Understanding the Sales Force

SEPTEMBER 8, 2015

That’s how salespeople sometimes feel when they need to be liked and are expected to ask their prospects some really difficult questions. You might be afraid to take your foot off the clutch and put the car into first gear because, if you’re not careful, you might kill those people standing in front of your car!

Inside Sales 120

Inside Sales Sales Process Course Sales 120

The Pipeline

NOVEMBER 6, 2013

This is especially an issue while prospecting by telephone, or (dare I say it) cold calling. But if you are prospecting by phone, even if only those leads you sourced via inbound marketing, there are some steps you can take to have more success in a world void of body language. Sales Process Tibor Shanto'

Intent 278

Intent Cold Calling Compensation Inside Sales 278

SBI Growth

FEBRUARY 26, 2013

These LDRs were well trained and capable of qualifying true prospects. Prospects who did engage were speaking with multiple vendors as well. Prospects who did speak with the Teleprospectors were better informed and more aware of competitive alternatives. Prospects were called twice a month instead of once a month.

Competition 323

Competition Customer Lead Rank Top of Funnel 323

Mr. Inside Sales

APRIL 9, 2018

Mike Brooks, Mr. Inside Sales receives multiple awards from AA-ISP’s 2018 Leadership Summit last week: Service Provider of the Year Award – Sales Script Development AND The TOP 25 Most Influential Inside Sales Professionals in 2018 Award. . He also offers customized sales training programs, works as a virtual V.P.

Inside Sales 24

Inside Sales Hiring Scale Conference 24

Hubspot Sales

MAY 31, 2020

Without tracking their sales and pipeline activity, in addition to results at both an individual and company-wide level, it’s impossible for sales leaders to pinpoint weak areas. For example, high attrition throughout a sales process might alert you to an issue with moving opportunities to close. Sales Activity Metrics.

Inside Sales 119

Inside Sales Forecasting Quota Pipeline 119

Hubspot Sales

JULY 15, 2020

Digital transformation and a shifting sales landscape are driving both general interest in and a pronounced need for salespeople that might not physically interface with prospects. As time has gone on, many B2B companies have begun to incorporate that brand of sales — known as B2B inside sales — into their overall sales infrastructure.

Inside Sales 114

Inside Sales B2B Construction Outside Sales 114

Mr. Inside Sales

JULY 7, 2018

Learn the best ways on how to increase, improve and boost your sales process performance with more effective tips, techniques strategies and ideas including top closing lines and assumptive questions. Want a quick tip for closing more sales over the phone—or even face to face? Learn to ask better questions!

Sales Process 140

Sales Process Closing Cold Calling How To 140

Hubspot Sales

SEPTEMBER 16, 2020

If you ask most executives if they have a sales process , they’ll immediately say yes. But when you ask them to describe their sales process, their descriptions vary wildly. To some, a sales process means milestones in their sales pipeline. To others, it means weekly call patterns. Call Management.

Sales Process 133

Sales Process Ideal Customer Profile Sales Qualified Lead Territories 133

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

Understanding the Sales Force

JUNE 20, 2014

I read most of the other sales blogs too. Some of them are from companies within the Inside Sales community which, in an attempt to sell their services, are also publishing misinformation. And the misinformation is killing sales forces. Prospects are Further Along in their Buying Process Before Meeting Salespeople.

Consultative Selling 275

Consultative Selling Inside Sales Lead Nurturing Face-to-face 275

Close.io

MAY 30, 2018

So you’re looking to build out your inside sales team and you’ve lined up a full day of interviews with potential new hires. To make sure you don’t waste time and money on a bad hire who doesn’t fit the culture, there are some questions you absolutely need to be asking in your interviews with prospective inside sales reps.

Inside Sales 101

Inside Sales Hiring Social Media Sales Qualified Lead 101

Mr. Inside Sales

JANUARY 14, 2023

This is one of the most basic of interview questions I use for prospective sales reps, and the answer reveals so much about their previous training, their understanding of the sales process, and ultimately about what kind of sales rep they are going to be. Qualifying prospects. Identifying decision makers.

Face-to-face 254

Face-to-face Gatekeeper How To Sales Qualified Lead 254

Mr. Inside Sales

AUGUST 27, 2021

And, by the way, this is also how I help companies improve their sales process as well. If a company has, say, fifteen sales reps, then there are inevitably one or two top closers—and then thirteen sales reps who are struggling. The post One Way to Handle Objections Better appeared first on Mr. Inside Sales.

Objections 223

Objections Face-to-face Gatekeeper Licensing 223

No More Cold Calling

AUGUST 18, 2011

More and more, sales professionals use social media as an indispensable sales and prospecting tool. It provides valuable insight into prospects and decision makers. The social media impact prompts some sales pros to wonder if cold calling is dead, and whether it’s being replaced by so-called “smart” calling.

Cold Calling 220

Cold Calling Social Media Referrals Decision Maker 220

SBI Growth

SEPTEMBER 23, 2013

VPs of Sales are asking questions like: Is our Sales Process good enough? Are my Sales Managers good enough? Phase 2 - Develop Go To Market Plan - Many sales VPs don’t know the best route to market. You may need to increase the size of inside sales. Sales training. How many heads do I need?

Compensation 325

Compensation Social Media Incentives Incentive 325

Marc Wayshak

MARCH 22, 2023

Over the past couple of years, there has been a seismic shift to inside sales. Salespeople who used to sell out in the real world, face-to-face with prospects, began selling inside, never having to leave the office in order to close deals. Inside sales isn’t going anywhere. Know your process.

Inside Sales 88

Inside Sales Closing Face-to-face Intent 88

MTD Sales Training

JUNE 6, 2012

More and more companies are electing to employ their own in-house telesales staff to set appointments for the field sales teams. The question that arises though is how do you compensate this inside sales team? Commission on the Sale. 2: The Lay Down Prospect Does Not Buy. The FSP does NOT close the sale!

Compensation 265

Compensation Sales Qualified Lead Commission Field Sales 265

SalesHandy

MAY 6, 2021

B2B sales can be complex and confusing with many different processes, practices and models it’s made up of. Inside sales is one such model. With more than 50% of new B2B sales jobs being inside sales roles, it’s no longer a niche operating model. What is Inside Sales? Sales cycle times.

Inside Sales 75

Inside Sales Ideal Customer Profile Benefit Top of Funnel 75

Nutshell

AUGUST 24, 2018

Inside sales refers to any form of selling that isn’t done face-to-face. Unlike outside sales (or field sales ) reps, inside sales reps connect with potential customers remotely through phone, email , and web conferencing. Among B2B companies, the use of inside sales reps has exploded in popularity.

Outside Sales 91

Outside Sales Inside Sales Hiring Face-to-face 91

Sales and Marketing Management

DECEMBER 14, 2020

In fact, Kavadellas, CEO of Georgia-based Orasi, a software developer, reseller and consulting firm, was scheduled to play a round with a client and a prospect the day after we spoke with him in November for this story. But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Mr. Inside Sales

MARCH 22, 2021

As you can see, there are many areas and many questions you can ask which will give you tremendous insight into the sales process—if you just ask. The post 5 Questions for Influencers appeared first on Mr. Inside Sales. Is the influencer going to know any or all of this? Of course not! Get Access Today.

Influencer 203

Influencer Decision Maker Face-to-face Gatekeeper 203

Mr. Inside Sales

MAY 11, 2019

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 might hold you back today?”. Sound familiar?

Closing 165

Closing Training Gatekeeper Face-to-face 165

Pointclear

JUNE 20, 2013

Will it bring another evolution in the ever-changing buying and sales processes? With the tap of a button a prospective buyer can quickly research competitor’s prices or on the flipside a salesperson can quickly search the LinkedIn account for a prospect and have immediate research in hand. Via Score More Sales.

Quota 213

Quota PointClear B2B Face-to-face 213

Sales Hacker

FEBRUARY 12, 2020

Inside sales jobs are growing at a staggering rate, and it’s not hard to see why. Most companies offer uncapped commissions for their inside sales positions. Almost any lifestyle you can imagine for yourself is possible with an inside sales role. First, let’s look at what inside sales is.

Inside Sales 91

Inside Sales Tools Sales Qualified Lead Strategy 91

Mr. Inside Sales

JANUARY 15, 2021

This is one of the most basic of interview questions I’ve used for years for prospective sales reps, and the answer reveals so much about their previous training, their understanding of the sales process, and ultimately about what kind of sales rep they are going to be. appeared first on Mr. Inside Sales.

Face-to-face 195

Face-to-face Sales Qualified Lead Gatekeeper Licensing 195

Close.io

OCTOBER 9, 2019

In this post, we’re sharing three inside sales job descriptions that you can steal and personalize for your business in order to attract the right sales talent in 2020! Job description template: junior inside sales professional. ? Job description template: inside sales leader. ? Let’s get going.

Inside Sales 91

Inside Sales Hiring Ideal Customer Profile Sales Qualified Lead 91

Mr. Inside Sales

APRIL 22, 2019

In an earlier blog , I introduced the term, “Spray and Pray” as way to describe how many sales rep’s presentations go. They get the prospect on the phone, go through a PowerPoint slide presentation, drone on and on for a half hour or more, rarely checking in their prospect—and if they do, it’s a weak, “does that make sense?”–and

Closing 169

Closing Face-to-face Inside Sales Gatekeeper 169

Showpad

MAY 29, 2019

Inside sales definition. Inside sales is a type of sales where representatives perform regular sales activities remotely rather than consistent face-to-face meetings. Fewer and fewer sales reps are traveling to meet clients on a regular basis, ditching the briefcase and rolodex for a laptop and smartphone.

Inside Sales 76

Inside Sales Sales Enablement Top of Funnel Salary 76

Mr. Inside Sales

JULY 25, 2020

If your sales process involves giving a presentation (virtual or otherwise), and at the end of it you provide pricing options and then close, then this article is for you. The most important step to get right is to: Get buy in from your prospect before you go into pricing! Get Access Today.

Face-to-face 173

Face-to-face Gatekeeper Licensing Decision Maker 173

Close.io

MARCH 11, 2020

As an inside sales rep, we want ourselves to close all deals and build connections with prospects. Workflow automation is the process of finding tasks performed by a team and automating them with technology. Thus, as an inside sales professional, workflow automation can help you become a more productive individual.

Inside Sales 80

Inside Sales Sales Automation Sales Qualified Lead Follow-up 80

Sales Hacker

SEPTEMBER 16, 2019

What is inside sales? What is outside sales. Should you use inside or outside sales? How can inside and outside sales work together? Skills and qualifications necessary for inside sales. Skills and qualifications necessary for outside sales. What Is Inside Sales?

Outside Sales 84

Outside Sales Inside Sales Hiring Top of Funnel 84

The Pipeline

FEBRUARY 8, 2013

These are folks who have not studied the dynamics at play in effective voice mail, generally have a less than sufficient prospects in their pipeline, and BTW, have not tried the technique they are commenting on. When that call comes, you can then proceed to getting the appointment or engagement if you are in inside sales.

Cold Calling 293

Cold Calling Call-back Pipeline Face-to-face 293

Mr. Inside Sales

MAY 8, 2021

In addition to getting larger deals, I also found it was easier to drop a prospect to a lower amount if I started high. As I coach sales reps these days and listen to how they ask for the sale, I’m reminded of myself because guess what? And the sooner you do, the sooner you’ll find prospects who say yes. Get Access Today.

Face-to-face 198

Face-to-face Gatekeeper Licensing Decision Maker 198

Pointclear

MAY 5, 2017

Now there is a rush for software and computers to reason (yes, that is the right word) and to take action for sales and marketing revenue increases by people or in a programmatic fashion. Sales managers must acknowledge that AI is going to make its way into the ways in which sales people work, prospect, and sell.

InsideSales 113

InsideSales Inside Sales Revenue Webinar Metrics 113

Mr. Inside Sales

MAY 21, 2022

Check out our best inside sales training available on the Internet: On-Demand Training! And until you find out what’s really holding your prospect back, you’ll just go around and around in circles. And then hit your MUTE button and listen very carefully for the real objection—or objections—that are holding your prospect back.

Closing 156

Closing Training Gatekeeper Face-to-face 156

Close.io

FEBRUARY 4, 2020

If your hiring strategy involves bringing in fresh talent, you can’t expect these new inside sales professionals to be confident and successful, without a strong onboarding effort. What’s inside sales onboarding, you ask? A strong inside sales onboarding program is one of the best things you can do.

Inside Sales 80

Inside Sales Hiring How To Negotiation 80

Mr. Inside Sales

FEBRUARY 25, 2022

If you or your team is struggling, a cause might be a fundamental flaw that many sales teams suffer from: failure to understand—and pitch to—a prospect’s unique buying motive. Let’s review the sales process briefly: Recognizing all buyers of products and services have specific needs (buying motives) they are looking to fulfill.

Motivation 156

Motivation Face-to-face Gatekeeper Sales Qualified Lead 156