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!). Find and use the MUTE button to fully listen to their responses. Why do sales reps talk so much? In sales, less talking and more questioning and more listening is the key to success.

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Mr. Inside Sales

JANUARY 2, 2021

Most company’s sales teams are under immediate pressure to begin accomplishing their new goals and sales targets for 2021. After I’ve listened and asked layering questions and taken notes on the three initiatives, I ask question number two: “And how can I help you accomplish that?”. ON DEMAND SALES TRAINING THAT GETS RESULTS!

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Mr. Inside Sales

SEPTEMBER 26, 2020

We all know the importance of listening to our prospects and clients, so why are we doing so little of it? But speaking so much just turns people off—and besides, it’s easier to ask a prospect what they want and then to listen as they tell you…. No, you don’t have to utter an “uh-huh,” or “right,” to evidence you’re listening.

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

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

Mr. Inside Sales

MAY 21, 2022

Check out our best inside sales training available on the Internet: On-Demand Training! And then hit your MUTE button and listen very carefully for the real objection—or objections—that are holding your prospect back. And only when I understood what was really holding my prospect back did I begin to close more sales.

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Closing Training Gatekeeper Face-to-face 156

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.

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Gatekeeper Face-to-face Decision Maker Licensing 156

Mr. Inside Sales

DECEMBER 18, 2020

After I got my coffee, he came up to me and said, “You’re Mike Brooks, right?”. He asked me what I was up to these days, and I told him I was an inside sales consultant. During our time together as struggling reps, the owners of the company brought in a sales trainer, Stan Billue, to motivate us. Yes” I said.

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Mr. Inside Sales

MAY 31, 2021

Picking up the phone and making “cold calls” has never been easy, and this has prevented many reps from making the calls that can make them more sales and more income. Top reps still prefer to pick up the phone and have conversation, and this remains the best way to not only speak with someone, but to qualify them as well.

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Mr. Inside Sales

MARCH 1, 2021

I started showing up an hour before work began, and I headed straight to my desk and began making calls. I spent my lunch hours listening to my calls and critiquing them. And then I’d listen to my calls in the car on the way home and make adjustments to the scripts during the evening (yeah, imagine that—working “off hours”!).

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Mr. Inside Sales

JANUARY 8, 2021

Two weeks into the New Year, and are you already stressed about picking up the phone and making prospecting calls? Let me explain: If you’re like most sales reps, then you hate making calls because you’re either afraid of being rejected, or you’re are afraid you’re going to mishandle a call and so lose a good lead. Imagine that….

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Understanding the Sales Force

DECEMBER 21, 2023

I pulled up to pump number five at my usual Cumberland Farms convenience store/gas station. Pay inside? Luckily for me, I remembered to bring my wallet on this particular visit so the card was handy, I paid, and gassed up. If you are looking for correlation to sales performance, you don’t have to look much further!

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Mr. Inside Sales

JANUARY 14, 2023

NOTE: While this article talks about using this technique as an interview question to determine what kind of sales rep you’re about to hire, it’s also a great technique for managers to use to diagnose what is wrong with reps who may not be hitting quote consistently. Let’s first look at how most sales reps go about doing it.

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Sales and Marketing Management

JANUARY 20, 2020

Or worse, could you lose your sales job altogether? You could be vulnerable if you’re not sharpening your sales skills and honing the tactics that will help you succeed in 2020. Forrester analyst Andy Hoar didn’t mince words when he spoke at the 2015 Forrester Sales Enablement Forum. Adapt to the Digital Business Environment.

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John Barrows

NOVEMBER 30, 2021

In the spirit of giving thanks this past week, we are recognizing our membership community, who truly show up and show out for every webinar, livecast, AMA, and event we have. If you prefer to watch than to listen, here’s the full video : That’s a wrap. Thanks for reading and listening to this podcast. Join us next time!

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Social Media Webinar Metrics Energy Inside Sales 147

Mr. Inside Sales

SEPTEMBER 11, 2020

First, understand what’s happening here: Remember the law in sales: Leads Never Get Better! And, since many sales reps don’t qualify thoroughly enough, most of the leads they stuff into their pipeline are made up of 6’s and 7’s. Now REALLY listen…). ON DEMAND SALES TRAINING THAT GETS RESULTS! Get Access Today.

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Face-to-face Sales Qualified Lead Scale Call-back 320

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…”. The key here is you need to listen!

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Mr. Inside Sales

OCTOBER 23, 2020

And then listen carefully not only to how they respond, but, more importantly, to how they respond. Are they unhappy they picked up the phone now have to talk to me?”. In other words, rather than ask if you caught them at a good time, listen to their voice and to how they answer the phone to see what their mood is. Or a frown?).

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Mr. Inside Sales

MAY 22, 2020

You probably wrote a sale just last week, and the top producers in your office are still writing business. True story: I was walking in my neighborhood the other day, and a home went on sale—you know, the sign in the front yard, etc. Listen & build rapport]. ON DEMAND SALES TRAINING THAT GETS RESULTS!

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Sales and Marketing Management

SEPTEMBER 28, 2018

It left me wondering whether that sentiment rings true now that inside and outside sales reps are spending more time connecting with prospects and customers remotely versus face-to-face. million sales professionals in the country, more than 47 percent were inside salespeople. Listen and watch only.

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Meeting Sales Meeting Face-to-face Margin 250

Mr. Inside Sales

AUGUST 21, 2022

I watched a sales rep making cold calls the other day. Prior to the call, I asked this sales rep to send over recordings, so I could play and point out exactly what he was doing wrong. What was missing was the common currency of human interaction to set up the call. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Prospecting 156

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

MTD Sales Training

APRIL 9, 2019

What exactly is ‘active listening’ and why can it be so difficult at times? As the term suggests, active listening skills can be developed, as it is a skill. But we have to see the benefits of active listening in order for us to take it seriously. What does active listening look like? Being curious. Asking questions.

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Mr. Inside Sales

NOVEMBER 18, 2018

I was having breakfast with a client in Denver before a training program I was giving, and we were talking about the importance of asking questions and listening. The CFO then went on to give his thoughts about this, and, after he was done, he thanked him and promised to follow up with more information—which he did.

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Closing Decision Maker Inside Sales Face-to-face 227

Mr. Inside Sales

FEBRUARY 25, 2022

Or are you struggling to catch up and hoping for a strong March? If you or your team is struggling, a cause might be a fundamental flaw that many sales teams suffer from: failure to understand—and pitch to—a prospect’s unique buying motive. That’s the essential process of sales. ON DEMAND SALES TRAINING THAT GETS RESULTS!

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Motivation Face-to-face Gatekeeper Sales Qualified Lead 156

Smooth Sale

JANUARY 26, 2024

Photo by Placidplace via Pixabay Attract the Right Job Or Clientele: Are You Open to Listening to Unusual Ideas? Upon the introduction of AI, acceptance was slow, but today, it is picking up speed and further innovation. Your Story: Listening to Unusual Ideas A typical response to most is, ‘Your idea is crazy and will never work!’

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Construction Hiring Influencer Networking 106

Mr. Inside Sales

JANUARY 15, 2021

While this context is presented as an interview, it is completely translatable to sales—and that means YOU. Let’s first look at how most sales reps go about doing it. After listening patiently, I pull out a pencil, hand it to them, and tell them to sell it to me. 80% of sales reps start the same way—they start pitching.

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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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Sales and Marketing Management

FEBRUARY 12, 2021

Author: Raul Perdigão Silva This Valentine’s Day, those in B2B sales should take a cue from these dating behaviors, as they’re similar to how you should approach customers to make them fall in love with your product, no matter what you’re selling. If you want to be helpful, you better know your product inside and out. Close The Deal.

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Mr. Inside Sales

NOVEMBER 27, 2020

This is a book I picked up years ago, and I continue to read it at the end of every year as I set my new goals. That book is readily available, and there is an audio version of it if you prefer to listen to your books. ON DEMAND SALES TRAINING THAT GETS RESULTS! It’s made a tremendous difference in my results and my life.

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Mr. Inside Sales

JANUARY 6, 2020

How good (or bad) does your sales team sound when prospecting over the phone? Have you recorded and listened to their calls lately? On Friday, (Jan 3 rd ), I received a sales call that went like this: Me: “Good morning, Mike Brooks here, how can I help you?”. I won’t go on (although this sales rep was willing to…).

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Mr. Inside Sales

JANUARY 29, 2021

Listen carefully to what your mental answer is: Yes or No. When I ask that question at a sales conference, the majority say no, they can’t. In 1998, this Texas software engineer woke up with numbness in his legs. But Patrick didn’t give up. ON DEMAND SALES TRAINING THAT GETS RESULTS! But you can do it.

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Mr. Inside Sales

MARCH 22, 2019

Let’s start with the obvious: Sales reps talk too much. 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. If you listen to calls from your sales reps, you’ll find that they simply talk past the close.

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Prospecting Face-to-face Gatekeeper Inside Sales 161

Mr. Inside Sales

JULY 3, 2020

I can’t tell you how many recordings I listen to each week where sales reps are still struggling to deal with objections because they insist on trying to overcome them. Not only that, but after you’ve given your response, have you ever found that your prospect just comes up with another objection? It’s a lot of work.

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Mr. Inside Sales

SEPTEMBER 27, 2019

Some people think it’s respectful to ask if the prospect has time, and others feel they are setting themselves up for a stall. Then listen carefully not only to what they say, but, more importantly, to how. Are they unhappy they picked up the phone and now have to talk to me?”. If you actually listen, you can always tell….

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Smooth Sale

FEBRUARY 29, 2024

The underlying element for business success is to listen carefully, legitimately weigh the pros and cons upfront, and hear opposing views with a follow-up Q&A, which can paint an entirely new picture for proceeding. It’s necessary to look deep inside to realize what we do well and how we may improve. Celebrate Success!

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Hiring Gatekeeper Media Benefit 106

Mr. Inside Sales

FEBRUARY 16, 2020

I was listening to a client’s closing call last week, and when the prospect asked a buying question, the rep answered it and then just remained quiet. Now direct them to the signup paperwork, online form, or whatever you use to sign new clients up. What should she have done? What would you have done? And that means training.

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Zoominfo

JULY 29, 2020

Sales professionals are always on the lookout for ways to step up their game. One of the best ways to improve sales numbers involves something everyone dreads — cold calling. Why do Sales Cold Calling Scripts Matter? Having a variety of cold calling scripts on handmakes sales training easier for new hires as well.

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Cold Calling Data Hiring Intent Data 240

Mr. Inside Sales

MAY 11, 2019

Do you want to be a top producer in sales? And then hit your MUTE button and Listen very carefully for the real objection—or objections—that are holding your prospect back. It forced me to listen rather than ad-lib poor sales technique. And isn’t that what you wake up in the morning trying to do 5 or 6 days a week?

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