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

Zoominfo

FEBRUARY 12, 2024

In this environment, your sales operations tools and platforms can’t just be effective — they need to be transformative. If you’re looking to assemble a new sales operations tech stack — or simply want to upgrade your existing tools — this comprehensive guide to the key categories can help. What Are Sales Operations Tools?

Sales Operations 130

Sales Operations Tools Scale Lead Rank 130

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

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

Zoominfo

AUGUST 6, 2024

Lead capture software is a vital tool that enables companies to identify, collect, and manage potential customer information across various channels. Integration : Most lead capture tools seamlessly integrate with CRM systems and other marketing automation platforms, creating a cohesive ecosystem for lead management.

Lead Capture 130

Lead Capture Software Software Sales Qualified Lead 130

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.”. Then give your team access to my award winning inside sales training!

Closing 156

Closing Training Gatekeeper Face-to-face 156

Mr. Inside Sales

JUNE 11, 2021

Many reasons: nervousness, not wanting to hear no, lack of training, etc., 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. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 317

Face-to-face Gatekeeper Licensing Decision Maker 317

Sales 2.0

MAY 30, 2023

Once AI is implemented, she says, “The question then becomes, ‘do sales organizations that use technologies like this shift their time to higher value activities, like training, researching prospects and strategy, so that when they do get face-to-face time to sell, they show up prepared and better trained?’” Think about that.

Face-to-face 312

Face-to-face CRM Forecasting Cold Calling 312

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). ON DEMAND SALES TRAINING THAT GETS RESULTS! Make a much better connection with your prospect or client because they will feel listened to and heard. Become a better listener.

Motivation 332

Motivation Face-to-face Gatekeeper Licensing 332

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?” ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 314

Face-to-face Gatekeeper Inside Sales Licensing 314

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! ON DEMAND SALES TRAINING THAT GETS RESULTS! I’m sure you know when this happens.

Face-to-face 317

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

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

Influencer 288

Influencer Decision Maker Face-to-face Gatekeeper 288

Zoominfo

FEBRUARY 12, 2024

Choosing the best-fit revenue operations tools can dramatically enhance cross-departmental collaboration, enabling unified platforms where sales, marketing, and customer service teams are able to access and share critical data. To help with the vetting process, here are some suggestions of the top RevOps tools worth considering.

Revenue 130

Revenue Tools Scale Lead Rank 130

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 invested in Stan’s training materials, and I committed to learning, practicing, and doing what he suggested. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 310

Face-to-face Inside Sales Gatekeeper Licensing 310

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? 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. Imagine that….

Face-to-face 313

Face-to-face Cold Calling Gatekeeper Licensing 313

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! ON DEMAND SALES TRAINING THAT GETS RESULTS! Everyone knows that a partial message like: “Hey _, this is Mike.

Face-to-face 254

Face-to-face Gatekeeper Licensing Decision Maker 254

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

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. ON DEMAND SALES TRAINING THAT GETS RESULTS! What often makes the difference is your enthusiasm and belief in your company and what you’re selling.

Objections 285

Objections Face-to-face Gatekeeper Licensing 285

Zoominfo

NOVEMBER 17, 2020

After hours of training, product reviews, company culture rah rahs, and riffling through bags of swag, many employees feel they have officially started their jobs. Truth be told, one of the most important events during new hire onboarding is getting set up on the wide range of digital tools you will need to do your job.

Scale 246

Scale Google Analytics Hiring Analytics 246

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! 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 251

Face-to-face Gatekeeper Licensing Decision Maker 251

Mr. Inside Sales

MARCH 17, 2024

use the following script from my bestselling book: Power Phone Scripts : “I’d be more than happy to do that—where would you like me to email that?” If you follow this strategy, then you’ll be ready to side step the email stall and get right back into qualifying! ON DEMAND SALES TRAINING THAT GETS RESULTS! How great will that be?

Face-to-face 243

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

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!” ON DEMAND SALES TRAINING THAT GETS RESULTS!

Decision Maker 291

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

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.,

Face-to-face 271

Face-to-face Call-back Gatekeeper Licensing 271

Sales and Marketing Management

AUGUST 20, 2018

The sales team was jumping on these opportunities, firing back an answer to the prospect’s question – often within minutes – and then following up with a phone call. Additional follow-up calls and emails mostly went ignored. You think about picking up the phone, but that takes time, and you might not get them.

Buyer 294

Buyer Call-back Follow-up Sales Qualified Lead 294

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?”. ON DEMAND SALES TRAINING THAT GETS RESULTS! No, you don’t have to utter an “uh-huh,” or “right,” to evidence you’re listening. That just distracts them. Why do you say that?”. “Go

Face-to-face 248

Face-to-face Gatekeeper Licensing Decision Maker 248

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

Mr. Inside Sales

OCTOBER 9, 2020

If you’re like many sales reps, you accept it and become a willing participant in the follow up chase that ensues. 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. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 227

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

Mr. Inside Sales

OCTOBER 21, 2022

3: Get up and walk around when you’re on the phone. If possible, stand up a few times a day, or get in the habit of pacing while on the phone with a prospect or customer. ON DEMAND SALES TRAINING THAT GETS RESULTS! Remember: Do you want someone to catch your attitude? The secret is they will—whether you want them to or not! #3:

Face-to-face 271

Face-to-face Gatekeeper Licensing Decision Maker 271

Mr. Inside Sales

MAY 22, 2020

And some of them have come up with some really interesting ways of handling this. Tell you what I’d like to do: Let’s set up a 10-minute call, and I’ll share some of those solutions with you and let you know what we’re doing to help them. ON DEMAND SALES TRAINING THAT GETS RESULTS! “I’m with you—very different times indeed!

Face-to-face 281

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

Mr. Inside Sales

JULY 9, 2023

—Goethe If you do, then you can receive one each Wednesday by signing up here. Sign up today. 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 222

Face-to-face Gatekeeper Licensing Decision Maker 222

Mr. Inside Sales

NOVEMBER 5, 2021

The best (and most affordable) on-demand inside sales training program? Remember, it’s up to YOU to get better, and now, with all these resources, there is no reason not to! ON DEMAND SALES TRAINING THAT GETS RESULTS! Click here. Want instant access to scripts? Here’s an e-book for you: Click here.

Resources 242

Resources Face-to-face Gatekeeper Inside Sales 242

Mr. Inside Sales

MAY 11, 2023

Here’s how: When you lose a sale or suffer a difficult call (could be a prospecting call), you hang up and find your attitude is a bit negative, simply say to yourself: “Okay. ON DEMAND SALES TRAINING THAT GETS RESULTS! That’s okay.” And then leave it at that. It is what it is, and you can’t change it.

Face-to-face 250

Face-to-face Call-back Gatekeeper Licensing 250

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. The seasoned inside sales rep knows that the answer to that question, and more importantly how a prospect answers it, makes up for all the cues missing from a face-to-face interaction.

Face-to-face 224

Face-to-face Cold Calling Gatekeeper Licensing 224

Zoominfo

JULY 2, 2020

For those who aren’t familiar, marketing automation tools are exactly what they sound like—tools that automate certain marketing practices. Let’s look at an example: You send out an email to leads encouraging them to sign up for a webinar. Find the right tool. What is Marketing Automation, And Why is it Important?

Marketing 246

Marketing Webinar Metrics Reachforce Top of Funnel 246

Mr. Inside Sales

OCTOBER 14, 2023

You can sign up for free by clicking here. If you are interested in being a part of this journey, do sign up above. 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 259

Face-to-face Gatekeeper Licensing Decision Maker 259

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. 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 300

Face-to-face Call-back Gatekeeper Licensing 300