Mr. Inside Sales

NOVEMBER 3, 2019

If your company has customer service reps (Hint: Every person in your company is a customer service rep!), then it’s imperative for your success to make sure your customers don’t feel this same way. Let’s clear up some myths about what it takes to hire or train outstanding customer service reps.

Customer Service 120

Customer Service Customer Face-to-face Hiring 120

The Sales Hunter

APRIL 15, 2014

You’ll shock your customers, especially those who are used to dealing with a lot of salespeople. Oh, when I say “naked,” what I mean is going into a customer call with zero sales materials. Excuse me, […].

Customer 239

Customer Consultative Selling Selling Skills Customer Service 239

The Sales Hunter

SEPTEMBER 13, 2019

It’s not the time to deliver a presentation. Not only am I anti-presentation in the prospecting phase, but I have a strong distaste for formal sales presentations at any time during the selling phase. The presentation is to benefit the customer not to feed your ego. Skip the presentation!

Prospecting 158

Prospecting Lead Rank Lead Scoring Conversion 158

Jeffrey Gitomer

NOVEMBER 15, 2011

Every obstacle presents an opportunity, if you’re looking for it. Get Sales Blog Updates. Customer Loyalty. Presenting. Sales Management. Sales Videos. Dont let your next sales meeting suck! There is no time like the present to change things up in 2012 to ensure its better than 2011!

Study 332

Study Hiring Social Media Loyalty 332

The Sales Hunter

JUNE 25, 2013

If you want to close more sales, you better first do something about these 8 reasons your customers don’t care: 1. If you do try to fake that you care, your customer will throw you out even faster. Successful salespeople care about their customers. Structure your sales process to allow them to see it.

Customer 253

Customer Customer Service Motivation Selling Skills 253

SBI Growth

SEPTEMBER 15, 2013

As a Sales Operations leader, you have 3 major challenges heading into 2014. Understanding how your customers are evolving and determining whether your sales team is keeping pace. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. Jesse runs Sales Operations for a Value Added Reseller.

Tools 300

Tools Sales Tools Collateral Vendor 300

Score More Sales

JANUARY 27, 2014

Need some sales inspiration? A new twist on an old sales idea you’d like to do again? A quick sales jump-start this week? Here are the first 50 of a list of 101 ways to “snap out of it” and score more sales: read a recommended sales book. bookmark a sales blog and read regularly.

Lead Scoring 281

Lead Scoring Lead Rank Hiring Ideal Customer Profile 281

The Pipeline

SEPTEMBER 15, 2014

We each presented three things you can do to close the year strong. Delegate – A lot of sales people have a Superman complex, they feel they have to do it all themselves, “no one is as capable as I am”. Ability Accountability Action Attitude Closing execution Follow up Panel Discussion Planning Play to Win Proactive Sales 2.0

Outsourcing Services 306

Outsourcing Services Closing Hiring Social Selling 306

SBI Growth

AUGUST 2, 2013

As a Sales Rep, your Buyers expect you to be a Thought Leader. To be successful, what you say, share, and present must meet their expectations. Sign up for the onsite session for your leadership team: How to Make Your Number in 2014: A Sales Strategy You Can Execute. Understand the advantages of your customer service.

Trends 306

Trends Face-to-face Buyer Follow-up 306

Sales and Marketing Management

JANUARY 16, 2019

Author: Chanan Greenberg The sales landscape is shifting – customer service is becoming the most important factor for buyers, expected to surpass both product and price within three years, according to the Customers 2020 report. Sales is no longer conducted exclusively by salespeople. What Is Omni-Channel?

Channels 259

Channels Social Media Consumer Lead Rank 259

Sales and Marketing Management

APRIL 26, 2019

Author: Steve Norman I recently saw the CMO of a high-profile company present at an international marketing conference. I was surprised to hear him talk about the fact that his company was now embracing specialist sales roles. The CMO said this “breakthrough” strategy was the foundation of the company’s sales and marketing plans.

Top of Funnel 229

Top of Funnel Ideal Customer Profile Customer Lead Rank 229

Hubspot Sales

AUGUST 7, 2024

An effective CRM is make-or-break for SaaS companies because of: Customer Retention. 47% of polled businesses said that the use of CRM software had a significant impact on their customer retention. 85% of customers say they‘re willing to spend more on a SaaS tool if there’s good customer service. User Experience.

Software 115

Software Software CRM Oracle 115

SBI Growth

MAY 31, 2013

Here’s a great example: Rick, a sales rep with a wholesale coffee company, calls on a new prospect. During the call, Rick touts that his firm prides itself on exceptional customer service. Last year our customer, Solid Grounds, ( Hero ) places an special order based on holiday internet sales. Continued below.

Infusion 335

Infusion Decision Maker ACT Follow-up 335

Hubspot Sales

OCTOBER 16, 2024

Even if that’s not the case for you specifically, I can assure you that it is for many sales professionals (even the ones that swear they’ve become immune to its fearsome effects). You see, cold calling – no matter which way you feel about it – is simply a part of the sales biz. Information about your product or service.

Outsourcing Services 105

Outsourcing Services Cold Calling Scale Call-back 105

Sales and Marketing Management

AUGUST 31, 2017

So whatever the size of your business – whether you are a scaling startup or a Fortune 1000 business – it’s critical to be clear about this vision and to articulate it clearly throughout your business and your sales channel. Understanding that there is a link between vision and sales is an important step. The opposite is true.

Top of Funnel 246

Top of Funnel Oracle Scale Small Business 246

Jeffrey Gitomer

AUGUST 23, 2011

In order to struggle less, you must begin to make the transition from “making a sale” to “creating a buying atmosphere.” Let me give you the non-sales skills version. None of them are about “how to close the sale.” Being your best at all times — Second best in sales is first loser.

Selling Skills 326

Selling Skills Hiring Social Media Lead Rank 326

Mr. Inside Sales

OCTOBER 11, 2021

“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. ON DEMAND SALES TRAINING THAT GETS RESULTS! And these are the things you look for as well, right?”.

Objections 285

Objections Face-to-face Gatekeeper Decision Maker 285

Sales and Marketing Management

NOVEMBER 30, 2020

Author: Scott Greenberg Quick quiz: John gets paid when he makes a sale. Each day he prospects for new customers. He builds relationships with these customers, assessing and meeting their needs. He works hard to compete against others in the industry vying for the same customers. Same Questions and Opportunities.

Real Estate 256

Real Estate Insurance Insurance System 256

The Sales Hunter

APRIL 5, 2019

How well do your questions push the customer’s thinking? Sales leadership is about the customer seeing you differently than every other salesperson. Sales is about taking the customer to a different level. If you just satisfy their basic needs, you are not selling your service to the customer.

Sales Leadership 223

Sales Leadership Motivation Sales Customer 223

Zoominfo

MARCH 3, 2019

In the world of B2B sales, company research is a critical aspect of any successful rep’s daily duties. In fact, access to the right research tools and information can make or break your ability to identify target accounts, personalize a sales pitch, and ultimately, close deals. How often do they receive customer complaints?

Research 233

Research B2B Tools Company 233

Sales and Marketing Management

NOVEMBER 17, 2019

Author: Charlotte Powell You don’t need a big sales team to make a lot of money. Small sales teams can perform incredibly well if you get the right balance of skills, motivation, and resources. How can you inspire your sales team to go above and beyond? Even small sales teams need a sales toolkit.

Collateral 230

Collateral Sales Qualified Lead Guarantee Resources 230

No More Cold Calling

APRIL 29, 2019

I’m sure you could “fill in the blank” for any number of retailers, and when you have a bad customer experience, you feel the need to tell people about it. What happens in B2B companies when a salesperson pitches strangers on social media , when customer service takes hours to respond, or when the solution didn’t work as promised?

Referrals 261

Referrals B2B Sales Qualified Lead Cold Calling 261

No More Cold Calling

OCTOBER 4, 2018

Instead, I prefer to focus on sharing insights and tips for referral sales lead generation. A huge problem today is the belief that sales lead generation can be automated. We know that sales reps who leverage technology such as AI and predictive analytics are more productive and successful than those who don’t. 100, 50, 20, 5?

Lead Generation 266

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 266

Sales and Marketing Management

MARCH 19, 2018

But difficulty and a lack of time are merely surface reasons explaining why sales teams often fail to generate more leads. Lack of a Plan - Sales teams might have a goal of generating leads, but they often don’t follow through on it. The Thrill of the Sale - Closing a sale is often the most rewarding phase for a salesperson.

Sales Qualified Lead 221

Sales Qualified Lead Leads Marketing Qualified Lead Lead Generation 221

Steven Rosen

FEBRUARY 7, 2024

Rika Cuff , Senior Vice President of Scholastic and Champ Sales at Herff Jones, discusses the importance of sales leadership in sales culture development. Rika’s insights provide valuable lessons for sales leaders looking to create a positive and motivating team environment. Recognition goes a long way.

Social Media 156

Social Media Sales Leadership Media Face-to-face 156

Smooth Sale

MAY 15, 2025

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Customer-Centric Culture is Vital for Brand Reputation and Growth Your brand reputation is something you begin building from day one as you begin to build your small business. Empower Employees to Be Customer-Centric Spend time studying customer service metrics.

Film 78

Film Customer Customer Service Influencer 78

Sales and Marketing Management

JUNE 1, 2018

Stop selling products or services and start selling stories. Managers of sales and marketing teams are charged with coaching up individual team members, enhancing their skill sets and improving overall team performance. Storytelling has stood the test of time as a critical skill in sales and marketing?—?and But where to begin?

Marketing 226

Marketing Telemarketing Education Scale 226

Understanding the Sales Force

OCTOBER 25, 2023

And that, somehow, leads me to sales performance. If they haven’t been exposed to professional selling methodologies and sales processes, and had those demonstrated to them via expert, unscripted role-plays, then they would have no clue that the presenting and proposing they have been doing is woefully inadequate.

Outsourcing Services 201

Outsourcing Services Territories Proposal Sales Methodology 201

SBI Growth

AUGUST 11, 2013

The sales QBR (Quarterly Business Review) is a convention that needs to be revamped or reconsidered. Thanks Mr. or Mrs. Customer for making the time to review ‘our’ activities over the last quarter. In this blog, I address a sales strategy to enliven QBRs and improve account management. It also helps with sales development.

Exercises 257

Exercises Face-to-face Vendor Churn 257

Partners in Excellence

JANUARY 24, 2025

I think I disappointed everyone, they thought I was going to present some keen insights about how to improve performance. For example, the manager for one of the highest performing sales teams I know only tracks about 5 metrics, YTD performance against plan. Instead, I posed a single question?

Forecasting 115

Forecasting Fashion Conversion Call-back 115

Pointclear

MARCH 19, 2013

With his team at Waldschmidt Partners, Dan uses his EDGY Strategy to help sales teams exceed their goals. Dan calls giving out bonuses during sales cycles “tactical stuff.” Instead, Dan recommends a philosophy that empowers employees and enriches both customers and communities. Even counting to ten thousand is really difficult.”

Conversion 264

Conversion Automotive Face-to-face Decision Maker 264

Pipeliner

FEBRUARY 18, 2025

Efficiency and Proximity to Sales : Agility : Internal teams can respond more swiftly to market changes and customer needs, as they are directly connected to the sales and customer service departments. online sales magazine & YouTube Channel and for audio podcast channels where Sales POP!

Lead Rank 95

Lead Rank Outsourcing Services Lead Scoring Marketing 95

Sales and Marketing Management

SEPTEMBER 24, 2017

Digital selling yields the best results when companies offer consistent experiences across all channels, including brand image, media releases, client presentations, customer service, and product engagement. Tech + Relationships = Better Sales. Silos also present huge barriers to effective digital selling strategies.

Strategy 166

Strategy B2C Top of Funnel Sales Qualified Lead 166

Understanding the Sales Force

JUNE 6, 2024

It seems that nearly every time we (and our friends and colleagues) do business with a company, there is a problem and we must contact customer service. And most of the companies that reach out to me about their sales challenges complain that their win rates when attempting to win business away from incumbent vendors is quite low.

Banking 145

Banking Proposal Vendor Customer Service 145

criteria for success

MAY 4, 2025

What is a Sales Performance Assessment? Well, the success of any business is dependent on sales growth. And sales growth is the result of a well-developed sales strategy. Cue the Sales Performance Assessment. Is your sales team missing their quotas? Solution: Create a table and label each column A, B, C, D.

Hiring 52

Hiring Sales Qualified Lead Collateral Buyer Persona 52

Hubspot Sales

MARCH 21, 2018

Best Sales Questions. How does your company evaluate the potential of new products or services?". To provide value to these modern buyers, we need to ask good sales questions. Then, you can customize your sales presentations and pitches to their specific circumstances. Best Sales Questions to Ask Customers.

Customer 87

Customer Scale Vendor Churn 87