Mr. Inside Sales

OCTOBER 30, 2023

OR “When would be the best time for me to follow up with you?” (And The bottom line is that most sales reps simply don’t have any idea of when they should follow up—because they never ask! The next time you have someone on the phone, don’t assume a month or two or three is the best time to follow up.

Call-back 240

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

The Pipeline

MARCH 18, 2021

I am speaking more of the follow-through in execution, completing the action that you initiate. The problem in most instances the fault is not with the rep, but the people who put them up to it. This piece is more to my fellow pundits, and sales disablement folk , when developing salespeople, don’t forget the follow-through.

Face-to-face 329

Face-to-face Objections Follow-up Course 329

Understanding the Sales Force

AUGUST 31, 2024

One thing I have excelled at in my hole digging responsibilities is cutting into the coaxial cable that makes up Dinger’s invisible fence, rendering it useless. I set it up on my phone in around the same amount of time it takes to splice a broken cable and I love the app.

Cold Calling 316

Cold Calling Call-back Follow-up Proposal 316

Sales 2.0

MARCH 12, 2020

Big events are happening so quickly it’s hard to keep up. The global crisis is taking up everyone’s mindshare. Your top of funnel may dry up. Should you just give up and stay home with your canned goods and paper products? Are they following your sales playbook(s)/processes? Does everyone follow it?

Top of Funnel 378

Top of Funnel Pipeline Follow-up Proposal 378

Bernadette McClelland

JULY 11, 2022

The IV is only inserted for about 10 minutes and that is repeated the following day’ Each scan follows exercises in a resting state and a concentration state so that changes in brain blood flow patterns can be seen and compared. When we are with a group of strangers, parts of our brain will light up based on survival. .

Chemicals 397

Chemicals Hiring Exact Follow-up 397

Mr. Inside Sales

AUGUST 13, 2021

While it seems counter intuitive, I’d rather know up front if I’m wasting my time or if this is a real prospect. By including this sentence my communications, I not only get more responses, but I remove the “beg” in my pitch/follow up. They send email after email or leave a couple of voice mails and then give up.

Face-to-face 317

Face-to-face Call-back Gatekeeper Licensing 317

Sales 2.0

SEPTEMBER 18, 2020

Even if you use social selling techniques that get you a referral or help you connect to a potential buyer using your mutual background, it is still likely to take some follow up before you confirm a meeting time (or virtual meeting time these days). Our buyers are “frazzled” as Jill Konrath says.

Direct Mail 370

Direct Mail Outbound Referrals Social Selling 370

No More Cold Calling

JULY 29, 2021

Follow-up consisted of a series of emails that promoted products, didn’t address the client’s unique concerns, and had no calls to action. What is their sales plan for following up? If your reps chase cold leads, they’re set up to fail. Don’t even think about training your sales team on closing the deal.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Sales and Marketing Management

OCTOBER 6, 2021

So why are so many qualified leads not followed up? You've got a CRM system in place. It's time to rethink the role of your CRM. The post Why Your CRM System Is Essential for Lead Management appeared first on Sales & Marketing Management.

Lead Management 334

Lead Management System Sales Qualified Lead CRM 334

Sales and Marketing Management

SEPTEMBER 21, 2020

But if you’re looking for safer topics to discuss, consider the following: Weekend plans. The following tips can help your meeting stand out and capture prospects’ attention: Send presentation materials ahead of time. Follow-up to ask for questions and feedback. Follow up with a meaningful gift.

Sales Meeting 317

Sales Meeting Meeting Nonprofit Face-to-face 317

Sales 2.0

JULY 17, 2019

If you run a small company, you usually end up being one of your company’s early sales people. There is not that much data out there on topic but through my collecting I have come up with these three sets that I believe are reasonably credible: One from a university study, one from a smart sales expert and one from my team.

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

Sales 2.0

JULY 8, 2022

Before you can go setting up meetings, you need to figure out who you need to meet. Avoid banging your head up against the same wall over and over again. Consider the following questions to help you get into your prospects’ shoes and see how you can serve them. Do you know how you help? Is it a good time to talk about this?

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

The Pipeline

JUNE 3, 2020

As people ascend from their quarantine, fix up their hair, and realize their sales, or specifically quota retirement, needs attention. Who To Follow? They don’t know either, but they have a following, your target market. By Tibor Shanto. There will new turns with each aftershock to come. If no one knows, it can’t be wrong.

Sage 361

Sage Airlines Enterprise Enterprise 361

Sales 2.0

APRIL 23, 2020

Follow the money. The following charts from Compile illustrate why you should put considerable effort into selling to enterprise accounts. The charts above show that enterprise accounts (companies with over 1,000 employees) have 60% of the revenue, profit and money to invest but make up less than 2% of the companies out there.

Enterprise 432

Enterprise Enterprise Penetration Gatekeeper 432

Understanding the Sales Force

FEBRUARY 9, 2021

I brought up the Fantasy Camp experience because it's not all that different from what participants experience when they attend my Sales Leadership Intensive (SLI). My regular readers are probably thinking, "Huh - a baseball post about Dave instead of Dave's son!".

Sales Leadership 367

Sales Leadership Follow-up Coaching Up-Sell 367

The Pipeline

MAY 25, 2020

Our line up includes: Tuesday, May 26, John Moore – The Collaborator – Vice President of Revenue Enablement – Bigtincan. Join us and fatten up your pipeline! All this week, starting Tuesday, May 26 to Friday, May 29, I will be hosting the Breakfast For Champions, live at 7:30 AM ET, on LinkedIn Live.

Social Selling 391

Social Selling LinkedIn Energy Enterprise 391

Mr. Inside Sales

SEPTEMBER 25, 2021

Be honest: Do you dutifully send an email and then ask when you can follow up when you get this blow off objection? Let me know when it pops up, and I’ll show you a couple of links you’ll want to explore later. “In This is actually great because it tells you that you won’t need to follow up on the email—they aren’t buying!

Sales Qualified Lead 284

Sales Qualified Lead Face-to-face Gatekeeper Licensing 284

No More Cold Calling

DECEMBER 6, 2019

Cold callers tell you to just pick up the damn phone. Consider the following situations: You call someone because you got their name came from a colleague or friend. You call someone and then follow up with a letter. So, the only reason to pick up the damn phone is to talk to your referral. STOP Cold Calling.

Cold Calling 365

Cold Calling Social Media Telemarketing Referrals 365

Steven Rosen

SEPTEMBER 20, 2022

You can put your head in the sand and hope for the best, or you can step up and be a BOLD leader. It is time to step up and be BOLD and take decisive action. I am sure you have at least one sales rep that is not performing up to expectations and need a BOLD conversation. Now is not the time for timid leadership. Behavioral.

Sales Leadership 295

Sales Leadership Face-to-face Follow-up Coaching 295

Understanding the Sales Force

MARCH 20, 2024

As a detective, he always followed the evidence to find the truth. As I read and learned about the author’s methods for uncovering the truth, or proof, I felt that salespeople could learn a lot about proof of concept, presenting facts, backing up claims, return on investment, and offering credible testimonials.

Sales Process 348

Sales Process Sales Methodology Decision Maker Pipeline 348

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. And, since many sales reps don’t qualify thoroughly enough, most of the leads they stuff into their pipeline are made up of 6’s and 7’s. How long will this take?” What to do?

Sales Qualified Lead 320

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

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? Unlimited License: One to 100 reps can attend for one low price!

Closing 334

Closing Gatekeeper Face-to-face Licensing 334

Understanding the Sales Force

SEPTEMBER 8, 2024

Then the “actual” numbers are reported, followed by huge revisions to what was reported a few months earlier. Note: The following account is fictional and any similarity to actual kids – either yours or mine – is purely coincidental.] “Was there alcohol at the party?” ” “No.”

Government 348

Government Forecasting Pipeline Report 348

Understanding the Sales Force

JANUARY 11, 2023

If I created a list of the top sitcoms of all time, I could end up with a list that includes the following shows:

Sales Process 291

Sales Process Follow-up Sales 291

Understanding the Sales Force

FEBRUARY 18, 2022

One hundred years ago, most men and women wore hats and dressed up to go everywhere. That was followed by business casual Fridays and then always business casual. temporarily became whatever you were wearing when you woke up this morning! The pandemic changed everything so that "who cares?"

Sales Forecasts 295

Sales Forecasts Forecasting CRM Follow-up 295

Sales and Marketing Management

APRIL 13, 2020

Here are a few of the standards of our new age that will set you up for success: . Paraphrase what you’re hearing and jot down follow-ups and action items. Finally, follow-up. We recommend a balance that leads with empathy but maintains brevity. Be direct and respectful of their time. Be a human first.

Face-to-face 393

Face-to-face How To Negotiation Lead Rank 393

The Pipeline

JULY 20, 2021

I’ll follow up by asking “for prospecting and selling?” Which is why it is a surprise that many who avoided academic endeavours in the past, want to do so much research. Ask most sellers their view on research, most will respond without a thought, “it is an absolute must.”

Research 386

Research Call-back Lead Rank Lead Scoring 386

Sales 2.0

OCTOBER 25, 2021

The problem of missing decisionmakers most often shows up when companies submit a proposal and never hear anything back. Following a systematic process to identify decisionmakers, understand their interests, and have them “coauthor” proposals, can significantly boost closing ratios. Sales time sucks. Where does this time go?

Territories 396

Territories Compensation Scale Decision Maker 396

Understanding the Sales Force

DECEMBER 1, 2020

Not being one to pass up opportunities like this, I conducted the following comparison: First, it's important to know that OMG's assessment is sales specific - built for sales. Sales Process - OMG measures whether the candidate has and follows a sales process while Caliper measures whether the individual follows procedures.

Comparison 319

Comparison Lead Rank Lead Scoring Hiring 319

No More Cold Calling

FEBRUARY 27, 2020

And to learn how to turn relationships into referrals, read my book, Pick Up the Damn Phone!: Need help thinking through your follow up? Read Geoff’s post for more on how to create a workplace culture that fosters connection. How People, Not Technology, Seal the Deal. Featured image attribution: energepic.com ).

Referrals 356

Referrals Cold Calling Follow-up Meeting 356