Mr. Inside Sales

OCTOBER 21, 2022

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. Every time you smile, you signal to the rest of your body how positive you’re going to be. Again, silly, right?

Face-to-face 271

Face-to-face Gatekeeper Licensing Decision Maker 271

MTD Sales Training

JANUARY 28, 2020

You will no doubt have been in the position where you’ve been discussing purchase opportunities with your prospect and the subject of your competitors comes up. MTD Sales Training | Sales Blog. The post How To Deal With Your Competition When In A Sales Meeting appeared first on MTD Sales Training. Happy Selling!

Competition 375

Competition Sales Meeting Meeting How To 375

Sales 2.0

JULY 17, 2019

If you are in this position, this post may help you. I graduated from Wharton’s MBA program in 1993 and had no sales training at all. I’ve spent many years selling in startups and small businesses and every time the biggest issue cratering the sales pipeline is getting enough meetings with appropriate prospects.

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

MTD Sales Training

FEBRUARY 11, 2020

You had a great sales interaction: Both you and the prospect were calm and comfortable. You developed some rapport and the prospect showed some positive buying signals during the meeting. This question is simple and helps the prospect understand that what you have just proposed is, at worst, reasonable.

Closing 300

Closing Proposal Negotiation Benefit 300

Mr. Inside Sales

MAY 11, 2023

While managers want you to jump on the next call, go from a negative experience and be positive again and “smile and dial,” you know how hard that is. Here’s the solution: Rather than try to go from negative to positive (very hard to do), it’s better to go from negative to neutral first and then on to positive. Maybe use, “Oh?”

Face-to-face 250

Face-to-face Call-back Gatekeeper Licensing 250

Zoominfo

DECEMBER 11, 2024

In Q4, we released enhancements to Copilot, our GTM Intelligence platform, that further empower enterprise GTM teams to engage prospects and customers with greater precision, speed, and intelligence. We believe these innovations will continue to revolutionize how teams identify opportunities, engage prospects, and close deals.

Intent Signal 130

Intent Signal Prospecting Intent Decision Maker 130

Smooth Sale

DECEMBER 10, 2024

Photo by GDJ via Pixabay Attract the Right Job or Clientele: Business Success Requires A Positive Mindset and High Energy Others can feel our vibe through our words, actions, and deeds. Acknowledging that we have commonalities, including wanting to be seen and heard before doing business, will positively impact finalizing business. _

Energy 96

Energy Positioning Hiring Networking 96

MTD Sales Training

APRIL 23, 2019

Unique Selling Proposition – well, these are the benefits that your prospects and clients can look forward to receiving when they purchase your wares. Your Sales Manager and Sales Director will most likely ram USP’s down your throat so you can discuss them with your prospects. You could divide them into positive and negative ones.

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Call-back Up-Sell Proposal Benefit 243

Mr. Inside Sales

MARCH 2, 2024

Study these 3 interviewing mistakes and make sure YOU don’t make them the next time you’re trying to land your next sales position. If you have several years where you moved around a lot, simply list: “Speak to me to clarify most recent positions.” ON DEMAND SALES TRAINING THAT GETS RESULTS! Too many sales reps like to talk.

Hiring 241

Hiring Face-to-face Gatekeeper Licensing 241

Mr. Inside Sales

APRIL 14, 2024

Several of his books include: “The Power of Positive Leadership,” “The Energy Bus,” etc. What this means is that rather than let that random, negative self-talk just pour into you, you should instead talk back to yourself in advance and feed the positive self-talk you need to succeed. ON DEMAND SALES TRAINING THAT GETS RESULTS!

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Face-to-face Gatekeeper Licensing Decision Maker 224

Sales and Marketing Management

APRIL 9, 2018

This requires going beyond one-size-fits-all training and development programs that are measured by simple pass/fail certifications or completion rates. Many sales leaders hire long-tenured reps with the misguided assumption that they don’t have to invest in training. The Missing Metric. On the surface it seems simple, right?

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Sales Enablement Hiring Lead Rank Lead Scoring 276

Steven Rosen

MAY 24, 2024

He also explores the practical applications of AI in sales, including prospecting, customer retention, and pre-call planning. By addressing objections, providing training and support, and showcasing success stories, sales leaders can help their teams embrace AI and leverage its benefits.

Company 296

Company Sales Leadership Retention Loyalty 296

MTD Sales Training

DECEMBER 16, 2019

Concentrate on Interests not Positions. This means identifying what is most important to the prospect. The problem is that the other person could see your drop to £150 as a ‘bargaining position’. If the prospect asks for money off, see if you can get an increased order for it. Determine your walk-away position.

Negotiation 211

Negotiation Margin Discount Face-to-face 211

MTD Sales Training

MARCH 19, 2019

The whole negotiation you have with a client or prospect can be successful or not, based on the way you carry it out. Identify the interests, not just the positions, of the customer. Learn how you can turn a negotiation around if it’s not going well by following a strategic process that you can control. . The bargaining stage.

Negotiation 219

Negotiation Exact Positioning Course 219

MTD Sales Training

JUNE 4, 2019

It adds meaning to why they are positioned where they are. How many times do you ‘hold something back’ so you can surprise the prospect with that little extra to encourage them to buy? Could your marketing department help the prospect find ideas on marketing themselves? Nothing wrong with this, of course. Happy Selling!

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Case Study How To Discount Decision Maker 255

The Pipeline

APRIL 6, 2021

Most salespeople are way over reliant on their product while prospecting or selling, continuing to lead with and hype features/benefits. The victim develops positive feelings toward the person holding them captive or abusing them. But as Mike Tyson said, the best made plans are laid out by the first punch or prospect objection.

SME 299

SME Lead Rank Lead Scoring Discount 299

No More Cold Calling

NOVEMBER 23, 2021

If virtual sales training was ever needed, this was the time. Without it, your prospects figure you’re not interested, and they tune out. It took awhile to learn Zoom and take advantage of breakout rooms, chat, hand raising for questions, getting our video positioned properly, and mics and speakers set. (It even became a verb.).

Video 289

Video Cold Calling Exercises Conference 289

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. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Follow-up 228

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

Mr. Inside Sales

AUGUST 14, 2020

I realized that as a sales professional, I was in a unique position to help a lot of people. As a sales professional, I could fulfill an essential position in the business world and help companies and people grow and get the things they needed to excel and lead better lives. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 295

Face-to-face Call-back Gatekeeper Licensing 295

MTD Sales Training

OCTOBER 31, 2018

The excitement you feel when you get a positive response from your prospect is palpable. All that hard work, all that research, all that grafting and painstaking questioning and presenting has paid off and the prospect is heading towards buyers-ville. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

Closing 243

Closing Discount Buyer ROI 243

Sales and Marketing Management

JANUARY 7, 2019

Author: Rory Christian According to IDC , despite a "typical" $1 billion company spending a large amount of resources devoted to training for customer-facing people, poor sales enablement results in around $14 million of wasted sales and marketing expenses, and $100 million in lost sales opportunities. Where could they be going wrong?

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Hiring Decision Maker Energy Face-to-face 233

DiscoverOrg Sales

JUNE 6, 2018

They’re attending networking events, following your company on social media, and applying for your open positions. However, these positive traits also make it more difficult to actively recruit them to your opportunities. Skills can be taught with training. They’re the ones with the ready-to-go resume and up-to-date website.

Hiring 230

Hiring Networking Positioning Compensation 230

Jeffrey Gitomer

MARCH 5, 2019

The right questions create deficit in the comfort level of the prospect. Leone's sale is broken down into three parts: Part one.Research – Gathering information and positioning for the sale. Become the emotional twin of the prospect. Determine the prospect's personality style. says Leone. Ask power questions.

Top of Funnel 241

Top of Funnel Licensing Funnel Objections 241

MTD Sales Training

OCTOBER 12, 2018

If you’re going to make some contacts with prospects today, why should they bother talking to you?’. Now, if you answered with something like ‘because my products are better than the competition’ or ‘I know what people in their position need’ then maybe you need to take a step back first. Prospects are NOT interested in your products.

Research 218

Research Decision Maker Call-back Face-to-face 218

MTD Sales Training

OCTOBER 5, 2018

Have you ever had that feeling when you’re talking to a prospect that the person isn’t who they say they are? This enables the person you are talking to cover the procedures they use, rather than trying to bolster their own position. You may not want to discuss any negotiating positions with this person at present. Sean McPheat.

Decision Maker 242

Decision Maker Gatekeeper Face-to-face Influencer 242

Steven Rosen

OCTOBER 2, 2020

Sales organizations have had to adjust how they prospect, sell, and interact with customers and each other. . Coaching and training have a fourfold impact on acquiring new skills than training alone. . . Awesome Virtual Coaching Creates Master Virtual Sellers. COVID has impacted everyone. Virtual Coaching.

Coaching 282

Coaching Face-to-face Selling Skills Call-back 282

Zoominfo

MAY 12, 2020

They’re attending networking events, following your company on social media, and applying for your open positions. However, these positive traits also make it more difficult to actively recruit them to your opportunities. It may seem counterintuitive to go after candidates who are content with their current position.

Hiring 278

Hiring How To Networking Salary 278

Anthony Cole Training

SEPTEMBER 19, 2024

When presenting to get a decision, it is important to understand this: Theoretically speaking, if a salesperson has done everything correctly up to the point of presentation, then their prospect should be in a position to make a decision at the end of the presentation 100% of the time. That decision could be Yes, or it could be No.

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Proposal Positioning Sales Prospecting 242

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. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Sales and Marketing Management

AUGUST 20, 2018

Typically, it would start with an email from a prospect, asking a question about price, availability or some product feature. 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. The prospects had gotten what they wanted.

Buyer 294

Buyer Call-back Follow-up Sales Qualified Lead 294

Hubspot Sales

DECEMBER 19, 2023

Great inside sales training improves team performance, which can increase sales revenue. Aside from helping you make money, training may save you money too. Be that reducing recruitment costs by retaining top-tier sales talent or training reps to automate non-selling activities with AI tech. Here are five reasons you should.

Inside Sales 110

Inside Sales Training Hiring Outsourcing Services 110

MTD Sales Training

APRIL 9, 2019

Active listening can be defined as ‘the concept of listening that keeps you engaged in a conversation in a positive way’. That positivity is important, because as soon as the conversation becomes even slightly negative, we tend to have the habit of withdrawing or counteracting the concepts the other person has with ideas of our own.

Exercises 224

Exercises Benefit Intent Positioning 224

Sales and Marketing Management

JULY 21, 2019

Sales coaching like this has many documented benefits – from reinforcing training, to culling and promoting best practices, to even positively impacting the bottom line. How would you position our product compared to Competitor X?” Validate training and certify reps. How would you respond to these common objections?” “How

Coaching 241

Coaching Video Hiring Trade Show 241

MTD Sales Training

MARCH 26, 2019

By different types of sales, we’re referring to the styles that salespeople will adopt when they are with prospects and customers. Salespeople often get roped into this type of sale when a prospect says to them ‘what do you do and why are you selling this to me?’. appeared first on MTD Sales Training. Happy Selling!

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Face-to-face Consultative Selling Intent Buyer 205

Sales and Marketing Management

NOVEMBER 15, 2018

What does it take to transform this dreaded responsibility into a positive, fulfilling part of your day? Let’s be honest: Reaching positive results while coaching salespeople isn’t instantly gratifying or easy. Positivity. Telling people they’re not meeting expectations and inspiring them to turn things around isn’t easy.

Coaching 257

Coaching Construction Pivotal Positioning 257

Understanding the Sales Force

MAY 29, 2024

In jury trials, Closing Arguments position the team for a favorable verdict. In sales, Closing is traditionally an event where the salesperson asks for the business but most salespeople either don’t ask, or put so much pressure on the prospect that they push the prospect away. Prospects simply buy.

Closing 218

Closing Decision Maker Follow-up Pipeline 218

MTD Sales Training

SEPTEMBER 3, 2019

You’re now in control of the conversation and the prospect feels obliged to answer you with further details. It also prevents you from trying to justify your position or your product presentation and risk not being clear about what the real nature of the customer objection actually is. Happy Selling! Sean McPheat. Managing Director.

Face-to-face 230

Face-to-face Objections Guarantee Discount 230