Pointclear

OCTOBER 9, 2013

We’re nearing the last quarter of 2013, and another year of sales will soon be behind us. An important question all sales and marketing departments should be asking themselves is how they can better communicate in order to follow up on leads. Why Don’t Sales Reps Follow Up on Leads?

Follow-up 230

Follow-up Sales Qualified Lead Marketing Qualified Lead Leads 230

Mr. Inside Sales

OCTOBER 17, 2020

If you begin your follow up calls like this: “Hi, I just wanted to see if you read the email I sent you?”. Then you’re going to want to read this post all the way through and adopt a better practice way of opening your follow up calls. Especially in sales. 2: Practice doesn’t make perfect. You say, “No worries!

Follow-up 158

Follow-up Face-to-face Gatekeeper Licensing 158

Score More Sales

SEPTEMBER 30, 2013

Those of us in remote, professional selling (also known as Inside Sales) need to be more aware of the massive, incredible power of appreciation. As a seller, the thanks you show for the following two situations can be directly related to the all-around success you will gain in the profession. ” Then what do you do?

Inside Sales 236

Inside Sales Decision Maker Lead Rank Lead Scoring 236

Score More Sales

APRIL 18, 2014

I had the pleasure to interview international business expert Dan Waldschmidt about his new book and about the idea of being edgy as opposed to what I was told to be growing up. ” Having people like Dan in my life help counteract that little voice that pops up for me regularly. Just go with the flow.”

Inside Sales 229

Inside Sales Conversion Retail Lead Scoring 229

Score More Sales

JULY 8, 2013

Looking back over my sales career I would have to say that my focus, for the role I had at any given time, varied due to a number of things – external and internal to the company I worked for. I have also managed sales teams. Summer B2B Sales Challenge Revisited. Do you use any technology tools to help you stay on track?

Inside Sales 218

Inside Sales Lead Rank Lead Scoring Distribution 218

Score More Sales

OCTOBER 21, 2013

It could be an annual event that comes to my city, or I may go once a year to a big event where all of my buyers’ industry counterparts meet up. Follow a live event that may be thousands of miles away through a Twitter hashtag. Follow a live event that may be thousands of miles away through a Twitter hashtag.

Networking 215

Networking Inside Sales Lead Rank Lead Scoring 215

Score More Sales

DECEMBER 23, 2014

Example: If I am looking up a restaurant from my mobile device and am on the road, having a phone number right on the main page is critical because I may want to call for a reservation. This conversation continues with more about other mobile tools in a future post. We’ve only talked about phones, tablets, and CRM here.

Tools 214

Tools Lead Rank Lead Scoring CRM 214

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? The post 5 Closing Questions You Need appeared first on Mr. Inside Sales. Get Access Today.

Closing 334

Closing Gatekeeper Face-to-face Licensing 334

Salesmate

JANUARY 24, 2021

Companies have started to build a workforce that finds prospects inside four walls. With inside sales, businesses are putting more effort than just selling their products. The same time when inside sales kicked its way up, the importance of customer support also grew humongous. What is inside sales?

Inside Sales 111

Inside Sales Tools Strategy Outside Sales 111

Mr. Inside Sales

OCTOBER 25, 2019

Is it something like: “I’m just calling to follow up on our proposal….”. The post Stop “Following Up,” and Start Closing appeared first on Mr. Inside Sales. How do you open your 2 nd or 3 rd. call to prospects whom you’ve already pitched? I’m just calling to see what you thought about our bid?”.

Follow-up 120

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

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

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! I’ve got another meeting in 10 minutes, OR. 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

NOVEMBER 16, 2020

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). The post One Simple Technique to Learn Buying Motives appeared first on Mr. Inside Sales. Become a better listener. Get Access Today.

Motivation 332

Motivation Face-to-face Gatekeeper Licensing 332

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

JUNE 11, 2021

On the other hand, if you continue to ad-lib and make your pitch up, then you will continue to struggle, talk past the close, introduce objections, and, worse, keep talking…and talking…and talking. In sales, less talking and more questioning and more listening is the key to success. Get Access Today.

Face-to-face 317

Face-to-face Gatekeeper Licensing Decision Maker 317

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. Let me know when it pops up, and I’ll show you a couple of links you’ll want to explore later. “In Allow you to set a definite follow up appointment.

Sales Qualified Lead 284

Sales Qualified Lead Face-to-face Gatekeeper Licensing 284

Mr. Inside Sales

JULY 6, 2021

You can use the intel you got from your initial pitch to open up the upsell. In addition, often times other products or services bump up the dollar amount, and this often slows down decision making as well. At that time, load them up! The post How to Pitch Multiple Products appeared first on Mr. Inside Sales.

Face-to-face 317

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

Mr. Inside Sales

JANUARY 2, 2021

If I get an, “Ah, I don’t know,” then I once again use layering questions like: “Have you heard of our new ‘ On-Demand Inside Sales Training Program’ ?” . Or I ask a good assumptive question like: “How much of a budget do you have per quarter for sales training?” Once again, I hit the mute button and take notes.

Face-to-face 314

Face-to-face Gatekeeper Inside Sales Licensing 314

SBI Growth

MAY 15, 2013

Description: The "look and feel" of the current sales team. Knowing the current Sales Rep make up will reveal the needs of an SM. Other things to look for: Ratio of A Sales Reps to B or C Reps - h igher amount of B or C players will require more of a development/hand-holding approach. For example, is it all direct sales?

Hiring 300

Hiring Sales Management Forecasting Inside Sales 300

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. This ramped up the sales cycle considerably. This Inside Sales rep typically closed 6 deals a week.

Competition 323

Competition Customer Lead Rank Top of Funnel 323

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

JANUARY 8, 2021

Two weeks into the New Year, and are you already stressed about picking up the phone and making prospecting calls? appeared first on Mr. Inside Sales. I learned a secret years ago that enabled me to overcome my fear of making calls, and that allowed me to make hundreds of cold calls stress-free. Imagine that….

Face-to-face 313

Face-to-face Cold Calling Gatekeeper Licensing 313

SBI Growth

AUGUST 16, 2013

SBI’s 7 th annual research session will expand on the agile sales concept. In an increasingly competitive environment, best-in-class sales organizations are looking for an edge. Download this tool to keep pace with your customers by utilizing the agile sales approach. They have kept up with the market.

Customer 328

Customer B2C Decision Maker Inside Sales 328

Pointclear

DECEMBER 10, 2013

Field sales is flat while inside sales is up 20 percent in the last few years. Knowing the new science of sales is what will help a salesperson to consistently meet expectations, says my latest guest on PowerViews, Chad Burmeister, vice president of corporate sales at ConnectandSell. By Dan McDade.'

Inside Sales 255

Inside Sales Lead Rank Social Media Video 255

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. When Brad showed up that day, he was the Ghost of Christmas Past that could have become my Ghost of Christmas Future. His name was Brad.

Face-to-face 310

Face-to-face Inside Sales Gatekeeper Licensing 310

SBI Growth

AUGUST 14, 2013

In an increasingly competitive environment, best-in-class sales organizations are looking for an edge. When you sign up for the session, you’ll learn 4 new ways to modernize your sales force: Understanding the New Buyer. Modernizing Your Sales Process. The New ‘A’ Player Sales Rep. Follow @RyanTognazzini.

Social Selling 330

Social Selling Decision Maker Cold Calling Hiring 330

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! Everyone knows that a partial message like: “Hey _, this is Mike. Call me back as soon as you can…” just reeks of a tricky salesperson calling.

Face-to-face 254

Face-to-face Gatekeeper Licensing Decision Maker 254

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 11, 2021

Recognizing this, I often use the following script to not only build value in my product or service, but also to build value in the most important part of my product—myself. The post Building Value during the Price Objection appeared first on Mr. Inside Sales. And these are the things you look for as well, right?”.

Objections 285

Objections Face-to-face Gatekeeper Licensing 285

SBI Growth

JANUARY 25, 2013

They’re also elaborated on in the Top 10 ‘A’ Player Competency Tool. If this proves anything, it’s that the sales process isn’t about your “gut feeling.” 4) Systematic and Simple - ’C’ Players have stepped up their game in the past and become ‘A’ players. Examples include a well-defined sales process , and regular call cadence.

Outside Sales 319

Outside Sales Inside Sales Compensation Follow-up 319

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 Licensing Decision Maker 251

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 Licensing 224

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!” I listen to a lot of calls each week that my clients send me.

Decision Maker 291

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

Mr. Inside Sales

NOVEMBER 5, 2021

The best (and most affordable) on-demand inside sales training program? Feel free to forward this email to everyone on your inside sales team. Remember, it’s up to YOU to get better, and now, with all these resources, there is no reason not to! appeared first on Mr. Inside Sales. Click here.

Resources 242

Resources Face-to-face Gatekeeper Inside Sales 242

Mr. Inside Sales

MAY 25, 2024

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. appeared first on Mr. Inside Sales. Ask It—Or Not?

Face-to-face 224

Face-to-face Cold Calling Gatekeeper Licensing 224

Mr. Inside Sales

SEPTEMBER 26, 2020

Mute, shut up, listen and learn. Once a person has stopped talking, use any of the following phrases: “What else is important to you?”. The post 3 Easy Ways to Better Listening appeared first on Mr. Inside Sales. No, you don’t have to utter an “uh-huh,” or “right,” to evidence you’re listening. That just distracts them.

Face-to-face 248

Face-to-face Gatekeeper Licensing Decision Maker 248

Mr. Inside Sales

MARCH 1, 2021

I started showing up an hour before work began, and I headed straight to my desk and began making calls. The post Why Wanting to Win Isn’t Enough appeared first on Mr. Inside Sales. I decided to do what was necessary for me to move into the top 20% of the producers at the company. Get Access Today.

Face-to-face 300

Face-to-face Gatekeeper Call-back Licensing 300