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 Licensing 317

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. Get Access Today.

Face-to-face 317

Face-to-face Gatekeeper Licensing 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! Need More Proven Responses to the Selling Situations You Face Every Day?

Sales Qualified Lead 320

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

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

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. Right then!

Sales Qualified Lead 284

Sales Qualified Lead Face-to-face Gatekeeper Licensing 284

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

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 Licensing 314

Mr. Inside Sales

DECEMBER 18, 2020

When he entered the store, I recognized him from many years before when we were both struggling reps trying to sell investments over the phone. 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.

Face-to-face 310

Face-to-face Inside Sales Gatekeeper Licensing 310

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

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 Call-back Gatekeeper 291

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. ON DEMAND SALES TRAINING THAT GETS RESULTS! Want a better way?

Objections 285

Objections Face-to-face Gatekeeper Licensing 285

Hubspot Sales

APRIL 9, 2020

Similarly, your business's inside sales team needs the right technology to be as productive and impactful as possible. Not to mention, just because the tools and tech you have in place for your outside sales team work well for their needs, doesn't necessarily mean they'll be an ideal fit for your inside sales reps, too.

Inside Sales 132

Inside Sales Sales Technology Wireless Hubspot 132

Mr. Inside Sales

APRIL 29, 2024

I hope you’re not making this common mistake when following up on an email you sent: “I’m just calling to see if you got the email I sent you?” While this may sound like a reasonable way to follow up after sending an email, do you see how you’re providing your prospect with the perfect stall?

Follow-up 226

Follow-up Face-to-face Gatekeeper Licensing 226

Hubspot Sales

FEBRUARY 3, 2021

That doesn't mean they can't be effective salespeople — it just means they need to change things up. If you find yourself in a position like that, you might want to consider transitioning from outside to inside sales. According to her, "[She] needed to skill up in digital." Be the change you want to be. Really care.

Inside Sales 136

Inside Sales Hubspot Outside Sales Scale 136

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. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 254

Face-to-face Gatekeeper Licensing Decision Maker 254

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 Licensing Decision Maker 271

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

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

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 Licensing 224

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

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 Licensing Decision Maker 248

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

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. Using Social Selling to Get in Deals Early.

Social Selling 330

Social Selling Decision Maker Cold Calling Hiring 330

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

No More Cold Calling

MARCH 17, 2015

A new ebook from InsideSales.com tells how to turn cold calls into hot leads with referral selling. 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. Hot : You’ve been introduced by someone your prospect knows and trusts.

Inside Sales 120

Inside Sales Cold Calling Wireless Decision Maker 120

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. Who’s next?”

Face-to-face 255

Face-to-face Gatekeeper Licensing Decision Maker 255

The Pipeline

NOVEMBER 6, 2013

While this is an important statistics for sellers to keep in mind, it means nothing to those who sell or set appointments by phone, where there is no body language, and it’s down to intonation and words; and as we have said before, words may not break your bones, they could hurt your sales.

Intent 278

Intent Cold Calling Compensation Inside Sales 278

Mr. Inside Sales

NOVEMBER 5, 2021

Want some free, proven resources to help you or your team sell more right now? The point is, anything you need to get better at selling over the phone is at your fingertips. And if you need a deeper dive, try this: The number one best selling book of current and effective phone scripts: Click here. Click here. Click here.

Resources 242

Resources Face-to-face Gatekeeper Inside Sales 242

Mr. Inside Sales

FEBRUARY 12, 2021

Many sales reps struggle when following up on emails they’ve sent out to prospects (or even clients!). When they get the prospect on the phone, they open with: “Did you get the email I sent?”. Try this: When you get your prospect back on the phone, say: “Nice to speak with you again. What email?”. Frustrating, huh?

Follow-up 228

Follow-up Face-to-face Sales Qualified Lead Gatekeeper 228

Mr. Inside Sales

MAY 11, 2023

Have you ever observed your self-talk after you lose a sale? This product will never sell!” “The The leads are trash, and I actually agree with some of my prospect’s objections!” “I I wonder what I can sell that’s easier than this?” Need More Proven Responses to the Selling Situations You Face Every Day?

Face-to-face 250

Face-to-face Call-back Gatekeeper Licensing 250

Mr. Inside Sales

FEBRUARY 20, 2021

If a client or prospect contacts you for something, say, more information or to look up the status of an order, etc., If a client or prospect contacts you for something, say, more information or to look up the status of an order, etc., Need More Proven Responses to the Selling Situations You Face Every Day?

Face-to-face 271

Face-to-face Call-back Gatekeeper Licensing 271

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. Need More Proven Responses to the Selling Situations You Face Every Day? ON DEMAND SALES TRAINING THAT GETS RESULTS! To attain Wisdom, remove things every day.”—Lao Have a great week!

Face-to-face 251

Face-to-face Gatekeeper Licensing Decision Maker 251

Mr. Inside Sales

FEBRUARY 21, 2020

How good are you at requalify existing accounts, or prospects you haven’t spoken with in a while? And that means that just because a prospect or client was in charge of a certain function last month or 6 months ago, it doesn’t mean they are in charge of it today. Transition sentence two: “ __, let me get up to date on things with you.

Prospecting 158

Prospecting Sales Qualified Lead Face-to-face Decision Maker 158

Mr. Inside Sales

AUGUST 21, 2022

I watched a sales rep making cold calls the other day. He was making one crucial error that was leading to him not getting very far with prospects. I want to share with you what this common prospecting error is and how to immediately fix it. What was missing was the common currency of human interaction to set up the call.

Prospecting 156

Prospecting Face-to-face Sales Qualified Lead Cold Calling 156

Mr. Inside Sales

OCTOBER 1, 2018

Learn the best effective phone sales techniques including successful cold calling business prospecting, outbound telemarketing, professional telephone calls process, and other opening selling skills, tools, methods, tips and ideas. Worse, is when a prospect is in a good mood and willing to connect with you.

Cold Calling 171

Cold Calling Tools Prospecting Telemarketing 171

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.

Inside Sales 111

Inside Sales Tools Strategy Outside Sales 111

Mr. Inside Sales

OCTOBER 25, 2018

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 166

Prospecting Inside Sales Objections Up-Sell 166