Score More Sales

DECEMBER 18, 2012

How The Antarctic is Like Sales. This year I met Mike Pierce, also known as “Antarctic Mike” when we were both speaking at a sales industry conference. Mike has the distinction of having run back-to back marathons and a 100km “ultra” marathon in Antarctica. LR: Mike, how do you know so much about Antarctica?

Outbound 212

Outbound Relationals Conference Training 212

Mr. Inside Sales

JUNE 12, 2018

By Mike Brooks, [link]. Discover cold calling tips, best practices and techniques to avoid and learn ways that really work on how to make effective B2B cold calls for sales. With all the technology out there, some people like to say that cold calling and prospecting are dead. Cold Calling—3 Mistakes You Need to Avoid Now.

Cold Calling 162

Cold Calling Gatekeeper How To Social Media 162

Partners in Excellence

FEBRUARY 17, 2021

” Actually, conducting role plays has been a powerful tool that we use both in our consulting, training, and coaching. It’s good to reflect on the wisdom of Mike Tyson, “Everyone has a plan until they get punched in the mouth…” Another power of role plays is they enable us to experiment, to try something new.

Coaching 105

Coaching Fashion Sports Training 105

Mr. Inside Sales

JUNE 24, 2018

By Mike Brooks, [link]. Obviously, you want to memorize and internalize the script, so you don’t sound like a robot, but once you do, you’ll be able to deliver a consistent sales presentation, or closing call, over and over again. Best Openings for Your Closing & Presentation Calls. Is this still a good time for you?”.

Cold Calling 144

Cold Calling Examples Telemarketing Outbound 144

Pointclear

MARCH 27, 2015

Here we are at the fourth and final installment of the series, 4 Tips to Power Up Prospecting in 2015 , from Mike Weinberg’s presentation at the 2015 Virtual Sales Kickoff. No wonder people say it no longer works—that is, except for Mike (and me). The longer we keep the phone on the back burner, the less practice we have.

Prospecting 100

Prospecting Handbook Face-to-face Call-back 100

Zoominfo

DECEMBER 13, 2018

With just the click of a mouse and a quick Google search, today’s sales reps have a whole host of resources right at their fingertips—resources that help them streamline and simplify activities like prospect research, sales outreach, and professional development. Featured Video: The Phone is the Most Powerful Tool in Sales.

Channels 187

Channels Face-to-face Video Hubspot 187

Pointclear

MARCH 25, 2015

In part 1 of this series, I introduced Mike Weinberg—sales coach, consultant, and author of the book New Sales. After listening to his captivating and insightful presentation at the 2015 Virtual Sales Kickoff , I asked him if I could share his “4 Tips to Power Up Prospecting in 2015”: Part 1: Tip #1 Believe it works. Mike’s answer?

Handbook 100

Handbook Prospecting Intent Twitter 100

Pointclear

MARCH 17, 2015

It was an excellent session overall, but I was particularly blown-away by the first speaker, Mike Weinberg, author of the book published by AMA entitled New Sales. Following the kickoff I corresponded with Mike, and he was nice enough to send me two copies of his book (autographed, of course)—one for me and another for a friend.

Handbook 100

Handbook Face-to-face Outbound Inbound 100

Pointclear

MARCH 26, 2015

In the 2015 Virtual Sales Kickoff earlier this year, I had the pleasure of hearing for the first time, Mike Weinberg—sales coach, consultant, and author of the book New Sales. So much so that I asked him if I could share his “4 Tips to Power Up Prospecting in 2015” with my audience. Mike isn’t one to mince words. Simplified.:

Handbook 100

Handbook Prospecting Sales Coaching Twitter 100

Vendor Neutral

JUNE 2, 2021

We hope these resources illuminate today’s best practices and help everyone learn from each other. Podcast with Mike Weinberg Hosted by bestselling author, speaker, and coach Mike Weinberg, this podcast is directed at everyone from executives to aspiring sales managers. The 20 Best Sales Podcasts for 2021. The Sales Management.

B2B 130

B2B Sales Enablement Sales Webinar Metrics 130

Salesmate

SEPTEMBER 18, 2020

However, with power comes great responsibility. Author – Mike Weinberg. Mike covers three crucial areas of sales leadership with real-life examples, ethnicity, and honesty- leading, managing, and coaching in this excellent sales management book. It is enticing to play the role of a manager in a sales team.

Sales Management 116

Sales Management Face-to-face Quota Coaching 116

Hubspot Sales

AUGUST 31, 2022

They don’t act like they’re above any person or situation. Whether working in sales or support, the best reps know how to be charismatic. When these team members walk into a meeting or join a call, they immediately put customers at ease with their conversational tone and genuine demeanor. They have positive and negative empathy.

How To 145

How To Face-to-face Study Film 145

Salesmate

JULY 28, 2020

If you align these powerful laws with your thinking and actions it can help you in being more efficient and effective. Books help in expanding knowledge. The more you learn, the better you can perform when it comes to nurturing and converting sales deals. In sales, you need to keep learning to excel and surpass competitors.

Lead Rank 103

Lead Rank Buyer Influencer Outbound 103

Mr. Inside Sales

MAY 26, 2019

Here are some sayings that, as a top producer, I used to live by: “If you’re willing to do the things that most sales reps aren’t willing to do (like picking up the phone and making the most amount of calls in the office), then soon you’ll be able to enjoy the things that most sales reps will never be able to enjoy.”. I was number one!”

Face-to-face 141

Face-to-face Inside Sales Commission Call-back 141

Mr. Inside Sales

DECEMBER 4, 2019

After I got my coffee, and he got his, he came up to me and said, “You’re Mike Brooks, right?” “Yes” When was the last time you read the classic book: “A Christmas Carol,” by Charles Dickens? If it’s been a while, I highly recommend it. Dickens is a superb storyteller, and there is a reason this is a “classic.”. His name was John.

Face-to-face 157

Face-to-face Inside Sales Telemarketing Gatekeeper 157

Sales Hacker

DECEMBER 29, 2022

I’ve been selling with PandaDoc since 2017, and in my journey from SMB to enterprise AE , I’ve learned solution selling like the back of my hand. Simple and powerful. Asking questions helps you disqualify quickly and move on to leads that are more likely to convert. Congratulations! You’ve just been “solution-sold.”.

Solutions Selling 113

Solutions Selling Exact Buyer Sales Methodology 113

Mr. Inside Sales

APRIL 22, 2018

He said this question would cause me to think a bit and then he asked, “Mike, how many objections are there?”. Here they are: 1) As I write about in Power Phone Scripts , the key to dealing effectively with objections is to recognize that there are a finite number of them (about 5-10). That did cause me to think. 2) Prevent them.

Objections 127

Objections Up-Sell Prospecting Closing 127

Allego

JUNE 19, 2020

For Sellers, By Sellers: The Power of Personalization in Sales. Never before have so many people needed to learn so much, so fast. No one needs to be told that training has changed dramatically in the past few months. One side effect of this rapid change is that people are shifting the way they think about learning.

Webinar Metrics 98

Webinar Metrics Training Hiring Face-to-face 98

Hubspot Sales

JANUARY 5, 2023

As G2's Director of SMBs, Mike Buscemi , puts it: "Software buyers today act like B2C consumers because they have so many options. For many sales reps, it can feel like this breakdown of trust between sales and prospects has accelerated over time. The software buyer's journey has shifted dramatically over the past few years.

Top of Funnel 108

Top of Funnel Buyer Data Buyer Intent 108

Mr. Inside Sales

OCTOBER 4, 2016

While a cover letter is a huge benefit for job applicants, there are both things to avoid and some definite best practices you can use to insure your cover letter is heads and tails above anybody else’s. Did you know that over 85% of resumes received by hiring managers arrive without a cover letter?

Hiring 121

Hiring How To Advertising Advertising 121

Nutshell

MARCH 31, 2023

Selling Power Selling Power is another popular blog that offers helpful information and advice for sales leaders as well as general sales content. Selling Power Selling Power is another popular blog that offers helpful information and advice for sales leaders as well as general sales content.

Resources 62

Resources Sales Management Hiring Sales Leadership 62

Zoominfo

SEPTEMBER 25, 2018

Join host, Matt Heinz, president of Heinz Marketing on this fast-paced, power-packed program. Today, we’re sharing the ultimate list of sales podcasts. Recently, we published The Ultimate List of Marketing Podcasts. So if you’re already familiar with the sales podcasts on this list, we recommend you check out that post as well. Listen here.

Hiring 269

Hiring Top of Funnel B2B Lead Rank 269

Crunchbase

MARCH 17, 2022

B2B marketers and salespeople are not only on LinkedIn but also Meta (Facebook), Twitter , Quora , Reddit and product review sites like G2. B2B marketers and salespeople are not only on LinkedIn but also Meta (Facebook), Twitter , Quora , Reddit and product review sites like G2. Search less. Close more. Social selling tip No.

Social Selling 129

Social Selling B2B Ideal Customer Profile Social Media 129

Jeffrey Gitomer

JUNE 14, 2011

Tweet Share To maximize your networking effectiveness, you must follow one simple rule: Rule A1A — go where your customers and prospect go, or are likely to be. Forty under forty, power breakfasts, seminars. Someplace where like-minded people belong. Hire Jeffrey. Who is Jeffrey? BEST Places To Network. Here are the 21.5

Networking 325

Networking Hiring Trade Show Social Media 325

Vengreso

FEBRUARY 10, 2022

When you use tools like LinkedIn Sales Navigator, you’re able to see the connections you have in common with a potential lead, so you know whom to reach out to for a referral. But, modern sellers beware! Not all sales or customer referrals are made equal. What is the best way to do it? .

Referrals 78

Referrals Strategy Buyer Persona LinkedIn 78

Vengreso

FEBRUARY 10, 2022

When you use tools like LinkedIn Sales Navigator, you’re able to see the connections you have in common with a potential lead, so you know whom to reach out to for a referral. But, modern sellers beware! Not all sales or customer referrals are made equal. What is the best way to do it? .

Referrals 78

Referrals Strategy Buyer Persona LinkedIn 78

Sales Hacker

AUGUST 19, 2021

Many teams are eager to harness the power of video, but fail to give their reps the support and enablement materials they need to succeed. Many teams are eager to harness the power of video, but fail to give their reps the support and enablement materials they need to succeed. Video usage for sales teams was no exception.

Video 82

Video How To Face-to-face Sales Cycle 82

Zoominfo

DECEMBER 13, 2018

With just the click of a mouse and a quick Google search, today’s sales reps have a whole host of resources right at their fingertips—resources that help them streamline and simplify activities like sales prospect research , sales outreach, and professional development. Featured Video: The Phone is the Most Powerful Tool in Sales.

Channels 100

Channels Video Hubspot Face-to-face 100

Highspot

MAY 9, 2019

When you share your priorities with someone else, you’re much more likely to follow through. After all, none of us like to admit to someone else that we failed to do what we said we would. After all, none of us like to admit to someone else that we failed to do what we said we would. It was also the No.

Groups 84

Groups Account Twitter Follow-up 84

Mr. Inside Sales

MAY 20, 2018

You want salespeople who are motivated by money and power. And they come away from the interview saying, “They really handled themselves well in the interview.” In other words, the candidate was persuasive in the interview. The interviewer felt persuaded. ” But it turns out the candidate was ONLY persuasive in the interview. .”

Hiring 121

Hiring Cancellation Webinar Metrics Objections 121

Allego

MARCH 2, 2021

The manager sees key details like what courses the employee took, how they performed on e-learning modules, and what product fact or subject areas they struggled with. As sales teams navigate the world of virtual selling, leaders seek new ways to get—and keep—their teams informed, motivated, and successful.

Coaching 93

Coaching Webinar Metrics Scale Video 93

EyesOnSales

AUGUST 29, 2017

Sorry, Practice Doesn’t Make Perfect. By Mike Brooks, [link]. Practice doesn’t make perfect, only practice of perfection makes perfect. I ask the audience how many people think that practice makes perfect, and you should see the hands shoot up! Practicing poor selling skills has another danger as well.

Inside Sales 47

Inside Sales Scale Call-back Hiring 47

Pipeliner

SEPTEMBER 27, 2018

My advice here is simple, powerful, effective, and (emotionally) difficult to do. Put the distractions (like your phone) in a drawer or other room while you’re concentrating. Ever hear of Nir Eyal? Most people haven’t.). He wrote the book, Hooked: How to Build Habit-Forming Products. You know who has heard of him? They do it well.

Social Media 64

Social Media Media Groups LinkedIn 64

Mr. Inside Sales

DECEMBER 11, 2017

After I got my coffee, and he got his, he came up to me and said, “You’re Mike Brooks, right?” “Yes” I committed to learning, practicing, and doing what he suggested. When was the last time you read the classic book: “A Christmas Carol,” by Charles Dickens? If it’s been a while, I highly recommend it. His name was John. Yes” I said.

Inside Sales 121

Inside Sales Up-Sell Energy Motivation 121

Sales Hacker

JULY 25, 2019

Too little, and you sound like a cold call , and you’ll get disconnected. Is their name Mike or Michael? As a sales trainer, there’s always a balance between research and just picking up the phone and dialing out. How much research do you do before just picking up the phone and dialing? Introducing: 90-Second Pre-Call Planning.

Cold Calling 79

Cold Calling Google Banking LinkedIn 79

Hubspot Sales

OCTOBER 26, 2017

If you’re anything like most salespeople, you aim to crush your number and become more efficient. Speakers include: Jeb Blount (CEO, Sales Gravy), Gerhard Gschwandtner (CEO and founder, Selling Power), Alice Heiman (Chief Sales Officer and founder, Alice Heiman LLC). Have you updated your professional goals lately? Dreamforce.

Conference 111

Conference Scale Inbound Hiring 111

EyesOnSales

JULY 10, 2017

In Sales The Most Important Thing to Say is… Mike Brooks, www.MrInsideSales.com. And when I ask audiences what they think it is, they guess things like: “Asking for the sale!” ” “When would the customer like delivery?” ” Things like that. 2: Know when to use it.

eBook 49

eBook Gatekeeper Objections Call-back 49