Steven Rosen

MARCH 10, 2024

In the highly competitive SaaS world, prospecting is often seen as the most challenging task—a test dreaded by many and mastered by few. However, the significance of prospecting is often overshadowed by the allure of the deal’s close, leading many sales managers to neglect to coach the top of the funnel.

Coaching 334

Coaching Sales Management Prospecting Top of Funnel 334

Anthony Cole Training

OCTOBER 20, 2023

Every time we onboard a new client, we have a kickoff event where we lay the foundation of the sales process we teach at Anthony Cole Training Group.Inevitably, at some point during that kickoff event we talk about dealing with the competition, specifically how to differentiate yourself from the competition you will face.

Prospecting 173

Prospecting Face-to-face Competition Training 173

Mr. Inside Sales

AUGUST 21, 2022

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. I told the rep the problem was that he wasn’t making any connection in the beginning and wasn’t allowing his prospect to engage with him at all.

Prospecting 156

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

Allego

MAY 15, 2020

From a business perspective, in-person training has been canceled, product launches have been postponed or disrupted, new hires delayed or onboarded remotely, and prospect meetings rescheduled. This is affecting many professions, but especially those with client-facing teams. Those who can are working remotely.

Face-to-face 101

Face-to-face Lead Rank Webinar Metrics Intent 101

Mr. Inside Sales

MAY 25, 2024

Who do you think knows why your prospect buys? If you have followed me for a while, you may know that my opinion on whether to ask a prospect, “How are you,” has changed over the years. You can’t tell if your prospect is annoyed, resistant, bothered, or if they are willing to have a conversation with you. I’m well also.”

Face-to-face 224

Face-to-face Cold Calling Gatekeeper Licensing 224

Mr. Inside Sales

MAY 21, 2022

Check out our best inside sales training available on the Internet: On-Demand Training! Here’s an example of a training tip that you’ll learn, and that I used, to handle a frustrating objection I used to get all the time: “The price is outside of our budget.”. The dog days of summer are quickly approaching…. Sound familiar?

Closing 156

Closing Training Gatekeeper Face-to-face 156

Mr. Inside Sales

JUNE 22, 2024

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?” The important thing is that knowing where my prospect is in the beginning not only tells me which direction to go, but it also saves me a ton of time!

Closing 255

Closing Face-to-face Gatekeeper Sales Qualified Lead 255

The Pipeline

SEPTEMBER 14, 2021

Ask any group of salespeople why they don’t like telephone prospecting, objections or rejections are number one on the list. While every cold call or prospecting call will result in an objection, the objections are not all that different. Your question can be a key to unlocking a train of thought. Changing Focus.

Objections 339

Objections Prospecting Fashion Face-to-face 339

Mr. Inside Sales

APRIL 29, 2024

While this may sound like a reasonable way to follow up after sending an email, do you see how you’re providing your prospect with the perfect stall? The best practice way is to assume your prospect received it and even glanced through it. Need More Proven Responses to the Selling Situations You Face Every Day?

Follow-up 226

Follow-up Face-to-face Gatekeeper Licensing 226

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! Need More Proven Responses to the Selling Situations You Face Every Day? ON DEMAND SALES TRAINING THAT GETS RESULTS! How did I do that? You can, too!

Gatekeeper 255

Gatekeeper Face-to-face Sales Qualified Lead Licensing 255

Mr. Inside Sales

MARCH 17, 2024

What’s the number one blow off prospects use these days? but face it—they rarely are. 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?” Can you email that to me?” Can you send it again?”

Face-to-face 243

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

Mr. Inside Sales

MARCH 12, 2022

Congrats to those companies & individuals who sent in their prospecting scripts for review. BTW: If you or your team needs other proven techniques to connect with and sell more decision makers, consider my On-Demand Training. Need More Proven Responses to the Selling Situations You Face Every Day? Rep: “Thanks. See it here.

Gatekeeper 156

Gatekeeper Prospecting Decision Maker Face-to-face 156

Mr. Inside Sales

JANUARY 19, 2024

Now ask questions, try to engage, and take your prospect as far as they’ll let you! Now ask questions, try to engage, and take your prospect as far as they’ll let you! You see, the value of having a proven response in your back pocket is that it allows you to move past a prospect’s initial resistance.

Face-to-face 273

Face-to-face How To Gatekeeper Licensing 273

Mr. Inside Sales

FEBRUARY 2, 2024

The reason this is such a common objection is because your prospects have figured out it’s the best way to get sales reps to drop their price! Then remain completely quiet and let your prospect tell you what the REAL objection is!] Need More Proven Responses to the Selling Situations You Face Every Day? And most do! Listen here!

Face-to-face 224

Face-to-face Gatekeeper How To Licensing 224

Mr. Inside Sales

OCTOBER 30, 2023

If you want more “treats” than “tricks” when dealing with prospects, then be bold and call back sooner than you are now. I don’t know why sales reps always default to: “I’ll call you again in a month…” Or 60 days or 90 days, etc, but why would you want to miss all the sales this prospect will place in the meantime?

Call-back 240

Call-back Face-to-face Follow-up Gatekeeper 240

Mr. Inside Sales

NOVEMBER 25, 2020

And today, I have an easy way for you and your team to do that: Get access to the Best Inside Sales Training available anywhere and save 20% for the first time ever! If you’ve been thinking of getting inside sales training from the company the AA-ISP calls, “Best Service Provider of 2020,” then NOW is the time to get it!

Training 178

Training Hiring Gatekeeper Licensing 178

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! So do your prospects. Your prospects can see through you and your message will be deleted quickly. ON DEMAND SALES TRAINING THAT GETS RESULTS! Believe me.

Face-to-face 254

Face-to-face Gatekeeper Licensing Decision Maker 254

Mr. Inside Sales

FEBRUARY 19, 2024

Because of this, it fools many sales reps who think that perhaps after a week or two the prospect might actually buy. Like my suggestions from the last two weeks, try this the next time you get this objection, and see if you can have an open, honest discussion with your prospect. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 202

Face-to-face How To Gatekeeper Licensing 202

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.

Prospecting 199

Prospecting Decision Maker Face-to-face Gatekeeper 199

Anthony Cole Training

FEBRUARY 2, 2021

The pandemic has caused fewer face to face meetings, and many salespeople have yet to make the pivot (successfully) to virtual relationship building. In this article, we cover the impact and importance of speaking your prospects "love language" when setting a meeting and engaging them further in conversation.

Prospecting 211

Prospecting Face-to-face Pivotal Meeting 211

Mr. Inside Sales

AUGUST 18, 2023

Establishing rapport with a prospect in the very beginning is perhaps the most important first step to earning the right to have a conversation that might eventually lead to a sale. If your prospect asks you how you are (after you ask them), DON’T just say, “fine” or “good” and then launch into your pitch. Then… BE BRIEF!

Face-to-face 256

Face-to-face How To Gatekeeper Licensing 256

Mr. Inside Sales

JUNE 7, 2024

Need More Proven Responses to the Selling Situations You Face Every Day? ON DEMAND SALES TRAINING THAT GETS RESULTS! Need More Proven Responses to the Selling Situations You Face Every Day? ON DEMAND SALES TRAINING THAT GETS RESULTS! I’ll get you started: For the Gatekeeper: Closed ended: “Is _ available?”

Selling Skills 224

Selling Skills Gatekeeper Face-to-face Licensing 224

SalesFuel

MARCH 26, 2024

But since they can’t, the next best thing may be to reengineer your sales training program. How to Reengineer Your Sales Training Program Before you begin to adjust the details of your sales training initiatives, take time to study your rain makers. These sellers quickly determine the business problems facing their prospects.

Training 116

Training Hiring How To Proposal 116

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? Need More Proven Responses to the Selling Situations You Face Every Day?

Decision Maker 261

Decision Maker Face-to-face Gatekeeper Licensing 261

Highspot

NOVEMBER 24, 2024

It might sound like a lofty goal, but there’s a proven way to get there with sales enablement training. 54% of enablement teams that manage sales training programs report a six-percentage-point increase in customer retention. What is Sales Enablement Training? What is Sales Enablement Training?

Sales Enablement 52

Sales Enablement Training Top of Funnel How To 52

The Sales Hunter

NOVEMBER 27, 2012

To emphasize you’re thinking, go ahead and touch the side of your face. Notice I say “touch the side of your face.” Notice I say “touch the side of your face.” Don’t think you need to touch the side of your face each time you pause to collect your thoughts.

Face-to-face 183

Face-to-face Motivation Up-Sell Customer 183

Mr. Inside Sales

MARCH 2, 2024

What this tells the hiring manager is that you’re likely to “talk past the close” when on the phone with a prospect! What this tells the hiring manager is that you’re likely to “talk past the close” when on the phone with a prospect! Need More Proven Responses to the Selling Situations You Face Every Day? Less is more.

Hiring 241

Hiring Face-to-face Gatekeeper Licensing 241

Mr. Inside Sales

FEBRUARY 19, 2023

At first, it seemed almost rude to utter it… But let me ask you: out of ten prospects you pitch to, how many end up actually buying? Yep, two out of ten prospects you speak with turn into buyers. Need More Proven Responses to the Selling Situations You Face Every Day? ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 255

Face-to-face Gatekeeper Licensing Decision Maker 255

Mr. Inside Sales

AUGUST 11, 2024

Need More Proven Responses to the Selling Situations You Face Every Day? ON DEMAND SALES TRAINING THAT GETS RESULTS! 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. And I have one for you!

Face-to-face 156

Face-to-face Gatekeeper Licensing Decision Maker 156

Mr. Inside Sales

AUGUST 4, 2023

Need More Proven Responses to the Selling Situations You Face Every Day? Need More Proven Responses to the Selling Situations You Face Every Day? ON DEMAND SALES TRAINING THAT GETS RESULTS! Rockefeller “To achieve great things, two things are needed: a plan, and not quite enough time.” To attain Wisdom, remove things every day.”—Lao

Face-to-face 251

Face-to-face Gatekeeper Licensing Decision Maker 251

Mr. Inside Sales

APRIL 14, 2024

Need More Proven Responses to the Selling Situations You Face Every Day? ON DEMAND SALES TRAINING THAT GETS RESULTS! 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. I can’t make any real money here.” “I

Face-to-face 224

Face-to-face Gatekeeper Licensing Decision Maker 224

No More Cold Calling

AUGUST 22, 2024

Referrals solve the key problems that modern sales leaders face. CROs face constant pressure to drive growth. A disciplined referral program—with ongoing coaching, metrics, and accountability for results—is the solution to the key business development challenges that CROs face today. Big problem! Marketing is not the answer.

Referrals 177

Referrals Sales Qualified Lead Hiring Face-to-face 177

Mr. Inside Sales

NOVEMBER 20, 2023

Need More Proven Responses to the Selling Situations You Face Every Day? ON DEMAND SALES TRAINING THAT GETS RESULTS! 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. And then nothing from them. Or Google Fibers?

Google 222

Google Face-to-face Gatekeeper Licensing 222

Mr. Inside Sales

DECEMBER 23, 2023

Need More Proven Responses to the Selling Situations You Face Every Day? ON DEMAND SALES TRAINING THAT GETS RESULTS! ON DEMAND SALES TRAINING THAT GETS RESULTS! 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 233

Face-to-face Gatekeeper Licensing Decision Maker 233

Mr. Inside Sales

MAY 1, 2019

Better training = more sales. Starting on Tuesday, May 21 st , we’re launching our powerful, 7-week Online Inside Sales Training! Starting on Tuesday, May 21 st , we’re launching our powerful, 7-week Online Inside Sales Training! This training will literally change your company and your life. Read about our training here.

Training 172

Training Gatekeeper Workbooks Face-to-face 172

Mr. Inside Sales

APRIL 30, 2023

Problem: Salespeople talk too much when they finally get a prospect on the phone. They talk over their prospects and generally learn very little about what it takes to close a sale. Then hit MUTE again and listen as your prospect reveals more. Need More Proven Responses to the Selling Situations You Face Every Day?

Sales Qualified Lead 212

Sales Qualified Lead Face-to-face Gatekeeper Licensing 212