out there talking b g about the company with the other bottom producers, and I couldn’t wait for lunch time, and by Friday, I didn’t work too hard (casual Friday, you know).

Face-to-face 300

Face-to-face Gatekeeper Call-back Licensing 300

Score More Sales

JULY 11, 2013

He was my sales colleague. We both were account managers selling millions of dollars worth of technology to a major aircraft company. We had the understanding of what was being purchased and why to such a degree that we could inform others at this company who were not in the loop. Get More Answers. Get those answers.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

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. Most sales reps beat around the bush and are timid, hesitant, and resistant to taking control of the call. An example is how most sales reps open their calls.

Gatekeeper 235

Gatekeeper Face-to-face Licensing Decision Maker 235

The Pipeline

AUGUST 10, 2020

Sales Scrum Podcast Episode #17 – Guest Art Sobzac. Art Sobzak is the President of Company: Business By Phone Inc., The Third Edition was just released and hit #1 in the Business Sales category on Amazon on its second day. The Third Edition was just released and hit #1 in the Business Sales category on Amazon on its second day.

Cold Calling 250

Cold Calling Webinar Metrics Inside Sales Coaching 250

SBI Growth

NOVEMBER 17, 2021

CEOs are increasing sales and marketing investment more than any other functional area in 2022, and most GTM leaders are funneling a significant portion of that investment to quota-carrying reps.

Top of Funnel 294

Top of Funnel Funnel Inside Sales Quota 294

Mr. Inside Sales

OCTOBER 25, 2021

Influencers are key to both getting through to decision makers, and to eventually making a sale. The question is: How do you properly qualify them and get them to influence the sale in your favor? Learning how much influence they have is crucial to the overall sales process. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Influencer 288

Influencer Decision Maker Face-to-face Gatekeeper 288

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! You owe it to yourself!

Gatekeeper 255

Gatekeeper Face-to-face Sales Qualified Lead Licensing 255

Mr. Inside Sales

MAY 22, 2020

Companies and people are still buying. You probably wrote a sale just last week, and the top producers in your office are still writing business. True story: I was walking in my neighborhood the other day, and a home went on sale—you know, the sign in the front yard, etc. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 281

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

Mr. Inside Sales

JANUARY 22, 2021

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. Here’s the solution: Make a list of three crucial questions to ask during each part of your sales process. ON DEMAND SALES TRAINING THAT GETS RESULTS! Get Access Today.

Face-to-face 287

Face-to-face Gatekeeper Licensing Decision Maker 287

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?

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

SBI Growth

FEBRUARY 26, 2013

As the VP of Sales, you’re pulled in 15 directions. You’re coaching and mentoring Sales Directors and Managers. Many Sales VPs are innately aware of the competition. Both are cases where the VP of Sales was blindsided by an evolving customer landscape. Names have been altered to protect anonymity: Acme Company.

Competition 323

Competition Customer Lead Rank Top of Funnel 323

Mr. Inside Sales

JUNE 22, 2024

So here is how I currently start my closing calls ( yes , I’m still closing sales!): But if you’re willing to do that, you’ll instantly elevate yourself into the top closer status at your company. ON DEMAND SALES TRAINING THAT GETS RESULTS! first, I could save myself A LOT of time and energy. Won’t that be nice?

Closing 255

Closing Face-to-face Gatekeeper Sales Qualified Lead 255

SBI Growth

SEPTEMBER 23, 2013

Your Sales Strategy. It is one thing to have a sales strategy. VPs of Sales are asking the question “What have I done before?”. VPs of Sales are asking questions like: Is our Sales Process good enough? Are my Sales Managers good enough? Do This— Start with a Sales Strategy Blueprint. This is flawed.

Compensation 325

Compensation Social Media Incentives Incentive 325

Score More Sales

DECEMBER 11, 2014

How are B2B sales leaders planning for their teams in 2015? Top 20 sales experts weigh in on this, including me. I was pleased to be a part of this e-book (download here) created by Velocify which addresses a number of issues that are on the minds of sales leaders everywhere. Increase Opportunities. Expand Your Pipeline.

B2B 241

B2B Twitter Inside Sales LinkedIn 241

Mr. Inside Sales

NOVEMBER 18, 2018

He told me that a few years ago he was working for a company selling an IT solution, and that while dealing with the Director of IT, he suddenly had an opportunity to meet the new CFO. After a few weeks, the CFO then followed up again and made a purchase from my client and his company. This was unexpected and he had to think fast!

Closing 227

Closing Decision Maker Inside Sales Face-to-face 227

Mr. Inside Sales

APRIL 14, 2023

The proven formula is simple: Leave your name, company name, and a brief reason you’re calling (especially one that includes a benefit for your prospect), and then leave your phone number SLOWLY and twice. Bottom line: Stop trying to be tricky, and stop sounding like a desperate sales rep. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 254

Face-to-face Gatekeeper Licensing Decision Maker 254

Hubspot Sales

JANUARY 5, 2024

I’ve been in contact with sales experts about how AI has helped them. They’ve shared tips and AI hacks for inside sales reps, as well as tips for coping with — and bouncing back from — bad sales months. After initially flattening the learning curves, sales teams are getting more done in less time.

Inside Sales 115

Inside Sales Lead Rank Lead Scoring Churn 115

Sales and Marketing Management

DECEMBER 14, 2020

As a longtime member of the incentives industry, I am often asked what businesses can do to better manage their sales teams and their relationships with their channel partners in the constantly changing world. My answer: sales training initiatives. Sales training has grown in importance in the past decade.

Incentives 295

Incentives Incentive Training Channels 295

Pointclear

APRIL 17, 2014

In January I wrote the blog: How to Diagnose if Inbounditis is Killing Your Sales Pipeline , which was published by DemandGen Report. In the article I assert: "A healthy, driven inbound marketing department is great, but over-reliance on inbound marketing (what I call ''inbounditis'') negatively affects the revenue backbone of any company.

Inbound 257

Inbound Marketing Sales Qualified Lead Outbound 257

SBI Growth

JANUARY 1, 2013

Mike Drapeau is famous for looking into the dusty corners of sales productivity. Sales leaders hire Mike to fix revenue shortfalls before they happen. For example, Sales VPs at HP, Phillips 66, and Dow Jones have relied on Mike’s advice to make their quotas. He wrote the book on sales benchmarking before most had heard the term.

B2B 308

B2B Hiring Quota Social Selling 308

SBI Growth

NOVEMBER 12, 2013

Increasingly, companies are missing the number because they lack a formal sales strategy. Many are not making the number because a sales strategy is absent. You may be wondering how prepared your sales team is heading into next year. As you plan for next year, a defined sales strategy is a must have.

Strategy 317

Strategy Hiring Top of Funnel Margin 317