Mr. Inside Sales

MAY 12, 2024

Who do you think knows why your prospect buys? Who do you think knows when your prospect is going to buy? The answer, of course, is your prospect! The problem for many sales reps, is that they prefer to pitch and talk at prospects more than they actually ask questions and listen. Or who they like to buy from?

Prospecting 212

Prospecting Face-to-face Gatekeeper Licensing 212

The Sales Hunter

MAY 21, 2019

We all wish every lead turned into a great prospect and in less time. Here are 10 things you need to do to prospect faster: 1. Use this list to as a guide as you prospect. Block enough time in your calendar to both lead development phase and qualify the prospect. Make your prospects earn the right to become prospects.

Prospecting 275

Prospecting Sales Qualified Lead Leads Marketing Qualified Lead 275

Understanding the Sales Force

NOVEMBER 15, 2024

Jack’s eyes lit up. As I pivot to selling, please watch this two-minute video before continuing the article. When prospecting doesn’t take place on a daily basis, salespeople fail to build their pipelines. He was all in! Things didn’t go the same way with Kyle. Incentives work.

Prospecting 177

Prospecting Incentives Incentive Cold Calling 177

Sales 2.0

JULY 17, 2019

If you run a small company, you usually end up being one of your company’s early sales people. I graduated from Wharton’s MBA program in 1993 and had no sales training at all. Once most entrepreneurs and business people are in the door most of them are actually reasonable at selling their product but they mostly stink at getting there.

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

No More Cold Calling

JULY 13, 2021

Referrals help you ace Part One and set you up for success in Part Two. You get an introduction to your prospect, and you get a meeting with the decision maker. They believe a call isn’t cold because it’s a marketing-qualified lead, because the prospect downloaded a whitepaper, or because they have a mutual connection on LinkedIn.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

Sales 2.0

OCTOBER 9, 2020

By doing so you will (a) sell more, (b) get a bigger commission check, and (c) be less stressed. If you’ve bought into any of this “social selling” stuff then you are probably thinking “that sounds like a lot of work, posting content, curating content, maybe even creating some content. Train Your team. You need to train them.

Account 385

Account Scale Social Media Small Business 385

The Sales Hunter

JULY 23, 2019

To be great at prospecting, you don’t have to be born with the “sales gene.” Commit to prospecting, regardless of what else needs to be done. Use multiple processes that fit each segment they prospect. Work consistently to improve their process and more quickly engaging the prospect. Use the telephone heavily.

Prospecting 242

Prospecting Buying Cycle Social Media Segment 242

No More Cold Calling

JULY 29, 2021

Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. Other reasons why salespeople fail to close sales include: The initial prospects were unqualified. This is not how you wow buyers, build relationships, and convert prospects into clients.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

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. Happy Selling! ON DEMAND SALES TRAINING THAT GETS RESULTS!

Closing 334

Closing Gatekeeper Face-to-face Licensing 334

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. You can use the intel you got from your initial pitch to open up the upsell. At that time, load them up!

Face-to-face 317

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

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. What’s the best response when the competition are brought up? Instead of knocking them down, build yourself up. Should you try to by-pass the issue?

Competition 375

Competition Sales Meeting Meeting How To 375

Sales and Marketing Management

FEBRUARY 25, 2021

me) to actually absorb your outstanding training materials, then put them into action to achieve the desired results? . So you work hard to keep up with current ideas and processes to sell better and sell more. You share these your people and train them in the implementation of these strats and tacs. Charbonneau.

Training 194

Training Hiring Webinar Metrics Sales Qualified Lead 194

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., What to do? That’s right. Relentlessly.

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. 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

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. And, since many sales reps don’t qualify thoroughly enough, most of the leads they stuff into their pipeline are made up of 6’s and 7’s. How long will this take?” What to do?

Sales Qualified Lead 320

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

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? Begin thinking about how to point out those aspects of your product or service that matches up with what they want (because you’ll be clear what they are). ON DEMAND SALES TRAINING THAT GETS RESULTS!

Motivation 332

Motivation Face-to-face Gatekeeper Licensing 332

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? Script #1: Make sure and have an email already prepared while you’re prospecting. Let me know when it pops up, and I’ll show you a couple of links you’ll want to explore later. “In Right then! And begin qualifying!

Sales Qualified Lead 284

Sales Qualified Lead Face-to-face Gatekeeper Licensing 284

No More Cold Calling

JUNE 10, 2021

Why I made referral selling my life’s work. I was working for a global consulting and training firm. Get meetings with prime prospects in one call. Convert prospects to clients more than 50 percent of the time. That’s when I wrote Pick Up the Damn Phone , with my long-time editor and friend, Taylor Mallory Holland.

Referrals 385

Referrals Cold Calling Webinar Metrics Inbound 385

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

Understanding the Sales Force

MARCH 27, 2019

When you hear a phrase like the hard sell , do you instantly think of car salespeople? While someone's reference to a hard sell may differ, the perception of the hard sell is fairly universal. After prospects state an objection, say they're not interested, or tell the salesperson, "No," prospects tend to raise their resistance.

Insurance 264

Insurance Insurance Objections Up-Sell 264

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. Yes” I said.

Face-to-face 310

Face-to-face Inside Sales Gatekeeper Licensing 310

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

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

Sales 2.0

MAY 30, 2023

Traditional sales models vs. AI-enabled selling. Heidi says we are moving into a new age of selling driven by the availability and adoption of AI (Sales 2.0?). She says “There’s been a bifurcation of the way people manage sales organizations: There’s the traditional model which dumbs down selling. Think about that.

Face-to-face 312

Face-to-face CRM Forecasting Cold Calling 312

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

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

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

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

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. 3: Get up and walk around when you’re on the phone. I know this sounds silly, but it works!

Face-to-face 271

Face-to-face Gatekeeper Licensing Decision Maker 271

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!

Face-to-face 254

Face-to-face Gatekeeper Licensing Decision Maker 254

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

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

The Pipeline

MARCH 3, 2020

Change is a constant , it’s all around us, and it’s hard; keeping up is a continual challenge. For example, many want me to layer on or retrofit my curriculum on something they trained three years ago. I ask reps to step back think of their number one prospect, and ask how things have changed with that constituency?

Face-to-face 362

Face-to-face Pipeline ROI Energy 362