No More Cold Calling

DECEMBER 30, 2014

Here’s a hint: Any sales tactics, activities, or systems that help you build relationships with clients and prospects are worth the time and effort. Gatekeepers can smell phoniness a mile away. Think you’re getting away with cold calling and pretending you’re best buddies with your prospect? You’re not fooling anybody.

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

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 Licensing 313

No More Cold Calling

FEBRUARY 20, 2014

Lies You Tell Gatekeepers. Gatekeepers can smell phoniness a mile away. Think you’re getting away with cold calling and pretending you’re best buddies with your prospect? When you have a referral, you’ll never have to use duplicitous tactics to bypass the gatekeeper. Read “ Lies You Tell Gatekeepers.”).

Gatekeeper 218

Gatekeeper Referrals Cold Calling Hiring 218

Mr. Inside Sales

MARCH 2, 2024

I’ve helped sales managers and business owners interview hundreds of potential sales reps over the years, and I’ve identified 3 top mistakes that virtually eliminate sales candidates on the spot! Too many sales reps like to talk. Mistake Number Two: Talking past the close. Less is more.

Hiring 241

Hiring Face-to-face Gatekeeper Licensing 241

Sales 2.0

APRIL 27, 2014

If you spend your pursuing “account A” because you won’t accept that they told you there is not a fit then you can’t spend that time on prospecting for some new accounts where there may be a great fit for your product. Gathering all that information and packaging it for your prospect can take a big chunk out of your sales week.

Lead Rank 268

Lead Rank Lead Scoring Proposal Gatekeeper 268

Mr. Inside Sales

MARCH 28, 2018

And if you’re in the city, then stop by and join the breakout session I’m giving tomorrow, Wednesday, at 4:15 pm in the Mayfair room, entitled: The Sales Manager: Seven Crucial Skills Every Inside Sales Leaders Needs Now. ”. Give a quick value statement and give the prospect a chance to interact?

Sales Management 120

Sales Management Decision Maker Top of Funnel Gatekeeper 120

No More Cold Calling

MAY 24, 2011

I will be your Outsourced Sales Manager and will work with you on the following: Create your company sales plan. Develop your proprietary Sales Process. 84,000 a year: Probably a lot less expensive than hiring a new salesperson or full-time sales manager.). Find warm prospects and hot sales everywhere!

Cold Calling 212

Cold Calling Outsourcing Services Hiring Top of Funnel 212

No More Cold Calling

NOVEMBER 14, 2013

With referral introductions from people your buyers know and trust, you walk straight into meetings with your ideal prospects. You don’t have to worry about getting past the gatekeepers or heading off the competition, because you have the best possible competitive advantage—a relationship. So how do you get in the door first?

Competition 218

Competition Referrals Gatekeeper Social Media 218

No More Cold Calling

AUGUST 20, 2015

If you’re a sales manager, you’ve probably even said it. The problem is that sales reps neglect important activities during early stages of the sales process. Unless you address the broken links in your prospecting system , your sales reps will continue to struggle. That’s just the symptom.

Closing 120

Closing Sales Management Referrals Ideal Customer Profile 120

Mr. Inside Sales

JUNE 12, 2018

Discover cold calling tips, best practices and techniques to avoid and learn ways that really work on how to make effective B2B cold calls for sales. With all the technology out there, some people like to say that cold calling and prospecting are dead. Cold calling mistake #1: Don’t pitch the gatekeeper. So, what gives?

Cold Calling 162

Cold Calling Gatekeeper How To Social Media 162

Anthony Cole Training

NOVEMBER 12, 2012

Using an OMG sales person evaluation, let's further explore each one of these DNA strands. Today, let's look at the HUNTER characteristics: Uses Sales 2.0 Tools - uses technology to aid and assist in the traditional methods of prospecting: pre-approch mail, direct mail, social networking, prospect facing networking opportunities.

Face-to-face 154

Face-to-face Gatekeeper InsideView Direct Mail 154

MTD Sales Training

NOVEMBER 23, 2011

Current clients threaten to leave; prospects demand more for less, and the economy bites at your profits. 2: Today’s Sales Professional is an Expert. . #2: 2: Today’s Sales Professional is an Expert. It’s not uncommon for the prospect to know as much or even more than the sales person about their product or service.

Consumer 247

Consumer Gatekeeper Cold Calling Exact 247

The Sales Hunter

DECEMBER 3, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Show the same level of respect to the gatekeeper or other any other person who answers the phone as you would show to the person you’re looking to talk to.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

Anthony Cole Training

NOVEMBER 12, 2012

Using OMG sales person evaluation let's further explore each one of these DNA strands. Today let's look at the hunter characteristics: Uses Sales 2.0 Tools - uses technology to aid and assist in the traditional methods of prospecting: pre - approch mail, direct mail, social networking, prospect facing networking opportunities.

Face-to-face 154

Face-to-face Gatekeeper InsideView Direct Mail 154

Mr. Inside Sales

APRIL 16, 2021

This quote sums up my management philosophy: A leader isn’t afraid of jumping into the trenches and showing their team exactly how to succeed in their job. In sales, this means leading by example. What’s interesting in my training these days is that there are a good number of sales managers who resist this idea.

How To 195

How To Face-to-face Gatekeeper Licensing 195

No More Cold Calling

OCTOBER 1, 2015

When you get referrals, you: Bypass the gatekeeper and score meetings with decision-makers every time. Earn trust and credibility with your prospects, who are pre-sold on your ability to deliver results. Convert prospects into clients at least 50 percent of the time (usually more than 70 percent).

Referrals 120

Referrals Lead Rank Lead Scoring Prospecting 120

Hubspot Sales

OCTOBER 5, 2017

In this growing sales landscape, we’ll outline the various processes and key strategies for prospecting -- the phase of selling that often consumes the most time and energy (and is the most crucial to get right). What Is Prospecting? What's the difference between leads and prospects? Sales Prospecting Techniques.

Prospecting 145

Prospecting Tools Top of Funnel Lead Rank 145

Mr. Inside Sales

NOVEMBER 27, 2019

The regular price for this proven program is $249 + $49 for the script book (previous sale price for both $149), but for this sale, you can get both of these invaluable resources for just $79 ! . How’s that for a Black Friday sale? Note: This sale begins now through Sunday, December 1st, Midnight. . Order Now .

Face-to-face 159

Face-to-face Gatekeeper Decision Maker B2C 159

Mr. Inside Sales

MAY 21, 2022

And until you find out what’s really holding your prospect back, you’ll just go around and around in circles. Here’s a simple technique that will allow you to do just that: Whenever your prospect says, “That price is outside of our budget,” simply respond with: “And besides price, what else is holding you back?”. Sound familiar?

Closing 156

Closing Training Gatekeeper Face-to-face 156

Pipeliner

AUGUST 18, 2018

Most of us aren’t lucky enough to have a gatekeeper. What is a gatekeeper in sales? A gatekeeper (at the risk of using an outdated term) is the person designated to keep a protective barrier or ‘screen’ around important or ultra-busy people. Sales People Report that One of Their Top Challenges is Accessing Top Executives.

Gatekeeper 61

Gatekeeper Social Media Guarantee Territories 61

No More Cold Calling

JANUARY 29, 2020

Sure, I can learn it, but it’s not in my sales comfort zone, and it’s not exciting for me. What excites me is working with prospects and clients on referral selling and experiencing together the dramatic results they achieve. Why is getting past the gatekeeper and finding qualified leads so challenging for salespeople?

Referrals 120

Referrals Gatekeeper Hiring Sales Qualified Lead 120

Sales and Marketing Management

SEPTEMBER 4, 2018

Often, the differentiator may come down to the sales rep, whose product knowledge, experience and ability to solve the customer’s problem end up being the deciding factor in turning a prospect into a customer. It’s not enough to hire the appropriate sales profile. Companies have very little room for error in this environment.

Hiring 222

Hiring Decision Maker Ideal Customer Profile Sales Qualified Lead 222

Fill the Funnel

MARCH 6, 2014

My focus in this post is on Business-to-Business sales, though many of these apply to the consumer sales arena as well. Consider some of the changes that have occurred as a result of technology and tools: Prospect Research. New Tools: Instant availability of everything imaginable about each prospect. The Gatekeeper.

Tools 129

Tools Gatekeeper Proposal Decision Maker 129

Sales 2.0

NOVEMBER 3, 2018

Your own company has decision-makers, gatekeepers and users. If you want to maximize your sales career, apply the knowledge you have of sales to your own company, not just your prospect and client accounts. Work the system. If you work it, it will work for you. Be an internal seller.

Gatekeeper 199

Gatekeeper How To Decision Maker Report 199

Mr. Inside Sales

AUGUST 29, 2022

The most effective thing you can do as a sales manager or business owner is to upgrade the skills of your existing inside sales team. Sadly, not increasing their competency will lead to sales as they are now…). What are you going to do to ensure you close out the year strong?

Training 31

Training Licensing Face-to-face Inside Sales 31

Your Sales Management Guru

MARCH 9, 2013

Sales Managers: Does Your Team Know How to Prospect? It seems that every client I have worked with over the past 14 years has had a challenge in creating enough leads driven through their sales teams. Last week I was fortunate to read: The Sales Winner’s Handbook by Wendy Weiss, “The Queen of Cold Calling”.

Handbook 78

Handbook Prospecting Cold Calling Gatekeeper 78

Anthony Cole Training

APRIL 15, 2011

open ended sales questions (11). performance management (3). practice management (9). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1).

Hiring 169

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 169

Mr. Inside Sales

JANUARY 6, 2020

How good (or bad) does your sales team sound when prospecting over the phone? On Friday, (Jan 3 rd ), I received a sales call that went like this: Me: “Good morning, Mike Brooks here, how can I help you?”. In this day and age, with all the voice recording technology, the sales training and scripting, the A.I. What gives?

Face-to-face 157

Face-to-face Inside Sales Gatekeeper Decision Maker 157

Zoominfo

FEBRUARY 17, 2021

Sales reps look to increase conversion rates by upping their cold call game. Along with actionable intelligence, guidelines for cold calls allow both sales managers and SDRs to tailor their sales processes. Reason for Calling Be upfront and transparent with your prospects. Practice your cold calling script.

Cold Calling 100

Cold Calling Guidelines Prospecting Face-to-face 100

Pipeliner

APRIL 17, 2018

It read, “How to handle gatekeepers and reach decision-makers.”. This, I thought, is an online article that would be great to share with my B2B sales team. Dial a number one or two digits different than your prospect’s number. When the unprepared person answers, ask them to transfer you to your prospect.

Gatekeeper 53

Gatekeeper Decision Maker ACT Influencer 53

Mr. Inside Sales

NOVEMBER 13, 2022

Finding and hiring good inside sales reps has always been a challenge, and it’s gotten even tougher since the pandemic. Recruiters, HR departments, and sales managers are working harder than ever, and they all ask me the same thing: “Where has everyone gone?”. Getting screened out by the gatekeeper. Qualifying prospects.

Inside Sales 156

Inside Sales Hiring Face-to-face Ideal Customer Profile 156

Mr. Inside Sales

MAY 8, 2022

I have the privilege of working with a lot of companies, coaching and training and scripting their sales process, but for each company I work with, there are thousands who go without ongoing coaching. If you are a sales manager or business owner with an inside sales team, you need to offer each player on your team daily and weekly coaching.

Face-to-face 31

Face-to-face Film Inside Sales Gatekeeper 31

Women Sales Pros

FEBRUARY 15, 2019

In email prospecting , one of the first things I recommend is that you send yourself a draft before hitting send. That way, you experience what it’s like for the prospect you’re emailing – from the perceived length to the content and call to action. So, how do you assess your cold call effectiveness? That’s simple!

Cold Calling 118

Cold Calling Gatekeeper Decision Maker Call-back 118

Mr. Inside Sales

MAY 30, 2022

Measuring your team’s response to these crucial selling situations is what drives everything else , especially your bottom line: Sales. So here are some questions for you (whether you are a sales manager or V.P.

Top of Funnel 156

Top of Funnel Face-to-face Sales Qualified Lead Gatekeeper 156

Mr. Inside Sales

SEPTEMBER 15, 2019

Then my sales manager pointed out that the top closers started with the same pool of leads I had; they had just put in the time to cull through them, diligently, and after months of extensive work, they discovered, converted, and cultivated a great list of prospects and clients.

Face-to-face 140

Face-to-face Sales Qualified Lead Gatekeeper Inside Sales 140

Mr. Inside Sales

SEPTEMBER 12, 2022

Perfect for reps dealing with the following issues: Reps struggling with call reluctance Getting screened out by the gatekeeper Overcoming blow off objections like, “Just email me something” Identifying decision makers Qualifying prospects Setting call back appointments that stick Giving successful presentations and dealing with objections Staying (..)

Motivation 177

Motivation Face-to-face Gatekeeper Licensing 177

Hubspot Sales

NOVEMBER 24, 2017

It could be the customer who seemed keen but then never answers your calls, the intense meetings with your sales manager, or the months you're never sure whether you'll hit quota until the eleventh hour. To help highlight the struggles that sales people face each and every day, here are 10 relatable memes. 2) The Fake Promise.

Gatekeeper 111

Gatekeeper Commission Salary Decision Maker 111