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. Would you mind if I asked how you go about doing that right now?”.

Prospecting 156

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

No More Cold Calling

DECEMBER 21, 2023

Here’s what you might have missed from No More Cold Calling this quarter. You’d better have some innovative strategies, because the same-old doesn’t cut it. So, I’m sharing a system that will help businesses continue playing the game and rise to the level of their goals. How do you do that? Everything is a system.

Referrals 156

Referrals Social Media Cold Calling Sales Qualified Lead 156

Mr. Inside Sales

SEPTEMBER 10, 2021

In my book, Power Phone Scripts , I talk about the secret of sales. All top producers know automatically how to respond to objections like: “I need to think about it.”. “I I already have a supplier for that.”. Response: “That’s perfectly fine—I like to think about things too, of course. Think of that.

Face-to-face 240

Face-to-face Objections Gatekeeper Decision Maker 240

Mr. Inside Sales

JANUARY 15, 2021

Once very couple of years, I like to re-run this article on the importance of asking questions as opposed to pitching. If I gave you a pencil and asked you to sell it, how would you go about it? Let’s first look at how most sales reps go about doing it. It has grade #2 lead and a bright yellow color so it’s easy to find.

Face-to-face 195

Face-to-face Sales Qualified Lead Gatekeeper Decision Maker 195

Hubspot Sales

JANUARY 7, 2024

And today, I want to, um, share some of what I’ve learned with you — if that’s okay? If you’re a salesperson and you speak like this, here’s a reality check: It is going to be very, very hard to convince prospects to buy. No matter how much you know, if you don’t speak like an authority figure, you’ll never be treated like one.

Hubspot 114

Hubspot Buyer Decision Maker Inbound 114

Hubspot Sales

APRIL 15, 2024

Thoughtfully calculated, well-executed prospecting is central to virtually every successful sales engagement. But as with any other skill, some salespeople have a better grip on prospecting than others — and we, here at the HubSpot Sales Blog, want to do our part to make sure you prospect as effectively as possible.

Hiring 111

Hiring Face-to-face Sales Qualified Lead Lead Rank 111

Mr. Inside Sales

AUGUST 7, 2020

I listen to a lot of calls each week that my clients send me. 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…”.

Prospecting 199

Prospecting Decision Maker Face-to-face Gatekeeper 199

Mr. Inside Sales

APRIL 2, 2022

How do you open your calls? Do you ask, “How are you today?” There was a time when I was against using the worn-out opening of, “How are you today?” and provided a slew of different options—all of which had their place, and some of which I still use, on occasion, today. Let’s dive into #2 a bit more.

Face-to-face 156

Face-to-face Cold Calling Call-back Inside Sales 156

Mr. Inside Sales

FEBRUARY 5, 2021

Before you get on your high horse and tell me you wouldn’t be caught dead using a script, consider: If I were to record your prospecting and demo calls for a week, and then transcribe what you say, what would I get? Your prospects will trust you more, and you’ll appear more professional. And prospects like that! #2:

Face-to-face 258

Face-to-face Hiring Sales Qualified Lead Gatekeeper 258

No More Cold Calling

JANUARY 14, 2021

Why am I doing a monthly Sales TV Show? And they wouldn’t have that problem if they knew how to get referrals. Frankly, this is how I learn—in short segments. So, I’m committing to spending time on-camera answering your questions and sharing powerful tips and methods to revolutionize your prospecting.

Gatekeeper 265

Gatekeeper Referrals Cold Calling Telemarketing 265

Sales 2.0

SEPTEMBER 8, 2018

The more time I spend in sales and marketing, the more I see overlap between these areas. Now, sales people are starting to “geek out” and use software tools like marketers have been for the last decade, or so. I think sales people should track numbers. The key area to track in my view is prospecting.

Top of Funnel 240

Top of Funnel Sales Qualified Lead How To Referrals 240

The Sales Hunter

OCTOBER 1, 2019

So, you think you have a great prospect; however, why do you think they’re even interested in you or what you sell? You can have all the feelings you want, but the customer’s feelings are really what matter. First, it indicates that the prospect trusts in you. Sales is a two-way street.

Sales Qualified Lead 182

Sales Qualified Lead Prospecting Video Negotiation 182

Mr. Inside Sales

DECEMBER 5, 2022

For example, when I ask people what their financial goal is, they often tell me, “To earn more money than I made last year.” more in 2023, then you will have reached your goal, right? In determining that number, I always look at each month, factor in vacations, holidays, projects, etc., How about retirement?

Face-to-face 156

Face-to-face Exact Gatekeeper Decision Maker 156

Mr. Inside Sales

NOVEMBER 2, 2020

I still get requests from clients, as well as readers, about how to handle getting blown off when they call a prospect back. Here are three proven scripts you can use the next time your prospect tells you “I looked it over and I’m not interested…. Response #1: “I understand, and that’s perfectly OK.

Face-to-face 178

Face-to-face Gatekeeper Hiring eBook 178

Hubspot Sales

MARCH 25, 2024

Here it is: Prospects aren't always easy to deal with. That's the kind of astute, game-changing insight you can only find here at The Pipeline , baby. 8 of the Most Difficult Types of Prospects (& How to Deal With Them) 1. She says, “Prospects who are always too busy are some of the most frustrating to deal with.

Prospecting 98

Prospecting Cancellation How To Revelation 98

The Sales Hunter

OCTOBER 22, 2019

The prospect agrees to take your meeting, and they even agree to your demo call. You get hit hard as this new favorite customer tells you that they have to take it to others to get an approval to buy. The solution lies not in being more forceful with how you close, but rather, being more open with how you prospect.

Buyer 160

Buyer Prospecting Sales Qualified Lead Face-to-face 160

Autoklose

MARCH 11, 2024

Prospecting is a high-stakes game, so many sales reps make the mistake of being too pushy in an attempt to quickly convert leads into sales. Organize an Online Conference, Webinar, or an Industry Meetup 2. And not just any random thing for the sake of giving, but something that your recipients can truly benefit from.

Lead Rank 98

Lead Rank Lead Scoring Sales Qualified Lead Leads 98

Mr. Inside Sales

JULY 17, 2020

How you handle your response to that email will determine if, and what kind of, opportunity you will get later. Instead, be understanding, be professional, and give your prospect options…. I should let you reach back to me if and when there is further interest. I should stay in touch and reach back in a few months.

Face-to-face 187

Face-to-face Gatekeeper Call-back Decision Maker 187

No More Cold Calling

JUNE 23, 2019

This is a truthful and proven guide for how to ask for referrals. You won’t read that referrals are easy or that all you have to do is ask. What you will read are lessons and insights that I have gleaned from working my referral system with clients for the past 23 years. I’m not braggadocious, but I know what works.

Referrals 297

Referrals Scale How To Lead Rank 297

Hubspot Sales

MARCH 27, 2023

That means reps need to provide prospects with helpful and specific resources as opposed to stuffing irrelevant information down their throats — but you can't get there if you don't understand where your prospect is coming from. Here's a list of some of the most effective ones you can ask and when to ask them.

Top of Funnel 101

Top of Funnel Hubspot Buyer Prospecting 101

Mr. Inside Sales

JUNE 1, 2020

I’ve written on this subject before but let me remind you of what I said: New marketing funnels and lead nurturing campaigns have created what has always been a salesperson’s dream: more inbound leads. These leads are more qualified because they reached out to us,” I hear over and over.

Inbound 178

Inbound Sales Qualified Lead Leads Marketing Qualified Lead 178

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

NOVEMBER 24, 2019

You felt like you had a really qualified and interested prospect, set the demo call, looked forward to what you thought was for sure your next sale, and…. Here are three proven scripts you can use the next time your prospect tells you “I looked it over and I’m not interested…. Let’s do this…”. “But

Gatekeeper 158

Gatekeeper Face-to-face eBook How To 158

Mr. Inside Sales

NOVEMBER 24, 2019

You felt like you had a really qualified and interested prospect, set the demo call, looked forward to what you thought was for sure your next sale, and…. Here are three proven scripts you can use the next time your prospect tells you “I looked it over and I’m not interested…. Let’s do this…”. “But

Gatekeeper 156

Gatekeeper Face-to-face eBook How To 156

Zoominfo

APRIL 8, 2021

Sales methodologies like BANT — shorthand for budget, authority, need, timeframe — can help reps identify business opportunities at the outset of the sales process. However, when used at the wrong time and the wrong way — like checking off BANT criteria while talking to a prospect — reps lose ground qualifying prospective customers.

Ideal Customer Profile 130

Ideal Customer Profile Prospecting Decision Maker Case Study 130

The Sales Hunter

OCTOBER 8, 2019

More on this in my video below: You know what can make the “no decision” even more painful? A prospect who was never inclined to make a decision in the first place; their intention was purely to gain more information. Often, your prospect won’t freely give you the information you need right away.

Sales Qualified Lead 155

Sales Qualified Lead Prospecting Video Face-to-face 155

Hubspot Sales

AUGUST 21, 2023

You have your list of names and phone numbers. But before I give you the keys to the castle, let's learn more about cold calling and look at a typical cold call. But before I give you the keys to the castle, let's learn more about cold calling and look at a typical cold call. (If second pause) How are you doing today?

Cold Calling 98

Cold Calling Call-back Inbound Follow-up 98

Zoominfo

JANUARY 31, 2023

Today’s sales teams have the ability to use tools that would simply blow the mind of someone who first came up in the industry just 10 years ago. As a ZoomInfo user and partner , there is no way I could do my job without the firmographic, technographic, and demographic information and filters in SalesOS. Alright now, let’s prospect!

Hiring 130

Hiring Sales Qualified Lead Software Software 130

No More Cold Calling

APRIL 20, 2017

Here’s how to cure your prospecting problem. What’s to fear about prospecting? After all, I only talk to people who want to talk to me. I use the referral system I developed 20 years ago. But then I remembered …. That may seem absurd today, but it was a creative prospecting strategy in 1995.

Cold Calling 249

Cold Calling Referrals Sales Qualified Lead Promotion 249

Mr. Inside Sales

DECEMBER 1, 2018

I don’t know why tie downs aren’t used more by sales reps selling over the phone. I was listening to an experienced rep the other day just pitch and ad-lib to a good prospect, and at the end of the call, she had no idea about the prospect’s level of interest, nor did she qualify the prospect.

Closing 174

Closing Sales Qualified Lead Lead Rank Lead Scoring 174

Alice Heiman

MARCH 7, 2023

In my conversation with my long-time friend Joanne Black, we explore the reasons for the decline in the effectiveness of this strategy and we explore the benefits of a formal sales referral strategy and how to set one up in your company. The SDR in turn calls the prospect and sets up a sales call for the AE to pitch.

Referrals 131

Referrals Top of Funnel Closing Strategy 131

No More Cold Calling

JUNE 23, 2019

This is a truthful and proven guide for how to ask for referrals. You won’t read that referrals are easy or that all you have to do is ask. What you will read are lessons and insights that I have gleaned from working my referral system with clients for the past 23 years. I’m not braggadocious, but I know what works.

Referrals 228

Referrals Scale How To Lead Rank 228

Mr. Inside Sales

JULY 13, 2018

Avoid Rejection While Prospecting with this One Technique. Discover sales training with best tips, rebuttal techniques and responses on how to go about handling and overcoming most common objections in phone cold call prospecting. but it doesn’t have to be. 2) Decision makers. By Mike Brooks, [link].

Cold Calling 143

Cold Calling Objections Sales Qualified Lead Prospecting 143

Mr. Inside Sales

SEPTEMBER 23, 2018

Why You’re Turning Off Your Prospects. Learn the best cold calling and sales prospecting tips, ideas, techniques, strategies, tools and methods on how to make effective successful business calls for sales. Phone rang at our office and I picked it up. Call went like this: Me: “Mike Brooks here, how can I help you?”.

Cold Calling 153

Cold Calling Tools Prospecting Face-to-face 153

Autoklose

FEBRUARY 26, 2024

Having proven rules to follow adds to predictability, which is of paramount importance to every high-performance sales development team. For things to run like a well-oiled machine, your SDRs have to feed your account managers with a steady flow of high-quality meetings and demos. Put Situational Awareness at Their Fingertips 2.

Hiring 98

Hiring Top of Funnel Scale Campaigns 98

Hubspot Sales

FEBRUARY 9, 2021

By her account, "These last 12 months have dramatically changed the challenges (and goals) that organizations are prioritizing.". She says, "Reps need to understand how those customers have had to pivot, what they’ve had to reprioritize, and then figure out what can be done to help them pick up the pieces.".

Case Study 135

Case Study Cold Calling Hubspot Ideal Customer Profile 135

Hubspot Sales

DECEMBER 12, 2023

There's AI — obviously — and all the ways it's changing how we sell. To help you stay ahead of the curve, I spoke with top sales professionals to get their tips for selling in 2024. But how can salespeople leverage AI without losing that human connection? Let's dive in. Use AI to augment, not automate.

Lead Rank 98

Lead Rank Lead Scoring Sales Qualified Lead Scale 98