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. These are companies I’d want to start following and looking for contacts in that could be connected to my existing contacts). This team will be made up of several to 6 or so people.

Prospecting 254

Prospecting Ideal Customer Profile Lead Rank Lead Scoring 254

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? If you’re a manager, this is a great exercise for a sales meeting. You could do two: one for prospecting and one for the close.

Closing 334

Closing Gatekeeper Face-to-face Decision Maker 334

Mr. Inside Sales

AUGUST 13, 2021

But when you’ve done a presentation and then don’t hear back from a prospect, it can often mean the kiss of death. While it seems counter intuitive, I’d rather know up front if I’m wasting my time or if this is a real prospect. Speaking about prospects hiding behind emails, etc., sales reps hide behind them, too.

Face-to-face 317

Face-to-face Call-back Gatekeeper Decision Maker 317

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! ON DEMAND SALES TRAINING THAT GETS RESULTS! What to do?

Sales Qualified Lead 320

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

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. You can use the intel you got from your initial pitch to open up the upsell.

Face-to-face 317

Face-to-face How To Pivotal Call-back 317

Mr. Inside Sales

OCTOBER 25, 2019

call to prospects whom you’ve already pitched? Is it something like: “I’m just calling to follow up on our proposal….”. Why not lead your prospect into the sale by referring back to the benefits he or she is going to get by working with you? Try this: “{Prospect}, great speaking with you again.

Follow-up 120

Follow-up Closing Face-to-face Call-back 120

Mr. Inside Sales

NOVEMBER 16, 2020

Question for you: How often do you take notes while you’re on Mute and your prospect is revealing their buying motives? Begin thinking about how to point out those aspects of your product or service that matches up with what they want (because you’ll be clear what they are). You don’t take notes? How about using your Mute button?

Motivation 332

Motivation Face-to-face Gatekeeper Decision Maker 332

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

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? Believe it or not, over 90% of sales reps do just that. Script #1: Make sure and have an email already prepared while you’re prospecting. Allow you to set a definite follow up appointment.

Sales Qualified Lead 284

Sales Qualified Lead Face-to-face Gatekeeper Decision Maker 284

Mr. Inside Sales

JUNE 11, 2021

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. In sales, less talking and more questioning and more listening is the key to success. Rewrite it. Shorten it.

Face-to-face 317

Face-to-face Gatekeeper Decision Maker Licensing 317

SBI Growth

FEBRUARY 2, 2013

Deploy or Expand Inside Sales. Deliver a silver bullet that will lower cost of sales. You’ll also give your field sales organization the time to acquire more new accounts. Done right, deploying or expanding inside sales will improve revenue and reduce costs. Push them higher up market and expand the team.

Revenue 303

Revenue Inside Sales Webinar Metrics Field Sales 303

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

Mr. Inside Sales

JANUARY 8, 2021

Two weeks into the New Year, and are you already stressed about picking up the phone and making prospecting calls? Think about it: Not everyone you speak with is going to be a prospect or a deal, are they? And regarding fumbling a good lead—my experience is that if a prospect is interested, then they’ll speak with you.

Face-to-face 313

Face-to-face Cold Calling Gatekeeper Decision Maker 313

SBI Growth

FEBRUARY 26, 2013

Many Sales VPs are innately aware of the competition. They follow the new products. Consider the following two scenarios. Both are cases where the VP of Sales was blindsided by an evolving customer landscape. These LDRs were well trained and capable of qualifying true prospects. Leads stayed the same.

Competition 323

Competition Customer Lead Rank Top of Funnel 323

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. As you speak with your clients and prospects this week, it’s helpful to realize that they are all feeling this same pressure also. The point is to ask questions and to LISTEN to your prospect’s response.

Face-to-face 314

Face-to-face Gatekeeper Inside Sales Decision Maker 314

Mr. Inside Sales

OCTOBER 11, 2021

Managers tell reps to stress the quality, the warranty, the features and benefits, but your prospects have heard all that before, haven’t they? Often times, services and products are roughly the same, and prospects will buy from the people they like, know or trust. Want a better way? Get Access Today.

Objections 285

Objections Face-to-face Gatekeeper Decision Maker 285

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.

Decision Maker 291

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

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. Bottom line: Stop trying to be tricky, and stop sounding like a desperate sales rep. Search my blog if you missed them.)

Face-to-face 254

Face-to-face Gatekeeper Decision Maker Licensing 254

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.

Inside Sales 137

Inside Sales Top of Funnel Training Film 137

Mr. Inside Sales

OCTOBER 25, 2021

If you get buy in here, then you can either: Set up a meeting to pitch the decision maker. Set a follow up call after they have pitched the decision maker. Either way, learning how to do a better job at dealing with the influencer will go a long way to controlling the sale, and making more of them! Get Access Today.

Influencer 288

Influencer Decision Maker Face-to-face Gatekeeper 288

Mr. Inside Sales

DECEMBER 18, 2020

After I got my coffee, he came up to me and said, “You’re Mike Brooks, right?”. He asked me what I was up to these days, and I told him I was an inside sales consultant. I have to go with the flow because each prospect is different,” he persisted. Amazon has it on sale for just $19.15 His name was Brad.

Face-to-face 310

Face-to-face Inside Sales Gatekeeper Decision Maker 310

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. Here’s why: Selling over the phone is challenging because you don’t have all the visual cues an outside sales rep has—and uses.

Face-to-face 224

Face-to-face Cold Calling Gatekeeper Decision Maker 224

Mr. Inside Sales

SEPTEMBER 26, 2020

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. Mute, shut up, listen and learn. That just distracts them.

Face-to-face 248

Face-to-face Gatekeeper Decision Maker Licensing 248

Hubspot Sales

JANUARY 11, 2023

Follow-up emails can help establish a connection with your prospects. They’re also essential to your sales operation. Fifty percent of all sales happen after the fifth follow-up attempt, according to Inside Sales. The solution: Automate your follow-up emails. Here’s how.

Follow-up 115

Follow-up Hubspot How To Promotion 115

Mr. Inside Sales

OCTOBER 21, 2022

One of the most important things I learned early on in my sales career is that attitudes are contagious. My manager told me that when I’m on the phone with a prospect or customer, someone was going to sell someone—either the customer was going to sell me on why he wouldn’t buy, or I was going to sell him on why he should buy.

Face-to-face 271

Face-to-face Gatekeeper Decision Maker Licensing 271

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. We have caller ID.

Inside Sales 120

Inside Sales Cold Calling Wireless Decision Maker 120

Mr. Inside Sales

MAY 22, 2020

You go back to basics: you acknowledge them, and then go around them to either earn the right to have a conversation, or to qualify the prospect. And some of them have come up with some really interesting ways of handling this. “And And some of them have come up with some really interesting ways of handling this.

Face-to-face 281

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

Mr. Inside Sales

FEBRUARY 20, 2021

If your answer again is, “That depends on what they want,” then I urge you to consider implementing the following habit that will make you a far better communicator than your competition. If a client or prospect contacts you for something, say, more information or to look up the status of an order, etc., How long did that take?

Face-to-face 271

Face-to-face Call-back Gatekeeper Decision Maker 271

Mr. Inside Sales

OCTOBER 9, 2020

What do you say when you get this stall while prospecting? If you’re like many sales reps, you accept it and become a willing participant in the follow up chase that ensues. Let’s face it: This blow off is just a variation that prospects have been using for years. Allow you to set a definite follow up appointment.

Face-to-face 227

Face-to-face Sales Qualified Lead How To Gatekeeper 227

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. That’s why most people get burned out in sales. That’s why most salespeople find sales discouraging.

Face-to-face 255

Face-to-face Gatekeeper Decision Maker Licensing 255

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….

Prospecting 161

Prospecting Face-to-face Gatekeeper Inside Sales 161

SBI Growth

AUGUST 14, 2013

As a result, your sales team is missing out on revenue opportunities. Signs this is happening to you are: Customers and prospects are declining meeting requests. You get RFPs from prospects you haven’t been talking to. Competitors are beating your sales team consistently. Modernizing Your Sales Process.

Social Selling 330

Social Selling Decision Maker Cold Calling Hiring 330

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?”

Face-to-face 243

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

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!). Following up on emails sent or information sent: Closed ended: “Did you get a chance to read the email I sent?”

Selling Skills 224

Selling Skills Gatekeeper Face-to-face Decision Maker 224

Mr. Inside Sales

AUGUST 4, 2023

You can sign up to receive one on my author’s site. Click here and scroll to the middle and sign up for free. ON DEMAND SALES TRAINING THAT GETS RESULTS! To attain Wisdom, remove things every day.”—Lao Lao Tzu If you enjoy quotes like these, I send a new one out every Wednesday. Have a great week!

Face-to-face 251

Face-to-face Gatekeeper Decision Maker Licensing 251

Mr. Inside Sales

JUNE 23, 2019

This is a good question and many sales reps are wondering the same thing: With so many ways of being contacted, why is it harder to reach them? The answer is simple: Prospects now have more ways of identifying sales reps they don’t want to speak with, and now have more ways of evading them. It’s the same for your prospects.

Prospecting 147

Prospecting Face-to-face Decision Maker Call-back 147

The Pipeline

NOVEMBER 6, 2013

As a result they tend to use words that are just not all that effective when selling by phone, without the benefit of body language and limited by straight up intonation. This is especially an issue while prospecting by telephone, or (dare I say it) cold calling. Sales Process Tibor Shanto' What’s in Your Pipeline?

Intent 278

Intent Cold Calling Compensation Inside Sales 278