Sales and Marketing Management

FEBRUARY 12, 2020

Marketing and sales have switched to account-based everything, which crystallizes focus on the customer. Revenue teams – Companies will move beyond simply aligning sales and marketing toward revenue teams?—?super super teams that include customer success in the same organization as sales, marketing and operations.

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Trends Ideal Customer Profile InsideView Customer 289

Mr. Inside Sales

JANUARY 11, 2020

I read a great quote from Picasso (yes, the famous painter) the other day, and it really resonated with my sales philosophy. You’re probably wondering what that has to do with sales, and it’s simple: Most sales reps’ instincts are to adlib when they get an objection or when they get into a sales situation that isn’t going their way.

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Face-to-face Gatekeeper Inside Sales Objections 159

Highspot

JANUARY 19, 2022

Sales training programs are often like that — but they don’t have to be. When done right, they can improve your team’s performance and help you move closer to your sales goals. The trick is knowing what training program and techniques to use. Why sales training is important. or a 353% ROI.

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Training Lead Rank Hiring Course 92

Mr. Inside Sales

AUGUST 2, 2019

But the pessimist talks himself—and the customer—out of the sale. Because if you think the sale will close—or think it won’t—you’re right.”. The post The Power of Optimism in Sales appeared first on Mr. Inside Sales. The result? Lots of closings. The result? Lots of frustrations. “If Who Should Attend? Upcoming Schedule.

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Mr. Inside Sales

MARCH 22, 2019

No one likes to be rejected, and the resistance you get from gatekeepers, receptionists, decision makers, etc., And the good thing is that once you do get into a groove of making successful calls, your confidence will grow as will your sales. Sign up for it today and get ready to double or even triple your sales this year….

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Face-to-face Gatekeeper Decision Maker Cold Calling 186

Mr. Inside Sales

MARCH 21, 2019

Many sales reps still have trouble handling the initial resistance statement: “We’re all set,” or “We already have a dealer/supplier/vendor for that.”. Join Our Next Training: Agenda 7-Week, Comprehensive B2B & B2C Inside Sales Training Program. Training start time: 11:00 am, Eastern Daylight Time (New York).

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Mr. Inside Sales

OCTOBER 7, 2019

Still looking for the most dynamic speaker to make your 2020 sales conference a huge success? By booking Mike Brooks, Mr. Inside Sales, you will ensure that your inside sales team returns to their offices not only pumped up, but also equipped with proven sales skills they can use to instantly perform better!

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Mr. Inside Sales

FEBRUARY 16, 2020

The proper technique here was to 1) Answer the question, 2) Get buy in that this was what the prospect was looking for, and then 3) Either ask for the order OR use a trial close to see if she was getting close to closing the sale. If you or your team wants to get better at closing more sales, then get better at the fundamentals.

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Mr. Inside Sales

SEPTEMBER 9, 2019

Here is another excerpt from a really good book on sales I’ve been reading—and quoting from—this summer: “The Salesman’s Book of Wisdom” by Chriswell Freeman. And he had this practical advice about sales presentations. But once you learn to ‘sell with sincerity,’ you’ll forget about your own nervousness and close more sales.

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Mr. Inside Sales

JANUARY 6, 2020

How good (or bad) does your sales team sound when prospecting over the phone? On Friday, (Jan 3 rd ), I received a sales call that went like this: Me: “Good morning, Mike Brooks here, how can I help you?”. I won’t go on (although this sales rep was willing to…). Have you recorded and listened to their calls lately? What gives?

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Mr. Inside Sales

JANUARY 23, 2020

Then ask yourself: if your phone were taken away, would it affect your sales? Disconnect your phone for a month and see if your sales suffer. If you’d like to get better at prospecting, considering joining our 7-week, online inside sales training that starts this afternoon at 1 pm EDT. Cold calling isn’t dead.

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Cold Calling Real Estate Sales Qualified Lead Face-to-face 180

Mr. Inside Sales

JUNE 9, 2019

Last week I was contacted by the American Association of Inside Sales Professionals and asked if I would share my best practices for dealing with the gatekeeper. The post Gatekeeper Best Practices appeared first on Mr. Inside Sales. In under 10 minutes they recorded a slide presentation, and I want to share that with all of you.

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Gatekeeper Face-to-face Decision Maker B2C 133

Mr. Inside Sales

FEBRUARY 7, 2020

Quick Announcement: New dates for our next Online Training have just been added to our calendar: Next course starts on Monday, February 24 th at 2 p.m. appeared first on Mr. Inside Sales. Leadership In Turbulent Time s is a great read! Check it out here. Need More Proven Responses to the Selling Situations You Face Every Day?

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Mr. Inside Sales

NOVEMBER 30, 2019

You’ll get over 500 word-for-word scripts, questions, and phrases to help you open and close more sales starting today! appeared first on Mr. Inside Sales. Need More Proven Responses to the Selling Situations You Face Every Day? Who Should Attend? Upcoming Schedule. The post “Can You Email That to Me?”

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Mr. Inside Sales

JULY 14, 2019

Few experiences in business can match the excitement of a big sale. But the thrill of the close is always preceded by mundane activities such as training, prospecting and preparation. What keeps top sales professionals motivated? If you’re a sales manager or business owner, send this to your team members.

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Mr. Inside Sales

FEBRUARY 21, 2020

This is an assumptive way to find other decision makers in the company…]. The post 5 Transition Statements to Requalify Existing Prospects and Clients appeared first on Mr. Inside Sales. Besides yourself, who else handles…”. Transition sentence two: “ __, let me get up to date on things with you. Who Should Attend?

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

Mr. Inside Sales

NOVEMBER 24, 2019

You felt like you had a really qualified and interested prospect, set the demo call, looked forward to what you thought was for sure your next sale, and…. Download it now and be a better sales professional by this afternoon! The post How to Handle: I looked it over and not interested appeared first on Mr. Inside Sales.

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Gatekeeper Face-to-face eBook How To 158

Mr. Inside Sales

NOVEMBER 24, 2019

You felt like you had a really qualified and interested prospect, set the demo call, looked forward to what you thought was for sure your next sale, and…. Download it now and be a better sales professional by this afternoon! The post How to Handle: I looked it over and not interested appeared first on Mr. Inside Sales.

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Gatekeeper Face-to-face eBook How To 156

Mr. Inside Sales

MARCH 21, 2019

If you’re like many sales reps, you accept this stall and become a willing participant in the follow up drama that ensues. This tells you how cooperative your prospect is, and so how cooperative they will be throughout the sales cycle.) Join Our Next Training: Agenda 7-Week, Comprehensive B2B & B2C Inside Sales Training Program.

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Face-to-face B2C Sales Qualified Lead Inside Sales 137

Mr. Inside Sales

OCTOBER 14, 2019

Yet that’s still what many sales reps and teams are trying to do. Join Our Next Training: If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again!

Closing 138

Closing Face-to-face Sales Qualified Lead Gatekeeper 138

Mr. Inside Sales

AUGUST 30, 2019

Part of a salesperson’s training comes from nose-to-nose selling; in sales, there is no substitute for practical experience. But an integral part of one’s training comes from books, recordings, sales meetings and training courses. “If Another great truth in the profession of sales. Brian Tracy.

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Education Face-to-face Inside Sales Gatekeeper 139

Hubspot Sales

AUGUST 6, 2019

So how do you maximize the investment you’re making in sales new hires? Below is a guide to accelerated ramp-up time for your salespeople (along with some examples of how HubSpot trains their salespeople). Onboarding Checklist for Sales New Hires. Pre-week training. Product Training. Product or service training.

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Hiring Training Hubspot Inbound 122

Mr. Inside Sales

JULY 29, 2019

If personal rejection were not an integral component of the sales process, anyone could sell; superior sale people would be commonplace. But the reality is this: Superior sale people are quite uncommon and thus demand a high premium in the marketplace. “If It is never to be taken personal. “An Who Should Attend?

Face-to-face 121

Face-to-face Gatekeeper Inside Sales Decision Maker 121

Sales and Marketing Management

FEBRUARY 12, 2020

Marketing and sales have switched to account-based everything, which crystallizes focus on the customer. Revenue teams – Companies will move beyond simply aligning sales and marketing toward revenue teams?—?super super teams that include customer success in the same organization as sales, marketing and operations.

Trends 156

Trends Ideal Customer Profile InsideView Customer 156

Mr. Inside Sales

APRIL 1, 2019

I was onsite training in Montreal , Canada last week—a software company, hi everyone! and one of the sales reps brought up today’s quote as we were reviewing calls during the training. Think of your own company’s sales presentations. Unlike fishing, closing a sale should lead to a catch that isn’t released.

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Closing Strategy Face-to-face Inside Sales 140

Mr. Inside Sales

JULY 19, 2019

The same ratio applies in sales…”. In my 35 years of selling, managing, and coaching inside sales, there is one thing that has remained constant: The top producers in any company or industry are also the hardest workers. And if you’re in sales, then I know that you see this relation as well. Who Should Attend? Upcoming Schedule.

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Face-to-face Inside Sales Gatekeeper Decision Maker 127

Mr. Inside Sales

SEPTEMBER 23, 2019

Join Our Next Training: If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! appeared first on Mr. Inside Sales.

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Mr. Inside Sales

JUNE 2, 2019

Want to instantly make asking for the sale easier? There is simple to fix—but like many simple solutions , it can be overlooked in your rush to ask for the sale. Begin incorporating this at the end of your presentations and what as your control of the sale—and your results—improve. Who Should Attend? Upcoming Schedule.

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Mr. Inside Sales

MARCH 22, 2019

Let’s start with the obvious: Sales reps talk too much. If you listen to calls from your sales reps, you’ll find that they simply talk past the close. Often times, when talking past the close, sales reps will actually introduce objections. They talk over their prospects. And then they talk some more…. Who Should Attend?

Prospecting 161

Prospecting Face-to-face Gatekeeper Inside Sales 161

Mr. Inside Sales

MAY 20, 2019

How well does your sales team respond to the objection given at the end of the demo: “Can you send me those slides and let me share this with a colleague?”. Measuring your team’s response to these crucial selling situations is what drives everything else , especially your bottom line: Sales. appeared first on Mr. Inside Sales.

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Top of Funnel Face-to-face Sales Qualified Lead Inside Sales 144

SBI Growth

AUGUST 16, 2013

In this post we will discuss Agile Sales. Agile sales is an approach that can help you keep pace with your customers. A few months back I wrote a post about becoming an Agile Sales Leader. Now it is time to make the entire sales organization agile. Let’s start with the definition of agile sales.

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Customer B2C Decision Maker Inside Sales 328

Mr. Inside Sales

SEPTEMBER 15, 2019

Living by this philosophy has enabled me to accomplish much in my life, and it was the spring board to transitioning to top performance in sales. The post Do This to Develop the Attitude of Top Producers appeared first on Mr. Inside Sales. For example, I used to complain about leads. Who Should Attend? Upcoming Schedule.

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Mr. Inside Sales

OCTOBER 25, 2019

Why not lead your prospect into the sale by referring back to the benefits he or she is going to get by working with you? Bottom line: As I explain in my book, Power Phone Sc ripts , the secret of sales is that 80 to 90% of the selling situations and objections you get are the same. Why not be more convincing and enthusiastic?

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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. For example, a sales rep may continue pitching and say, “And our warranty covers 90 days of live support, and if you want to continue that afterwards, it’s only $49 a month.”. If you’re thinking, “What’s a tie-down?

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Closing Face-to-face Inside Sales Gatekeeper 169

Mr. Inside Sales

AUGUST 22, 2019

Top sales reps—the ones making the most sales and commissions—know how to handle repeatable selling situations. Special Offer: If you and your team would like to learn these techniques and save 15% on our upcoming 7-week online inside sales training, Click He re and use the coupon code: EARLY ]. Read more here.

Objections 153

Objections Face-to-face How To Inside Sales 153

Mr. Inside Sales

AUGUST 9, 2019

Emerson was a keenly gifted philosopher, but he spoke like a seasoned sales manager: He understood the power of big thoughts. In my sales career, everything changed when I started asking for bigger orders. Suddenly, I was doubling and even tripling my monthly sales all because I had the courage to ask for more.

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Mr. Inside Sales

JUNE 23, 2019

“Being that people are more accessible with iPhones, text, laptops, computers, email, messenger, FB, Instagram to name a few, why are business owners/decision makers so hard to reach? This is a good question and many sales reps are wondering the same thing: With so many ways of being contacted, why is it harder to reach them?

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Prospecting Face-to-face Decision Maker Call-back 147