Zoominfo

MAY 12, 2016

With that said, here are five of the books and blogs we love. The Sales Development Playbook by Trish Bertuzzi “As you well know, arousing curiosity, generating interest, and getting prospects to open up about their priorities is about as easy as potty-training a coyote.” Ziglar on Selling by Zig Ziglar Here’s a classic.

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Mr. Inside Sales

AUGUST 7, 2022

If you are new to receiving these sales tips, or even if you have been subscribed for a while, I want to give you something that will help you sell more. It’s not often that we get something for free, but I’m going to give you some resources, some inside sales techniques that will help you sell more with less resistance.

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SendBuzz

APRIL 25, 2023

Are you unsure which sales team to focus on to drive your business’s sales? B2B Inside sales? Or Outside sales? Well, deciding between inside sales and outside sales can be tricky for businesses. So, read on to discover which sales strategy is the most suitable for your company’s growth.

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Mr. Inside Sales

DECEMBER 9, 2022

—I thought I’d give you, my readers, a gift: Click Here to download a sample chapter from my bestselling book, Power Phone Scripts , on “ Better, Smarter Prospecting Techniques That Really Work !”. Every tip you learn at selling over the phone better will put additional dollars into your pocket. Qualifying prospects.

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Mr. Inside Sales

JUNE 23, 2019

I received this question from a reader of my blog last week: “Mike, I have a question for you. 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? It’s the same for your prospects. Speaking about prospects hiding behind emails, etc.,

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Score More Sales

APRIL 14, 2014

One of my favorite slogans in selling is: Never confuse activity with accomplishment. When it comes to selling, you must have these things in place: Understanding of exactly who your target market is – where you and your company do their best work. Inside Sales Power Tip 122 was about Keeping Your Focus.

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Score More Sales

APRIL 5, 2014

There are several reasons why e-mail alone is not the best strategy for you in connecting with potential buyers and following up with clients. Worse than that, I know of a client that lost a $400K deal because of several hurried email messages and lack of planning to be able to have more verbal conversations with a prospective customer.

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DECEMBER 17, 2013

In sales it is all about execution – the art of making things happen. Instead of rewriting your pitch or re-organizing your list of who to contact, pick up the phone and reach out to have conversations. Pick up the phone. I know inside sales professionals who go a day or two not connecting to anyone by phone.

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Score More Sales

APRIL 4, 2014

Isn’t solving puzzles what selling is all about? Good sellers are humble and talk up others. Good sellers solve prospecting puzzles. What other movies, video, or TV episodes are good for sales professionals to see? Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

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Score More Sales

SEPTEMBER 30, 2013

Those of us in remote, professional selling (also known as Inside Sales) need to be more aware of the massive, incredible power of appreciation. I submit that there is more power in this idea than in most any other aspect of selling, and have written about its power before. What social selling tool can do that for you?

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Score More Sales

JUNE 3, 2013

A common issue among newer remote (inside) sales pros is that we tend to latch on to one person within a company to call on. Oh, you might do a little research and maybe even call someone else in the prospect company, but we often stick with that one guy or gal who actually took our call or replied to our email.

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Score More Sales

OCTOBER 28, 2013

It is a tricky thing in sales careers when it comes to confidence. Even for those successful and accomplished individuals, when you have a new job selling products or services new to you, confidence seems to often come off as shaky. The idea of teaming a rep up to help support another rep can be the next best thing.

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Score More Sales

SEPTEMBER 16, 2013

Some of the newest people to become inside sales reps are those who have left the field for now – perhaps forever. Many outside sales positions with fat travel accounts and face-to-face client meetings are slowly being switched over to inside positions. Thousands of outside rep jobs have even been eliminated.

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Score More Sales

SEPTEMBER 9, 2013

This was a tip I learned from one of the most favorite of my 21 sales managers over my selling career – a former IBM top sales rep and leader who would say this so regularly that it was ingrained in my 20-something brain and has been there ever since. Prospects and buyers are so busy. Increase Opportunities.

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Mr. Inside Sales

APRIL 8, 2022

This blog post is for those of you who haven’t purchased and read any of my book of scripts yet (what are you thinking? ). For those of you who are prospecting, this objection, “We’re happy with who we’re using,” is something you most likely encounter often. Bonus response: “No worries, I’m not going to sell you anything today.

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Score More Sales

JULY 8, 2013

Looking back over my sales career I would have to say that my focus, for the role I had at any given time, varied due to a number of things – external and internal to the company I worked for. I have also managed sales teams. Here are some other posts on keeping focus: Keep Your Focus and Sell More. Increase Opportunities.

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Score More Sales

JANUARY 7, 2014

Imagine just for a moment if you had such curiosity for your prospective buyers. Why is your first contact in Operations rather than Sales? Why is your sales opportunity stalled if you thought you talked to everyone involved and there was perceived need for your services? Inside Sales Power Tip – Listen.

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Score More Sales

NOVEMBER 25, 2013

From a calendar view, it can destroy days of your selling time. It creeps in when a sales rep goes to look up one thing online, sees something else, goes there, sees something else, and eventually you don’t get done what you originally set out to do. The wedding is much more interesting than selling right now.

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Score More Sales

AUGUST 26, 2013

This is definitely one of the top requests I hear when meeting with those prospecting for net-new business. It seems that no matter what data services your company subscribes to, it is still difficult to find those leads you know could become more probable prospective customers. As a sales professional, we are huge fans of LinkedIn.

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Score More Sales

APRIL 1, 2013

When you have a true inside sales job you are either working with a quota to get a certain number of quality tasks accomplished each day. number of meetings or demos set up with qualified buyers. They get hit, fall down, and get back up. Isn’t that like your sales job? OR , you have dollar quotas to hit.

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Score More Sales

JULY 1, 2013

It seems like most of the time, we’re so wrapped up in our own company and how great we are, we forget that others outside of our company have no interest in hearing much from us until there is context and until we are adding value. Look up any word you don’t know and create a list for yourself. Choose wisely.

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Score More Sales

MAY 27, 2013

If you haven’t already had amazing things happen by being online, you will see how you can be blown away by the prospects, former customers, and soon-to-be-strategic partners just waiting for you to define yourself, your market niche, and the value you add to doing business with others. Not During Prime Selling Time.

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Score More Sales

DECEMBER 9, 2013

Do you know how important understanding the word NO is in the profession of selling? What is interesting to me is in how quickly a seller will move on if their prospective buyer gives them a NO. No Means Many Things in Sales. The post Inside Sales Power Tip 144 – Know NO appeared first on Score More Sales.

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Score More Sales

OCTOBER 21, 2013

Networks are important for sales professionals. You need to create a network that has clients, prospective clients, referral partners, other partners, past and present colleagues, and vendors. Create online content through Slideshare or your own industry blog that gathers like-minded people in the industries you sell to.

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Mr. Inside Sales

APRIL 10, 2020

I’d like to thank you, my readers, for your kind comments on my blog series: “Handling the Coronavirus Selling Environment. The good part is this prospect isn’t saying no, rather, he/she is saying, “It is best to reschedule this call.” What to do : Read and follow my blog article on “Covid-19 Email Responses to Use Now.”.

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Score More Sales

JULY 15, 2013

It is always exciting to hear about new sales tools to help shorten the sales cycle, qualify better, grow social connections, and sell more. It amazes me that so many sellers do not consider regular mailed notes to SOME prospects as one part of a multifaceted strategy to win business. Add postage, and for less than $.75

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Score More Sales

OCTOBER 7, 2013

Soak it up for a minute – then MOVE FORWARD. You can take longer to get up to speed and be the biggest success in the office. At some point you do have to take a few steps back, grab a deep breath, and go back into building your sales pipeline and your business. You can fail and then succeed. It just doesn’t happen.

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Mr. Inside Sales

JULY 3, 2020

Not only that, but after you’ve given your response, have you ever found that your prospect just comes up with another objection? Example: Your prospect says that it costs too much. A bad answer in and of itself, but not the subject of this blog post.). Your prospect then says that they have to talk to their boss….

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Score More Sales

AUGUST 12, 2013

If you spend part of your day calling prospective buyers, you must find a way to connect with them on some level in order to earn ten or fifteen more minutes of their time. The three other customers in the aviation space using the tools your company sells and why they won’t ever give them up. Building trust takes time.

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DECEMBER 2, 2013

Sometimes in sales you just need to start over with your messaging. You can determine this in a pretty simple manner – are you leaving voice mail messages for the right prospective buyers but getting no replies? The post Inside Sales Power Tip 143 – Sales Message Makeover appeared first on Score More Sales.

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Score More Sales

MARCH 25, 2013

The idea that you must be a visionary to succeed in an inside sales position may seem daunting to some and a challenge to others. Any short-sighted thinker would miss that and work to sell all they could sell, regardless of the fit. In prospecting, you need vision to determine who to contact at each company as well.

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Close.io

MAY 30, 2018

So you’re looking to build out your inside sales team and you’ve lined up a full day of interviews with potential new hires. To make sure you don’t waste time and money on a bad hire who doesn’t fit the culture, there are some questions you absolutely need to be asking in your interviews with prospective inside sales reps.

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The Sales Hunter

JANUARY 25, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Debunking the Myth of “Inside Sales” Jan 26, 2012.

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Score More Sales

NOVEMBER 11, 2013

One way you can be more successful in remote selling – that is, selling when you are not in front of your prospective buyer in person, is to have more impact with your messaging. If you have gone on with several sentences about you and your company as you start out a message, change that up. Do or Do not.

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Score More Sales

MARCH 26, 2014

Finding the right prospective buyers and then actually having conversations with them are the top two challenges most sellers are facing now. This team will be made up of several to 6 or so people. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Expand Your Pipeline.

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Mr. Inside Sales

MARCH 16, 2020

Anyway, how do you handle this objection when you’re prospecting? Sales reps have a hard time with this, but now is the perfect time to practice this skill. Second: It’s important to stress to prospects and clients that what we’re going through now is temporary. Let your prospect or client vent. This will pass.

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Score More Sales

SEPTEMBER 8, 2014

A multi-faceted prospecting strategy allows you to meet your buyer where they are. Others don’t respond to email but they will pick up a phone occasionally or will listen to your voice mail message. I talked to some sellers last week who told me that they only use the phone to prospect with. Keep them about 3-4 sentences.

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