Mr. Inside Sales

OCTOBER 25, 2019

call to prospects whom you’ve already pitched? Is it something like: “I’m just calling to follow up on our proposal….”. 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? Try this: “{Prospect}, great speaking with you again. You get the idea.

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Follow-up Closing Face-to-face Call-back 120

Mr. Inside Sales

JUNE 7, 2024

If you would like to instantly improve your selling skills—and so your open and close rate—you can do so by taking just a few minutes to complete the following exercise (don’t worry, it’s easy and fun!). Following up on emails sent or information sent: Closed ended: “Did you get a chance to read the email I sent?”

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Selling Skills Gatekeeper Face-to-face Decision Maker 224

Mr. Inside Sales

OCTOBER 30, 2023

If you want more “treats” than “tricks” when dealing with prospects, then be bold and call back sooner than you are now. I don’t know why sales reps always default to: “I’ll call you again in a month…” Or 60 days or 90 days, etc, but why would you want to miss all the sales this prospect will place in the meantime?

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Call-back Face-to-face Follow-up Gatekeeper 240

Mr. Inside Sales

MAY 25, 2024

Who do you think knows why your prospect buys? If you have followed me for a while, you may know that my opinion on whether to ask a prospect, “How are you,” has changed over the years. Here’s why: Selling over the phone is challenging because you don’t have all the visual cues an outside sales rep has—and uses.

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Face-to-face Cold Calling Gatekeeper Decision Maker 224

SalesProInsider

OCTOBER 30, 2018

In selling efforts, though, we are more likely to run into non-responders. Those prospects who seem to run away from you after a conversation. You have a meeting with a prospect that seems to go well. So you conclude: They’ve decided it’s a “no” and stop following up. Then reality hits.

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Follow-up Prospecting Objections Conversion 110

Partners in Excellence

MAY 25, 2022

We struggle to provoke interest, to engage a prospect, to get people to respond to our outreach. But they really aren’t interested the things I’m interested in, they are interested in their own interests–to sell me something. And it’s not the fault of the sales people that are making these lead follow-up calls.

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Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 68

MTD Sales Training

NOVEMBER 24, 2017

5 Little-known But Essential Email Follow-up Secrets is a guest post written by Forster Perelsztejn. . Ever seen this stats collection that says that 48% of salespeople never follow up with a prospect? Yeah, it’s fake , but still, most salespeople are bad at following up. Why is it I have to do that?

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Follow-up Campaigns Case Study Up-Sell 120

Partners in Excellence

JULY 13, 2023

Since the earliest days of selling, our vision is to free up sellers time to sell! Ideally, we’d like them to spend 100% of their time working with prospects and customers, helping them navigate their buying processes. There are some necessary things–training and development to improve our ability to sell.

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Up-Sell Face-to-face Maximizer Follow-up 95

MTD Sales Training

SEPTEMBER 21, 2017

So many sales professionals ask us to assist them in writing emails to their prospects that we sometimes think we should devote all our time and attention to this one area! It’s natural to want to contact prospects and show them how your world-changing products can make them successful. Another example: Hi Mr Prospect.

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Follow-up How To Call-back Face-to-face 120

Mr. Inside Sales

MAY 21, 2022

Why not use them to upgrade your team’s selling skills so they can hit the third and fourth quarter hard? Check out our best inside sales training available on the Internet: On-Demand Training! And until you find out what’s really holding your prospect back, you’ll just go around and around in circles. Sign up here!

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Closing Training Gatekeeper Face-to-face 156

Sales Hacker Training

JANUARY 31, 2021

If you’re getting all the responses you’ll ever need on the first cold email you send to prospects, let me know. But if you need to send one sales follow up email after the next, you’re like the rest of us. The following templates are based on some simple cardinal rules about how to send a follow-up email.

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Follow-up Scale Lead Rank Lead Scoring 128

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 243

Score More Sales

APRIL 29, 2013

One big contributing factor to your sales success is in your follow-up. There are three points to consider when thinking about following up with prospects, buyers, and with leads: A. Most sellers do not follow-up enough. So why all the problems with follow-up? phone calls. voice mail.

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Follow-up Inside Sales Outbound Lead Rank 261

MTD Sales Training

JULY 5, 2012

With great skill, you established some rapport and interest and the prospect apparently is looking forward to receiving your literature. However, when you call back to set the appointment, the prospect seems to have switched to an alternate personality. The interest and rapport are gone and the prospect rushes you off the telephone.

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Follow-up Gatekeeper Decision Maker Call-back 266

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. Of course not! The same is true in sales.

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Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 124

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.

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

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

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. Your prospects can see through you and your message will be deleted quickly. ON DEMAND SALES TRAINING THAT GETS RESULTS!

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Face-to-face Gatekeeper Decision Maker Licensing 254

Sales Hacker Training

JANUARY 31, 2023

If you’re getting all the responses you’ll ever need on the first cold email you send to prospects, let me know. But if you need to send one sales follow-up email after the next, you’re like the rest of us. The following templates are based on some simple cardinal rules about how to send a follow-up email.

Follow-up 52

Follow-up Scale Lead Rank Lead Scoring 52

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. ON DEMAND SALES TRAINING THAT GETS RESULTS! Or Google Fibers?

Google 222

Google Face-to-face Gatekeeper Decision Maker 222

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 199

Understanding the Sales Force

MAY 29, 2024

In sales, Closing is traditionally an event where the salesperson asks for the business but most salespeople either don’t ask, or put so much pressure on the prospect that they push the prospect away. Prospects simply buy. I can promise you this.

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Closing Decision Maker Follow-up Pipeline 203

Smart Calling

MARCH 22, 2018

Do you really know where you stand with the prospects in your follow-up files right now? I’m not trying to make you feel bad, but my experience is that many sales reps have no clue where they are in the sales process with a majority of the people they are following up with. Come on, really now?

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Follow-up Closing Prospecting How To 91

Understanding the Sales Force

MARCH 20, 2024

As a detective, he always followed the evidence to find the truth. Similarly, many prospects are also non-believers in your product or service. Up until the moment of the shooting, Wallace believed that a bullet-proof vest would stop a bullet and save his life. But that’s not the analogy I’m going to make.

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Sales Process Sales Methodology Decision Maker Pipeline 334

Chorus.ai

MARCH 10, 2021

Research shows that 92% of all salespeople give up on a lead after four rejections, while 44% give up after only one. That adds up to an awful lot of follow-up. The key to conquering follow-up is not just blind perseverance and motivation. A demo they can peruse on their own clock?

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Follow-up Top of Funnel How To Social Media 62

Close.io

JUNE 25, 2018

You can’t win every deal and when a prospect turns you down, it’s time to just move on. This small shift in thinking can have a profound impact on your sales outreach and follow-up success. And all it takes is trying one simple strategy I recently discovered: HUCA (Hang up and call again). But I didn’t want to give up.

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Follow-up Airlines Call-back Up-Sell 131

Sales 2.0

MAY 30, 2023

Traditional sales models vs. AI-enabled selling. Heidi says we are moving into a new age of selling driven by the availability and adoption of AI (Sales 2.0?). She says “There’s been a bifurcation of the way people manage sales organizations: There’s the traditional model which dumbs down selling. Think about that.

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Face-to-face CRM Forecasting Buyer 312

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., What to do? That’s right. Relentlessly.

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

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? Script #1: Make sure and have an email already prepared while you’re prospecting. Script #1: Make sure and have an email already prepared while you’re prospecting. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Sales Qualified Lead 284

Sales Qualified Lead Face-to-face Gatekeeper Decision Maker 284

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. Need More Proven Responses to the Selling Situations You Face Every Day? ON DEMAND SALES TRAINING THAT GETS RESULTS! —Lao Tzu If you enjoy quotes like these, I send a new one out every Wednesday.

Face-to-face 251

Face-to-face Gatekeeper Decision Maker Licensing 251

Chorus.ai

DECEMBER 4, 2019

So, you followed our tips for the perfect cold-calling approach. You nailed your sales call, dispelling your prospect’s early misgivings, and they sounded enthusiastic about taking things forward. It’s a road paved with rejection, with 92% of all salespeople giving up on a lead after four rejections , while 44% give up after only one.

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Follow-up How To Social Media Face-to-face 71

Mr. Inside Sales

JULY 9, 2023

—Goethe If you do, then you can receive one each Wednesday by signing up here. Sign up today. Need More Proven Responses to the Selling Situations You Face Every Day? ON DEMAND SALES TRAINING THAT GETS RESULTS! Scroll to the middle of the page). Unlimited License: One to 100 reps can attend for one low price!

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Face-to-face Gatekeeper Decision Maker Licensing 222

Mr. Inside Sales

APRIL 14, 2024

I can’t believe this company is asking me to actually show up to an office!” Need More Proven Responses to the Selling Situations You Face Every Day? 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

Face-to-face 224

Face-to-face Gatekeeper Decision Maker Licensing 224

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? You could do two: one for prospecting and one for the close. Happy Selling! ON DEMAND SALES TRAINING THAT GETS RESULTS!

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Closing Gatekeeper Face-to-face Decision Maker 334

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. ON DEMAND SALES TRAINING THAT GETS RESULTS!

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Face-to-face Inside Sales Gatekeeper Decision Maker 220

Mr. Inside Sales

MAY 1, 2019

Want to get your team excited about selling again? Would you like to be motivated to pick up the phone instead of sending yet another email? Better training = more sales. Starting on Tuesday, May 21 st , we’re launching our powerful, 7-week Online Inside Sales Training! And, this training is affordable!

Training 172

Training Gatekeeper Workbooks Face-to-face 172

Mr. Inside Sales

MARCH 2, 2024

What this tells the hiring manager is that you’re likely to “talk past the close” when on the phone with a prospect! Unfortunately, many sales reps just show up, are not prepared, and haven’t done any research on the company they’re interviewing for. Need More Proven Responses to the Selling Situations You Face Every Day?

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Hiring Face-to-face Gatekeeper Decision Maker 241