Sales and Marketing Management

SEPTEMBER 23, 2019

Author: Giuseppe D’Angelo Inside sales have never been hotter, and the sales field is experiencing considerable change. Much of this is due to the technology that is beginning to drive the sales process much the way it has driven marketing for the past several years. Increasing demand for skilled inside sales reps.

Inside Sales 209

Inside Sales Trends Outsourcing Services Face-to-face 209

Mindtickle

APRIL 9, 2024

In the past, most B2B sales were conducted face-to-face – perhaps in a prospect’s conference room or at a golf course. Many deals are closed today without the buyer and seller meeting face-to-face, a practice known as inside sales. The shift to remote sales accelerated during the pandemic. What is inside sales?

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Inside Sales Face-to-face Hiring Outside Sales 52

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?”

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Face-to-face Sales Qualified Lead How To Gatekeeper 242

Mr. Inside Sales

NOVEMBER 20, 2023

A few months ago, both AT&T, and then Google Fiber, dug up our street and lawns and bushes to install fiber Internet cable. Then a Google rep showed up out of the blue, canvassing the neighborhood. Then they showed up because my neighbor switched to them. What does this teach us as sales reps? One touch isn’t enough.

Google 221

Google Face-to-face Gatekeeper Decision Maker 221

Hubspot Sales

JANUARY 11, 2023

Follow-up emails can help establish a connection with your prospects. They’re also essential to your sales operation. Fifty percent of all sales happen after the fifth follow-up attempt, according to Inside Sales. The solution: Automate your follow-up emails. Here’s how.

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Follow-up Hubspot How To Promotion 93

Close.io

JANUARY 21, 2020

We’ve all gotten that classic experience with a sales professional. And that person won’t stop blowing up your inbox. But really, how important is it to follow-up ? A study by Harvard Business Review found that 56% of prospects complain about poor follow-ups. Cold lead follow-up frequency.

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Follow-up Prospecting Data Lead Rank 107

Hubspot Sales

JANUARY 5, 2024

So here we are — a little over a year after OpenAI changed the landscape of what can be sped up or fully automated for anyone using the internet. I’ve been in contact with sales experts about how AI has helped them. Salespeople don’t need to be tech gurus to scour the internet for info on a prospect before they make a call.

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Inside Sales Lead Rank Lead Scoring Churn 95

Mr. Inside Sales

AUGUST 4, 2018

The Sale is in The Follow Up. Learn how to sell and improve sales skills with secrets of closing more leads and deals via follow up prospecting message, phone call and letter techniques. The first company, Air Aggressive, followed up five days later. In other words, I don’t give up.

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Follow-up Up-Sell Lead Rank Closing 124

Mr. Inside Sales

AUGUST 21, 2022

I watched a sales rep making cold calls the other day. 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. What was missing was the common currency of human interaction to set up the call.

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Prospecting Face-to-face Sales Qualified Lead Cold Calling 156

Carew International

OCTOBER 10, 2019

We’ve recently written about the importance of responsiveness and the use of the exploratory process in inside sales. This week, we’re writing about the third key aspect of any inside sales process – follow-up. Following Up in a Digital World. Effective Follow-up Demonstrates Awareness.

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Follow-up Inside Sales Face-to-face Social Media 45

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. Bottom line: Stop trying to be tricky, and stop sounding like a desperate sales rep. Search my blog if you missed them.)

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Face-to-face Gatekeeper Decision Maker Licensing 253

Mr. Inside Sales

AUGUST 18, 2018

Inside Sales Management Made Easy. Learn effective inside sales force team rep performance management training ideas, tips, techniques and plan with best practices. Being an inside sales manager is tough these days. And, by the way, how are sales and how are you trending this month?

Inside Sales 137

Inside Sales Top of Funnel Training Film 137

Mr. Inside Sales

APRIL 14, 2024

I can’t believe this company is asking me to actually show up to an office!” ON DEMAND SALES TRAINING THAT GETS RESULTS! You know how it is: You’ll be minding your own business and then suddenly you’ll hear things like: “These leads suck.” “I I can’t make any real money here.” “I

Face-to-face 224

Face-to-face Gatekeeper Decision Maker Licensing 224

Zoominfo

DECEMBER 5, 2017

Whether you conduct your sales outreach by phone, social media, or email—it’s undeniably an essential aspect of B2B sales. Everything from the channel you select to the language you use impacts how your prospect will respond. B2B Sales Follow Up Statistics Sales Follow Up Productivity 1.

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Follow-up Lead Rank Marketing Qualified Lead Cold Calling 100

Score More Sales

APRIL 30, 2014

Recently we posted about a study that showed the power and necessity of follow up in building relationships with buyers who ultimately do business with you. Thinking about both art and selling in sales, you must be smart in how you strategize reaching your targeted buyer. Create a Targeted List.

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Follow-up Ideal Customer Profile Decision Maker Buyer 222

Mr. Inside Sales

MARCH 2, 2024

I’ve helped sales managers and business owners interview hundreds of potential sales reps over the years, and I’ve identified 3 top mistakes that virtually eliminate sales candidates on the spot! Study these 3 interviewing mistakes and make sure YOU don’t make them the next time you’re trying to land your next sales position.

Hiring 240

Hiring Face-to-face Gatekeeper Decision Maker 240

Mr. Inside Sales

JUNE 26, 2017

Let me ask you this: If you just met with a really hot prospect, how long would you wait before you followed up? Now, how long do you think it took for them to follow up with us? Did we get a follow up email? Did we get a follow up phone call? What’s wrong with these sales people?

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Follow-up Real Estate Hiring Referrals 136

SalesHandy

MAY 6, 2021

B2B sales can be complex and confusing with many different processes, practices and models it’s made up of. Inside sales is one such model. With more than 50% of new B2B sales jobs being inside sales roles, it’s no longer a niche operating model. What is Inside Sales? Sales cycle times.

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Inside Sales Ideal Customer Profile Benefit Top of Funnel 75

Mr. Inside Sales

JUNE 11, 2021

Sales people like to talk; if you don’t believe me, just listen to a recording of one of your reps (or of yourself!). 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.

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Face-to-face Gatekeeper Decision Maker Licensing 317

Mr. Inside Sales

AUGUST 7, 2020

This week, I listened to a closing call from one of their reps, and here is how the prospect opened the call: Prospect: “Let me just tell you upfront that we’re looking at a lot of different options right now of which yours is just one…”. Here’s what I teach: Prospects have all the answers. Take what a prospect gives you.

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Prospecting Decision Maker Face-to-face Gatekeeper 198

Mr. Inside Sales

AUGUST 4, 2023

You can sign up to receive one on my author’s site. Click here and scroll to the middle and sign up for free. ON DEMAND SALES TRAINING THAT GETS RESULTS! —Lao Tzu If you enjoy quotes like these, I send a new one out every Wednesday. Have a great week! Need More Proven Responses to the Selling Situations You Face Every Day?

Face-to-face 251

Face-to-face Gatekeeper Decision Maker Licensing 251

Mr. Inside Sales

JUNE 26, 2017

Let me ask you this: If you just met with a really hot prospect, how long would you wait before you followed up? Now, how long do you think it took for them to follow up with us? Did we get a follow up email? Did we get a follow up phone call? What’s wrong with these sales people?

Follow-up 120

Follow-up Real Estate Hiring Referrals 120

Mr. Inside Sales

DECEMBER 9, 2023

A city bus pulled up outside and a bunch of people got off. One guy—mid 40’s, tall and lanky—started walking towards the Starbucks, and when he entered the store, I recognized him from many years before when we were both struggling inside sales reps trying to sell investments over the phone. My sales and income soared.

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Face-to-face Inside Sales Gatekeeper Decision Maker 220

Mr. Inside Sales

JULY 9, 2023

—Goethe If you do, then you can receive one each Wednesday by signing up here. Hundreds of other sales reps are already enjoying an amusing or enlightening quote in the middle of their week—you should, too! Sign up today. ON DEMAND SALES TRAINING THAT GETS RESULTS! Scroll to the middle of the page).

Face-to-face 221

Face-to-face Gatekeeper Decision Maker Licensing 221

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., sales reps hide behind them, too.

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Face-to-face Call-back Gatekeeper Decision Maker 317

Mr. Inside Sales

APRIL 30, 2023

Problem: Salespeople talk too much when they finally get a prospect on the phone. They talk over their prospects and generally learn very little about what it takes to close a sale. with your voice lifting up at the end of the word. Then hit MUTE again and listen as your prospect reveals more. Try it today.

Sales Qualified Lead 211

Sales Qualified Lead Face-to-face Gatekeeper Decision Maker 211

Mr. Inside Sales

FEBRUARY 19, 2023

At first, it seemed almost rude to utter it… But let me ask you: out of ten prospects you pitch to, how many end up actually buying? Yep, two out of ten prospects you speak with turn into buyers. That’s why most people get burned out in sales. That’s why most salespeople find sales discouraging. Who’s next?”

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Face-to-face Gatekeeper Decision Maker Licensing 255

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? Believe it or not, over 90% of sales reps do just that. Script #1: Make sure and have an email already prepared while you’re prospecting. Allow you to set a definite follow up appointment.

Sales Qualified Lead 283

Sales Qualified Lead Face-to-face Gatekeeper Decision Maker 283

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? If you’re a manager, this is a great exercise for a sales meeting. You could do two: one for prospecting and one for the close.

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Closing Gatekeeper Face-to-face Decision Maker 334

Mr. Inside Sales

JUNE 25, 2022

I have listened to thousands of sales calls over the years, and I spend the majority of my coaching and training hours listening to sales calls even today. 3: When you are scheduling an appointment to follow up, don’t use the generic: I’ll call you in a month to follow up…. AND, make this ask assumptive.

Gatekeeper 156

Gatekeeper Face-to-face Decision Maker Licensing 156

Mr. Inside Sales

MAY 11, 2023

Have you ever observed your self-talk after you lose a sale? The leads are trash, and I actually agree with some of my prospect’s objections!” “I Here’s how: When you lose a sale or suffer a difficult call (could be a prospecting call), you hang up and find your attitude is a bit negative, simply say to yourself: “Okay.

Face-to-face 249

Face-to-face Call-back Gatekeeper Decision Maker 249

Mr. Inside Sales

OCTOBER 14, 2023

You can sign up for free by clicking here. If you are interested in being a part of this journey, do sign up above. ON DEMAND SALES TRAINING THAT GETS RESULTS! —Victor Hugo, writer If you enjoy quotes like these, you’ll be pleased to know that I send out three new ones every Wednesday.

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Face-to-face Gatekeeper Decision Maker Licensing 258

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.

Outside Sales 52

Outside Sales Inside Sales B2B Face-to-face 52

Gong.io

JULY 11, 2022

These are the luxuries afforded to the typical inside sales rep. But aside from the obvious environmental difference, there’s a lot more that separates inside from outside sales teams, and that’s what we’re going to explore here. What is inside sales? . Inside sales vs. outside sales .

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Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

Mr. Inside Sales

MARCH 10, 2018

In my book, Power Phone Scripts , I reveal the secret of sales: 90% of selling situations are recurring selling situations, which means if you want to become a superstar sales person, then you have to take the time to script out a best practice response to them. The same is true in sales. Of course not!

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Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 124

Pointclear

JUNE 7, 2016

Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Set sales straight—it’s a win win.

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Follow-up Lead Rank Sales Qualified Lead Marketing Qualified Lead 154

Score More Sales

APRIL 5, 2014

These are not universally used yet, but more innovative sales teams are using Skype video calls, Google Hangouts, and other means to facilitate seeing each person on the call. 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.

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Inside Sales Ideal Customer Profile Skype Video 240