Mr. Inside Sales

JUNE 20, 2021

Here’s a mistake I hear over and over again when listening to sales reps pitching or presenting their services over the phone: when they hear a possible objection or something negative from their prospect, they go into pitch mode. Here’s the thing: the average closing rate is two or three deals out of ten prospects pitched.

Face-to-face 217

Face-to-face Gatekeeper Decision Maker Licensing 217

Closer's Coffee

MAY 20, 2019

For Parts 1-3 of the Essential Selling Skills Bootcamp, click here. Telephone Prospecting. The Five Steps of Telephone Prospecting. Social Prospecting. Best Sales Prospecting Tools. The Reality of Telephone prospecting. The Five Steps of Telephone Prospecting. Social Prospecting.

Selling Skills 77

Selling Skills Prospecting Social Media Trade Show 77

The Sales Hunter

FEBRUARY 11, 2014

Sales Prospecting Anxiety – the condition that limits a salesperson’s income due to their inability to prospect properly. Let’s look at 9 things you can do now to overcome sales prospecting anxiety. Let’s look at 9 things you can do now to overcome sales prospecting anxiety.

Prospecting 273

Prospecting Face-to-face Selling Skills Up-Sell 273

Mr. Inside Sales

JANUARY 2, 2023

Most companies are under immediate pressure already to begin accomplishing their new goals and sales targets. As you speak with your clients and prospects this week, realize that they are all feeling the same stress as well. Or I ask a good assumptive question like: “How much of a budget do you have per quarter for sales training?”

Face-to-face 223

Face-to-face Gatekeeper Decision Maker Licensing 223

Mr. Inside Sales

SEPTEMBER 23, 2022

So, if you’re winging it, ad-libbing your way through your sales career, then I know you’re struggling—and I know you’re not making your revenue goals…. And that means more money, more sales, more confidence, more success, etc. If it’s not perfect selling skills, then help them upgrade those skills today!

Face-to-face 156

Face-to-face Gatekeeper Decision Maker Licensing 156

Partners in Excellence

NOVEMBER 27, 2018

In the face of all this, for the most part we are training our sales people in the same skills I learned many decades ago, and my predecessors learned decades before that. Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s.

Selling Skills 91

Selling Skills Face-to-face Banking Scale 91

Jeffrey Gitomer

AUGUST 23, 2011

To Become A Master Salesperson, Master NON Selling Skills. Tweet Share Everyone talks about “how to sell” Not me. In order to struggle less, you must begin to make the transition from “making a sale” to “creating a buying atmosphere.” They concentrate on the system and not the prospect.

Selling Skills 326

Selling Skills Hiring Social Media Lead Rank 326

Gong.io

NOVEMBER 22, 2021

Objections. Objections. Objections. Cold call objections are par for the course for outbound sales reps. Follow this 3-point framework to overcome any and all cold call objections you will face. Bonus: We’ll also share 4 cold calling tips to avoid cold call objections entirely. Label their objection.

Cold Calling 117

Cold Calling Objections Call-back Follow-up 117

Understanding the Sales Force

DECEMBER 1, 2020

Understanding the Sales Force by Dave Kurlan Yesterday, I received two assessments for the same candidate: one from Objective Management Group (OMG) and one from Caliper. Caliper's is a personality test adapted for sales. Caliper's is a personality test adapted for sales. The candidate scored 60% on Caliper and 92 on OMG.

Comparison 306

Comparison Lead Rank Lead Scoring Hiring 306

The Sales Hunter

SEPTEMBER 12, 2013

We all want better prospects. The question we have to ask ourselves is, “Do we get better prospects by simply finding more or do we get better prospects by taking the ones we have and making them better?” ” Here are 4 quick tips you can use to get better prospects by focusing on the ones you already have.

Prospecting 217

Prospecting Discount Selling Skills Follow-up 217

The Sales Readiness Blog

MAY 26, 2023

In the sales world, pricing is crucial in determining whether or not a prospect will convert into a customer. However, discussing pricing prematurely with a prospect may not always be the best approach. So, what should sales professionals do when faced with prospects who want to discuss price prematurely?

Prospecting 116

Prospecting Conversion Face-to-face Lead Rank 116

Jeffrey Gitomer

MAY 20, 2013

A thought, an idea, an article, a brochure, a sales presentation, a customer testimonial, or a little kid sliding down a slide. The post Jeffrey Answers a Question about Overwhelming Prospects with Data | Real World Sales Wisdom appeared first on Jeffrey Gitomer’s Sales Blog. Take video of something every day.

Data 206

Data Prospecting Video Social Media 206

Partners in Excellence

MARCH 26, 2018

It’s a start up, the CEO wanted help in developing sales skills. Yet the CEO and many participants in the discussion were convince, all they needed to do was improve their selling skills. The best sales person in the world will be unsuccessful if she doesn’t know who her ideal customer is.

Selling Skills 68

Selling Skills Customer Enterprise Enterprise 68

The Sales Hunter

JANUARY 11, 2013

I have been talking about the informed calling method and why it is so important to your prospecting plan. When you’re using the informed calling method to prospect, be sure the information you’re sharing with the prospect is what they will find of value. Prospects will become customers when they have confidence.

Prospecting 197

Prospecting Follow-up Objections Motivation 197

Understanding the Sales Force

NOVEMBER 15, 2012

Understanding the Sales Force by Dave Kurlan We've all been on planes when they tell us to put our electronic devices into airplane mode so that the devices - your laptops, ipads, ipods, kindles and phones - do not send a radio signal looking for a connection. Prospects must think that salespeople are morons. Scary stuff!

Airlines 268

Airlines Prospecting Decision Maker Vendor 268

Mr. Inside Sales

MAY 22, 2021

Mindset determines the actions you take, how you deal with adversity, how much you use good selling skills (and how much you invest in them), and how you adapt to the changing conditions around you. Need More Proven Responses to the Selling Situations You Face Every Day? ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 178

Face-to-face Gatekeeper Decision Maker Licensing 178

Selling Essentials RapidLearning Center

JUNE 14, 2019

Wholesale distributors are feeling urgency to change their sales models, a joint MDM/RLI research study shows. Many distributors have a field sales culture in markets where inside sales models may make more sense. Most Critical Skill Gaps. Field Sales vs. Inside Sales. What This Means for Sales Managers.

Distribution 45

Distribution Selling Skills Lead Rank Lead Scoring 45

The Sales Hunter

SEPTEMBER 16, 2014

Recently I was having a conversation with a VP of Sales and the top two salespeople for their company. The objective of the call was to discuss the attributes of what they do and how we could take those items and get the rest of the organization to implement them too. What became very […].

Cold Calling 263

Cold Calling Selling Skills Sales Leadership Motivation 263

Mr. Inside Sales

MARCH 20, 2020

In my continuing blog series on how to handle the stalls, objections, and real-world situations in sales caused by the Covid-19 pandemic, below you’ll find some suggested email responses to situations you may be running into. The challenges your prospects are going through are the same ones you are. Until then, be well!”.

Face-to-face 157

Face-to-face Call-back Objections Gatekeeper 157

Lessonly

DECEMBER 22, 2021

Are you ready to get your head in the sales game and set your sales reps up for top success? Well, then it’s time to get on board with all the glory that sales readiness has to offer! Sales readiness is a well-crafted mix of rep assessment, sales management training, and coaching. These include skills like: .

Selling Skills 26

Selling Skills Training Scale Negotiation 26

The Sales Hunter

SEPTEMBER 20, 2013

One of the easiest things sales managers and senior management can do is to call every person they know at a client company. Objective of the calls is three-fold. First is to get the name of your company back in front of the customer/prospect, even though the person might not be our buyer. ” Sales Motivation Blog.

Sales Management 202

Sales Management Cold Calling Closing Consultative Selling 202

Jeffrey Gitomer

OCTOBER 19, 2011

Ways To Win Prospects And Contacts At A Networking Event. If you network smart, it’s the easiest way to make sales contacts. Hot sales contacts. ways to win prospects and contacts at a networking event: 1. ways to win prospects and contacts at a networking event: 1. Get Sales Blog Updates. Here are 11.5

Networking 314

Networking Hiring Prospecting Social Media 314

The Digital Sales Institute

MARCH 12, 2024

A guide to closing sales with ABC, or “Always Be Closing,” is a learning journey for salespeople looking to improve their sales performance, or “Return on Sales Effort (ROSE). Closing sales is about consistently moving customers towards a desired action or outcome. Points to consider to close more sales.

Closing 52

Closing Objections Buyer Proposal 52

Hubspot Sales

SEPTEMBER 14, 2023

In the past, sales managers often saw sales coaching as a means of correcting negative behaviors by providing real-time performance feedback. Unfortunately, this feedback often doesn't result in significant behavior change from the sales representative. Sales Feedback Benefits 1. Sales Coaching Benefits 1.

Sales Coaching 100

Sales Coaching Coaching Benefit Construction 100

The Sales Hunter

DECEMBER 28, 2012

Every salesperson has had at one time or another a prospect who just won’t move forward and buy. It might be time to put the conventional selling process you use on hold and break out what I refer to as the “engagement process.” Objective here is to be able to engage the customer in dialogue after the sales call.

Prospecting 212

Prospecting Customer Insurance Insurance 212

The Sales Hunter

APRIL 30, 2013

The objective of this call is to not only have the customer appreciating you more, but also to begin understanding better their needs. Your first objective is to keep your name and the name of your company in the forefront of the customer’s mind. You can secure repeat sales from existing customers if you follow the 2/2/2 rule.

Customer 269

Customer Cold Calling Customer Service Consultative Selling 269

The Sales Hunter

JUNE 25, 2013

Their objective isn’t to take advantage of you, even if it does feel that way at the time. Their objective is to help reduce the cost of buying for their company. Your job is to be the professional salesperson and sell to the customer’s needs and outcomes, be confident in your job and price, and protect your profit.

Negotiation 215

Negotiation Buyer Discount Selling Skills 215

The Sales Hunter

JANUARY 3, 2013

Salespeople tend to believe they need to spend more time with major accounts, while Marketing will always argue more time should be spent prospecting. ” Salespeople love to spend time with major accounts, because I believe they would rather do that with their time instead of sales prospecting.

Account 204

Account Prospecting Guidelines Compensation 204

The Sales Hunter

FEBRUARY 14, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Networking.

Motivation 168

Motivation Cold Calling Strategy Prospecting 168

Understanding the Sales Force

MARCH 27, 2019

While someone's reference to a hard sell may differ, the perception of the hard sell is fairly universal. After prospects state an objection, say they're not interested, or tell the salesperson, "No," prospects tend to raise their resistance.

Insurance 263

Insurance Insurance Objections Up-Sell 263

Understanding the Sales Force

JULY 10, 2014

Understanding the Sales Force by Dave Kurlan Can you name 10 Core Competencies of a great salesperson? Let''s see, there''s prospecting, qualifying and closing, and then there''s.wow, this is difficult! We constantly improve, update, enhance and perfect the science of evaluating sales forces and candidates.

Top of Funnel 309

Top of Funnel Social Selling Funnel Promotion 309

The Sales Hunter

JANUARY 31, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Communication Skills. FREE Resources.

Ideal Customer Profile 180

Ideal Customer Profile Prospecting Hiring Negotiation 180

The Sales Hunter

OCTOBER 25, 2013

Recently I’ve been working with a number of salespeople making sales calls that stretch across a wide range of industries, and one thing stands out — Sales Leadership. With each person with whom I’ve worked, it is amazing to me how the demonstration of sales leadership makes a huge impact.

Sales Leadership 223

Sales Leadership Maximizer Selling Skills Motivation 223

Anthony Cole Training

NOVEMBER 20, 2012

Many years have passed since that day and I've had the opportunity to talk to hundreds of prospects and sales people about their prospects. Here is a guest blog from Sales Development Expert, Author and Highly Recognized Leader in Sales Force Evaluations - David Kurlan. The answer to that question is: YES!

Airlines 137

Airlines Prospecting Decision Maker Vendor 137

Highspot

JANUARY 3, 2024

Whether you’re a seasoned sales manager or a frontline rep hustling for results, we get it – the struggle is real. Read on to discover how reps can confidently approach each closing conversation with closing sales training that works. What is Sales Closing and Why Is It Important How Does the Sales Closing Process Work?

Closing 52

Closing Training Lead Rank Negotiation 52

The Sales Hunter

SEPTEMBER 26, 2013

I recently watched a very capable salesperson get completely flustered because the sales materials he had weren’t in the order he wanted them. He opened the sales meeting beautifully and then began walking the customers through the materials. That is the objective, so let’s engage them with a discussion.

Consultative Selling 201

Consultative Selling Face-to-face Selling Skills Motivation 201

The Sales Hunter

NOVEMBER 14, 2013

In fact, great salespeople love to hear rejection early on in a sales call, because they know the most valuable asset they have is their own time. The number one part left off a sales presentation is the close. . In fact, many times they will move rapidly in a sales presentation to the point where the customer may tell them “no.”

Customer 196

Customer Selling Skills Proposal Intent 196