Braveheart Sales

MARCH 30, 2021

Salespeople who are easily able to reach decision-makers are infinitely more effective at closing business. If we know that more business will be closed, tons more business, but only slightly more than a quarter of salespeople are skilled at reaching decision-makers, it seems to me that there is a pretty big opportunity for impact.

Decision Maker 52

Decision Maker Gatekeeper Call-back Groups 52

Braveheart Sales

MARCH 30, 2021

Salespeople who are easily able to reach decision-makers are infinitely more effective at closing business. If we know that more business will be closed, tons more business, but only slightly more than a quarter of salespeople are skilled at reaching decision-makers, it seems to me that there is a pretty big opportunity for impact.

Decision Maker 52

Decision Maker Gatekeeper Call-back Groups 52

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

Mereo

JULY 14, 2022

B2B decision makers have often been akin to the Viking warriors centered behind a shield wall. According to a past Objective Management Group analysis , only 1% of salespeople new to sales — those often with the onus of sales development — can get past the shield of gatekeepers to access decision makers. Inaccessible.

Decision Maker 36

Decision Maker Gatekeeper Ideal Customer Profile Analysis 36

The Sales Hunter

JANUARY 8, 2013

Many times the best way to reach a decision maker is by leveraging a salesperson in the decision maker’s own company. This means once they have respect for you, they will most likely be helpful in minimally sharing with you vital information and most likely be willing to make introductions for you.

Decision Maker 214

Decision Maker Call-back Motivation Strategy 214

Babette Ten Haken

NOVEMBER 13, 2017

Technical decision makers are skeptical by nature. Technical decision makers are just as skeptical with each other as they are with the sales, marketing and non-technical types reading this article. As a result, these decision makers continuously validate the technical and scientific truth underpinning What They Know.

Decision Maker 65

Decision Maker Social Media Infusion Retention 65

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!” Then: “And also, I’m not the decision maker on this, I’m just an influencer.

Decision Maker 291

Decision Maker Face-to-face Call-back Gatekeeper 291

Mr. Inside Sales

FEBRUARY 21, 2020

How good are you at requalify existing accounts, or prospects you haven’t spoken with in a while? And that means that just because a prospect or client was in charge of a certain function last month or 6 months ago, it doesn’t mean they are in charge of it today. This is an assumptive way to find other decision makers in the company…].

Prospecting 158

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

No More Cold Calling

JULY 27, 2023

They spent plenty of time on social media and sent tons of emails, but they rarely reached actual decision-makers. He complained that his prospect in Paris had arranged a meeting with all the key decision-makers, but the prospect had only given him four days’ notice. But information isn’t knowledge.

Decision Maker 156

Decision Maker Referrals Face-to-face Social Media 156

MTD Sales Training

JANUARY 14, 2020

Because we know there is a flow to the decision-making process that buyers make, we would find it difficult to by-pass the normal way that buyers deal with their challenges. The most obvious stage would be going from initial interest to agreeing to find out more information. Does your team need extra training in appointment creation?

Prospecting 188

Prospecting Decision Maker Commission Buyer 188

Janek Performance Group

APRIL 10, 2024

In the competitive landscape of B2B sales, effectively qualifying prospects is paramount. These include their needs, budget, timeline, and decision-making authority, among others. There, we looked at key indicators to assess before passing prospects to sales. And, if so, is the prospect worth your time and effort?

Lead Rank 62

Lead Rank B2B Ideal Customer Profile Lead Scoring 62

Mr. Inside Sales

MARCH 22, 2021

More and more these days, decision makers hid behind their assistants or other influencers. Many sales reps get frustrated by this and often try to get past these very important people, thinking that only the decision maker is worth talking to. ON DEMAND SALES TRAINING THAT GETS RESULTS! Big mistake.

Influencer 203

Influencer Decision Maker Face-to-face Gatekeeper 203

Mr. Inside Sales

JANUARY 2, 2023

As you speak with your clients and prospects this week, realize that they are all feeling the same stress as well. If I get an, “Ah, I don’t know,” then I once again use layering questions like: “Have you heard of my new On Demand Inside Selling Skills Training?” ON DEMAND SALES TRAINING THAT GETS RESULTS! Qualifying prospects.

Face-to-face 223

Face-to-face Gatekeeper Decision Maker Licensing 223

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? 2 “You know, I’ve given you a lot of information, do you mind if I ask you what you think so far?”. #3 Ever feel stalled during a close?

Closing 334

Closing Gatekeeper Face-to-face Decision Maker 334

Mr. Inside Sales

OCTOBER 28, 2022

If you’re ever challenged with the objection, “Your price is pretty high for that…” and you are tempted to see if you can lower your price to compete, what is the most important bit of information you need? I was listening to a training call the last week, and the prospect told the rep that his price was quite high for a certain item.

Objections 156

Objections Face-to-face Gatekeeper Decision Maker 156

Mr. Inside Sales

SEPTEMBER 20, 2022

What’s the number one blow off prospects use these days? And then when a prospect blows you off with, “Can you email something to me?” Take their email down and then email them your information right now.]. ON DEMAND SALES TRAINING THAT GETS RESULTS! Can you email something to me?”. it’s on the way to you.

Face-to-face 177

Face-to-face Gatekeeper Decision Maker Licensing 177

Mr. Inside Sales

FEBRUARY 12, 2021

Many sales reps struggle when following up on emails they’ve sent out to prospects (or even clients!). When they get the prospect on the phone, they open with: “Did you get the email I sent?”. Try this: When you get your prospect back on the phone, say: “Nice to speak with you again. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Follow-up 228

Follow-up Face-to-face Sales Qualified Lead Gatekeeper 228

Mr. Inside Sales

MARCH 22, 2019

Whether it’s nervousness, fear, inexperience, or just the conviction that if they stop talking the prospect will say “Not interested” and hang up, it doesn’t matter. They talk over their prospects. They talk after they ask a question (and don’t even let their prospect answer). And then they talk some more…. Upcoming Schedule.

Prospecting 161

Prospecting Face-to-face Gatekeeper Inside Sales 161

The Sales Hunter

SEPTEMBER 24, 2019

We cannot forget that not all prospects are created equal. Some prospects are actually not prospects at all, they’re just suspects in disguise. Everybody in sales cannot find enough time to prospect. This allows you to keep a cleaner pipeline, so you’ll have more time to spend on your best prospects.

Sales Qualified Lead 190

Sales Qualified Lead Prospecting Decision Maker Pipeline 190

Mr. Inside Sales

MAY 9, 2020

Let’s review: There are six primary areas that you need to qualify a prospect on: Buying motives Red Flags: Why they won’t buy Decision maker(s) Decision process Timeline Budget. Obviously, there is an art to gathering this information, and I’ve written about it extensively in my book, The Ultimate Book of Phone Scripts.

Decision Maker 161

Decision Maker Face-to-face Gatekeeper Licensing 161

Mr. Inside Sales

NOVEMBER 5, 2021

The best (and most affordable) on-demand inside sales training program? There is a wealth of information on how to sell over the phone better, easier, and more effectively. ON DEMAND SALES TRAINING THAT GETS RESULTS! Click here. Want instant access to scripts? Here’s an e-book for you: Click here. Get Access Today.

Resources 242

Resources Face-to-face Gatekeeper Inside Sales 242

Allego

JULY 20, 2022

A sales rep schedules a meeting with a prospect, but then they receive a request to attend a training session for the exact same time. Sales training is critical. The best solution: Implement a sales training program that allows for both. The best solution: Implement a sales training program that allows for both.

Training 118

Training Hiring Webinar Metrics How To 118

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 Decision Maker Licensing 287

The Sales Hunter

OCTOBER 22, 2019

The prospect agrees to take your meeting, and they even agree to your demo call. Both indicate that they are going to make decision quickly. Find out more about how to sell to multiple decision makers in my video below: You can’t be in sales long before dealing w ith this issue. It’s not hard. Customers have egos.

Buyer 160

Buyer Prospecting Sales Qualified Lead Face-to-face 160

Pipeliner

SEPTEMBER 2, 2020

Prospecting is still important in the 21st century. Thus, in this Expert Insight Interview, Tony Morris discusses how to do proper prospecting. Tony Morris is an experienced international sales speaker and trainer, the Founder of TMI Training Academy, and published author of five books. This interview explores: Positive Mindset.

Prospecting 98

Prospecting Video Decision Maker Cold Calling 98

Mr. Inside Sales

JUNE 25, 2021

You get the same brush offs when prospecting, the same objections when closing, the same ghosting when following up. When prospecting, has a decision maker or influencer or office manager ever told you: “Just email me some information.” Can you email me more information?”. Get Access Today.

Face-to-face 184

Face-to-face Decision Maker Objections Gatekeeper 184

Mr. Inside Sales

MAY 15, 2020

Here is the information you’ll need to nominate me : Choose: “Sales Leader/Executive” in the middle from 3 options on the bottom. ON DEMAND SALES TRAINING THAT GETS RESULTS! There are two categories below that would help me tremendously: . 1) To nominate for Service Provider , please go here: . First name: Mike.

Face-to-face 268

Face-to-face Gatekeeper Decision Maker Licensing 268

Mr. Inside Sales

NOVEMBER 26, 2022

Tired of getting blown off with the objection: “We’re all set,” when prospecting? Instead, let me get an idea of your perfect profile, and then I’ll send you some information you can keep on file next time you need this….”. And then ask how you can become one of them, what their budget is, who the decision makers are, etc.

Face-to-face 156

Face-to-face Decision Maker Objections Gatekeeper 156

Mindtickle

JANUARY 19, 2023

We’ve also included some recommendations for how to use this research to inform your own plan. just 47% in 2017 — and they can include different buyer roles—champions, influencers, decision-makers, users, or ratifiers—from multiple departments. Crunchbase ) On average, it takes eight cold calls to reach a prospect.

Strategy 52

Strategy Cold Calling Lead Rank Lead Scoring 52

LeadFuze

AUGUST 13, 2021

Stay Ahead With These Sales Training Courses this 2021! As the profession continues to evolve at a rapid clip, current and future sales leaders must constantly self-educate with sales training courses in order to remain on the cutting edge. 1 Anastasia Pavlova, Marketo. 1 Anastasia Pavlova, Marketo.

Course 98

Course Ideal Customer Profile Training Account Based Marketing 98

Highspot

JANUARY 9, 2024

Today’s B2B buyers are savvier, more informed, and have access to several options at their fingertips. This makes B2B sales training more important than ever. A well-designed program, paired with a robust training software , will empower your sales reps with the knowledge they need to deliver value and close more deals.

B2B 52

B2B Training Top of Funnel B2C 52

Mr. Inside Sales

FEBRUARY 20, 2021

If a client or prospect contacts you for something, say, more information or to look up the status of an order, etc., If a client or prospect contacts you for something, say, more information or to look up the status of an order, etc., ON DEMAND SALES TRAINING THAT GETS RESULTS! How long did that take? 10 seconds?

Face-to-face 271

Face-to-face Call-back Gatekeeper Decision Maker 271

MTD Sales Training

JANUARY 20, 2017

This blog post is not going to cover how to handle objections, instead we are going to cover the underlying reasons why prospects don’t buy from you. Objections are, after all, just reasons and points that your salespeople need answer to satisfy the prospect that your product does the job. This is different to the decision-maker.

Prospecting 120

Prospecting Decision Maker Face-to-face Case Study 120

Mr. Inside Sales

APRIL 2, 2021

We’re going to have a representative in your city next week and we’d love to stop by to share some information with you and learn more about your business to see how we can help save you money and time as well. ON DEMAND SALES TRAINING THAT GETS RESULTS! Would you be available next Wednesday at 2pm or would Thursday at 4pm be better?”.

Sales Qualified Lead 231

Sales Qualified Lead Face-to-face Advertising Advertising 231

Sales Gravy

DECEMBER 16, 2021

The number one reason for an empty pipeline is the failure to prospect every day, every day, every day. A few weeks back, my 24-year-old son was delivering a telephone prospecting workshop to a group of sales development reps (SDRs) who were all about his age. This is the truth. A brutal, universal, and undeniable truth.

Prospecting 113

Prospecting Decision Maker Call-back Social Media 113

Mr. Inside Sales

APRIL 8, 2022

For those of you who are prospecting, this objection, “We’re happy with who we’re using,” is something you most likely encounter often. Instead, I simply want to give you some information so if things change—and let’s face it, they change all the time—you’ll at least know who to reach out to. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 156

Face-to-face Gatekeeper Decision Maker Licensing 156

Mr. Inside Sales

SEPTEMBER 10, 2021

Response: “No worries—you’re still entitled to this information in case something changes for you in the future. And then hit your mute button and let your prospect tell you how to sell them. ON DEMAND SALES TRAINING THAT GETS RESULTS! Let me ask you…”. Go back to your qualifying questions here and try to engage them.

Face-to-face 240

Face-to-face Objections Gatekeeper Decision Maker 240