Mr. Inside Sales

APRIL 23, 2021

First, remember: Most objections are smokescreens hiding the real reason a prospect isn’t moving forward. Here’s one way I have successfully dealt with this and gotten the prospect to reveal what was really holding them back. And then hit MUTE and listen to what your prospect reveals. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 334

Face-to-face Gatekeeper Licensing Decision Maker 334

Steven Rosen

MAY 24, 2024

He also explores the practical applications of AI in sales, including prospecting, customer retention, and pre-call planning. ” – Rob Ulsh Key Takeaways: AI is not a threat to sales professionals but a powerful tool that can enhance their effectiveness. He also emphasized the time-saving aspect of AI in prospecting.

Company 296

Company Sales Leadership Retention Loyalty 296

Mr. Inside Sales

JULY 30, 2021

Wouldn’t it be convenient to have a list of 5 questions you could use to get your prospect talking, to get them to open up about how they’re feeling and what you might need to concentrate on? You could do two: one for prospecting and one for the close. ON DEMAND SALES TRAINING THAT GETS RESULTS! Ever feel stalled during a close?

Closing 334

Closing Gatekeeper Face-to-face Licensing 334

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

Face-to-face 317

Face-to-face Gatekeeper Licensing Decision Maker 317

Mr. Inside Sales

AUGUST 29, 2022

You can make a measurable and instant impact by giving your team access to my proven On-Demand Training! To help you do that, I’m offering a one-time 30% discount on this award winning, Inside Sales Training Video Course. ON DEMAND SALES TRAINING THAT GETS RESULTS! See it here. Get Access Today.

Training 31

Training Licensing Face-to-face Inside Sales 31

Mr. Inside Sales

NOVEMBER 16, 2020

Question for you: How often do you take notes while you’re on Mute and your prospect is revealing their buying motives? Make a much better connection with your prospect or client because they will feel listened to and heard. ON DEMAND SALES TRAINING THAT GETS RESULTS! You don’t take notes? How about using your Mute button?

Motivation 332

Motivation Face-to-face Gatekeeper Licensing 332

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

JULY 6, 2021

Rookie mistake: You’ve got several products or services you can offer a prospect, and you start by offering the first, or main one, then hear an opening for another one so pivot to that one, and describe another—and then another. Not only will the prospect be confused, but you will be, too. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 317

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

Sales 2.0

MAY 6, 2020

Do you have training for new hires documented and readily available? Is your training available in different formats, for example video? Training : How about training for long-time employees? Do you provide skills training on a regular basis? Do you provide product training? Are those leads well-qualified?

Hiring 269

Hiring Proposal Sales Qualified Lead System 269

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

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. Rather than set another time to get back with them—thus letting the prospect off the hook—try the following: Response #1: “Sure, I can take as long or little as you need.

Sales Qualified Lead 320

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

Mr. Inside Sales

AUGUST 21, 2022

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. I told the rep the problem was that he wasn’t making any connection in the beginning and wasn’t allowing his prospect to engage with him at all.

Prospecting 156

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

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., ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 317

Face-to-face Call-back Gatekeeper Licensing 317

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’s also my only way to make eye contact with many clients and prospects, so I’ve learned to live with it. Managing tools is not the same as managing relationships. I Can’t See You.

Video 289

Video Cold Calling Exercises Conference 289

Mr. Inside Sales

JANUARY 19, 2024

Now ask questions, try to engage, and take your prospect as far as they’ll let you! You see, the value of having a proven response in your back pocket is that it allows you to move past a prospect’s initial resistance. ON DEMAND SALES TRAINING THAT GETS RESULTS! [Now take it down, and then move into qualifying!]

Face-to-face 273

Face-to-face How To Gatekeeper Licensing 273

Mr. Inside Sales

JULY 20, 2021

Qualify prospects better and learn their buying motives. 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. . • Connect with decision makers easier. Overcoming objections easier.

Gatekeeper 315

Gatekeeper Decision Maker Face-to-face Licensing 315

Mr. Inside Sales

JANUARY 2, 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. 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’ ?” . ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 314

Face-to-face Gatekeeper Inside Sales Licensing 314

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

SEPTEMBER 25, 2021

Script #1: Make sure and have an email already prepared while you’re prospecting. The point here is whether or not your prospect will: Give you the time to speak further with them. This tells you how cooperative your prospect is, and so how cooperative they will be throughout the sales cycle. Right then! Get Access Today.

Sales Qualified Lead 284

Sales Qualified Lead Face-to-face Gatekeeper Licensing 284

Mr. Inside Sales

JANUARY 22, 2021

We all know the importance of asking questions of our prospects and clients, yet how many do you ask? And: Your prospects have all the answers about whether they’ll buy from you or not, and what you need to say to sell them. Here’s a list to get you started: For prospects: #1: “What motivated you to reach out to us today?”. [If

Face-to-face 287

Face-to-face Gatekeeper Licensing Decision Maker 287

Mr. Inside Sales

APRIL 11, 2021

Tricky title, I know, but there is a tool out there (many, in fact) that will enable you to do this. 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. Get Access Today.

Face-to-face 291

Face-to-face Gatekeeper Licensing Decision Maker 291

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. Your prospects can see through you and your message will be deleted quickly. ON DEMAND SALES TRAINING THAT GETS RESULTS! Believe me.

Face-to-face 254

Face-to-face Gatekeeper Licensing Decision Maker 254

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

SalesFuel

MARCH 26, 2024

But since they can’t, the next best thing may be to reengineer your sales training program. How to Reengineer Your Sales Training Program Before you begin to adjust the details of your sales training initiatives, take time to study your rain makers. These sellers quickly determine the business problems facing their prospects.

Training 116

Training Hiring How To Proposal 116

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

Mr. Inside Sales

MARCH 17, 2023

So many sales reps are anxious when they speak with a prospect. Plus, they know that most of the “prospects” they speak with don’t turn into a deal anyway, so, why not learn who is a real prospect right from the get go? ON DEMAND SALES TRAINING THAT GETS RESULTS! Am I speaking with the right person?” “Do

Decision Maker 261

Decision Maker Face-to-face Gatekeeper Licensing 261

Mr. Inside Sales

MARCH 6, 2021

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. Need More Proven Responses to the Selling Situations You Face Every Day? Get Access Today.

Gatekeeper 316

Gatekeeper Closing Face-to-face Licensing 316

Mr. Inside Sales

JUNE 22, 2024

Once I get my prospect on the phone for our chosen closing time, I open with: “Before I get started, I’m sure you’ve looked over things, so, what questions do you have for me?” The important thing is that knowing where my prospect is in the beginning not only tells me which direction to go, but it also saves me a ton of time!

Closing 255

Closing Face-to-face Gatekeeper Licensing 255

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. 2) Write down key words or phrases your prospect uses.

Face-to-face 248

Face-to-face Gatekeeper Licensing Decision Maker 248

Mr. Inside Sales

APRIL 29, 2024

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? The best practice way is to assume your prospect received it and even glanced through it. ON DEMAND SALES TRAINING THAT GETS RESULTS! Or “I haven’t had time to look at it yet.”

Follow-up 226

Follow-up Face-to-face Gatekeeper Licensing 226

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?’”

Face-to-face 312

Face-to-face CRM Forecasting Cold Calling 312

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

AUGUST 18, 2023

Establishing rapport with a prospect in the very beginning is perhaps the most important first step to earning the right to have a conversation that might eventually lead to a sale. If your prospect asks you how you are (after you ask them), DON’T just say, “fine” or “good” and then launch into your pitch. Try it and see for yourself!

Face-to-face 256

Face-to-face How To Gatekeeper Licensing 256

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. ON DEMAND SALES TRAINING THAT GETS RESULTS! It took me years to believe this. That’s why most people get burned out in sales.

Face-to-face 255

Face-to-face Gatekeeper Licensing Decision Maker 255

No More Cold Calling

JANUARY 16, 2020

Whether you are a CEO, vice president, or sales manager, you have a central role in your company’s sales process and in the decision to transition from vapid outbound prospecting to selling through referrals. And you will align all systems in your organization—recruiting, training, and compensation—to support the referral selling process.

Referrals 328

Referrals Sales Management Hiring Scale 328

Mr. Inside Sales

FEBRUARY 2, 2024

The reason this is such a common objection is because your prospects have figured out it’s the best way to get sales reps to drop their price! Then remain completely quiet and let your prospect tell you what the REAL objection is!] ON DEMAND SALES TRAINING THAT GETS RESULTS! In this case, “Your Price is Too High.” And most do!

Face-to-face 224

Face-to-face Gatekeeper How To Licensing 224