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.

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Mr. Inside Sales

AUGUST 18, 2023

Establishing rapport with a prospect in the very beginning is perhaps the most important first step to earning the right to have a conversation that might eventually lead to a sale. Get it wrong, and that could mean the end of your call—and your chance to make a sale. Instead, see below what to do. Instead, see below what to do.

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Face-to-face How To Gatekeeper Decision Maker 256

Steven Rosen

APRIL 10, 2024

In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley discuss the high cost of making a bad hire in sales. Best practices in sales, such as defining an ideal client profile, can also be applied in the hiring process. For those who are not that skilled, having the questions helps.

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Mr. Inside Sales

JANUARY 6, 2024

And once you’ve made that commitment, ask yourself what one action you can take today, right now, to begin reaching that goal. When I heard this, my first thought was, “Yeah, but what about the other nine goals?” ON DEMAND SALES TRAINING THAT GETS RESULTS! appeared first on Mr. Inside Sales.

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Mr. Inside Sales

JULY 9, 2023

What separates the talented individual from the successful one is a lot of hard work.” Stephen King “It takes no more time to see the good side of life than it takes to see the bad.” Hundreds of other sales reps are already enjoying an amusing or enlightening quote in the middle of their week—you should, too!

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Understanding the Sales Force

MARCH 13, 2024

But lately, when I talk with the Kurlan & Associates team, the topic is consistently about salespeople who push back on our sales training and coaching when it comes to dealing with RFPs. ” When training and coaching salespeople, theory is not enough. .” He started strong which you can see here.

Decision Maker 170

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Mr. Inside Sales

JANUARY 2, 2023

Most companies are under immediate pressure already to begin accomplishing their new goals and sales targets. So __, what are the top 3 initiatives for your department this year?” If they need a little help here, I use layering questions like: “And what was your revenue like last year?” Overwhelmed? Under pressure already?

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Mr. Inside Sales

JULY 24, 2023

At this point, I stopped to consider what he meant, and it occurred to me that I was being another rude tourist. At this point, I stopped to consider what he meant, and it occurred to me that I was being another rude tourist. In that instant, I knew what was wrong—and I knew how to correct it. Abruptly, I asked, “Where is St.

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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. So, what is the most effective way to sell a pencil?

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Sales and Marketing Management

DECEMBER 1, 2020

Lee Smith A recent State of Sales report published by LinkedIn revealed that U.S. businesses spend $15 billion a year training their sales employees. Despite this spending level, 68% of sales professionals are rated as moderate performers in the State of Sales, fourth edition, report from Salesforce.

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Training Hiring How To Coaching 326

Understanding the Sales Force

MARCH 13, 2024

But lately, when I talk with the Kurlan & Associates team, the topic is consistently about salespeople who push back when our sales training and coaching is specific to RFPs. That a company would prioritize price over mission critical components or kits is disgraceful, but what if it wasn’t company policy?

Decision Maker 193

Decision Maker Data Hiring Proposal 193

Steven Rosen

APRIL 6, 2020

Sales Leadership Roundtable Discussion. I had 8 senior sales executives join me for an open discussion. What we found was that over the last few weeks, the majority of sales organizations had successfully made the transition in going remote and working from home. What do you prioritize? What do you do?

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Face-to-face Motivation Groups Training 359

The Pipeline

MARCH 3, 2020

And while change does bring good, you know what they say about too much of a good thing? For example, many want me to layer on or retrofit my curriculum on something they trained three years ago. For example, many want me to layer on or retrofit my curriculum on something they trained three years ago. The new good.

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Face-to-face Pipeline ROI Training 362

Steven Rosen

APRIL 22, 2024

For sales leaders, building a robust sales culture is the bridge between mediocrity and excellence. The journey to a winning sales culture is a nuanced strategy that unfolds over time and demands patience, careful planning, and decisive leadership. This promotes innovative problem-solving for complex sales challenges.

Strategy 156

Strategy Construction Motivation Incentives 156

Steven Rosen

MARCH 23, 2022

Sales coaching is the No. 1 management activity that drives sales performance. Coaching is a skill that takes time to perfect, and unless expertly coached or trained, managers can make all types of blunders. Do You Want To Increase Sales Performance? ” As a sales manager , you probably were a top sales rep.

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Mr. Inside Sales

JUNE 26, 2023

Coco Chanel “Don’t let what you can’t do stop you from what you can do.” I hope you have a great week ahead, and if you hear a good quote, please respond to this email and share it with me! ON DEMAND SALES TRAINING THAT GETS RESULTS! The amount of work is the same.” The second-best things are very, very expensive.”

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Smooth Sale

FEBRUARY 12, 2024

You can, most of the time, accomplish what you need via research, experience, and speaking to your team and customers. Reducing Human Error Photo by George Becker Train Your Team Mistakes happen when people have clear instructions on what to do or take shortcuts because it’s easier, and they need proper training.

How To 168

How To Hiring Policies Lead Rank 168

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 talking briefly about the holidays and new year’s celebration, I always start with question number one: “So __, what are the top 3 initiatives for your department this year?”. Overwhelmed?

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Steven Rosen

SEPTEMBER 8, 2022

Make The Leap from Good to Great. Are you a good sales leader or a great sales leader? Do you want to make the leap from good to great? What makes a great sales leader? Develop a sales culture by hiring top performers , executing with excellence, and establishing cadence and accountability.

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Steven Rosen

JANUARY 13, 2024

In the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley stress the lack of coaching and support for sales managers, underscoring the need for coaching for these managers. ” – Steve Rosen “If you don’t have a sales playbook, some type of methodology, I don’t even care how simple it is.

Sales Management 156

Sales Management Hiring Retention Coaching 156

Adaptive Business Services

APRIL 24, 2024

While I have spent most of my adult life hiring and training salespeople, it has been two years since my last new hire and that was for a client. I can train product knowledge and sales skills. I can’t train “attitude” including drive and competitiveness. This is often a challenge with seasoned sales reps.

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Hiring CRM Data Referrals 71

MTD Sales Training

MAY 3, 2020

Well, this is what they mean by this. To your customers you offer a good range of products and services and there are some other benefits that come along with it to. STAGE 3 – THE VALUE ADDED SALES PERSON. You are there for your customers and you add value by helping your customers with more than what is expected.

How To 350

How To Vendor Loyalty Call-back 350

Smooth Sale

APRIL 24, 2024

Photo by Tumisu via Pixabay Attract the Right Job or Clientele: Examples of Good First Impressions for New Hires Despite being different from what you advertised, you evaluate new hires in their first days and weeks to ensure they’re the best fit for your company. However, unlike dating, the stakes are arguably higher.

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Hiring Examples Outsourcing Services Infusion 110

SalesProInsider

APRIL 16, 2024

Yet, that’s what can happen when discussing fees for service with prospective clients. What if I bring you more clients, could I get 10 bps off for each new client I bring you? Wow what a promise! And what a discount! Good job to the advisor! Because that’s what happens. Of course not!

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Smooth Sale

APRIL 29, 2024

Photo by flutie8211 via Pixabay Attract the Right Job or Clientele: Principles for A Good Business Website Whether you’re looking to set up your first website to help grow your business or you’ve noticed from your analytics that the current one could be doing better, you must know the principles for a good business website.

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Outsourcing Services Hiring Lead Rank Lead Scoring 91

Smooth Sale

FEBRUARY 26, 2024

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: How A Good Team Is Needed for Business Growth A business owner always has goals they need to work towards to ensure reaching the level of success they’ve envisioned. However, the primary element is having a good team within your business.

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Outsourcing Services Hiring Loyalty Networking 106

Partners in Excellence

MARCH 25, 2024

I first met him years ago as he was moving from sales leadership roles into establishing his own training and consulting company. I think what draws me to Keenan and his perspectives is his obsessive focus on the customer. What are their problems, how do we help them better understand them? Keenan sums it up well!

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Partners in Excellence

APRIL 10, 2024

Any reader who was trained as an engineer or anyone with experience in assembling machines (or Ikea furniture) will recognize the Tolerance Stack Up Error. As long as each part we manufacture fits within those characteristics is deemed a good part and passes the quality control inspection. They are specified as Part 1, 1″ +/- 0.1″,

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Janek Performance Group

MARCH 12, 2024

Sales executives and sales managers would agree that their sales teams need ongoing training, coaching and support to get to the top of the game and stay there. In a fiercely-competitive market, your sales reps should challenge themselves to learn more, achieve greater results and embrace new strategies.

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Outsourcing Services Training Hiring Workbooks 62

Partners in Excellence

APRIL 16, 2024

We spend 100’s of millions on SKO speakers, books, and training–all focused on doing the things that drive business, sales and marketing performance. We are inspired by thousands of articles, podcasts, and videos–each offering the same answers to what we have to do to be successful. (I

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Smooth Sale

APRIL 26, 2024

Some people decide on their company name based on what the business represents. Once you have a good USP , you can ensure that you pick a name that encompasses this so that people don’t have to question what you do when they hear your business name. Worse, some names are up for sale at very steep prices.

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Small Business Small Business How To Hiring 101

Smooth Sale

APRIL 23, 2024

That’s what investors can be! It lets you beef up your operations, get snazzy tech, expand into new markets , and jazz up what you’re selling—all without the constant headache of pinching pennies. Risk Sharing The good news is that you’re not the only one taking the financial heat when you have investors.

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Smooth Sale

APRIL 16, 2024

Negativity hits each of us occasionally, and we wonder whether we will make a fool of ourselves or if there is a way past the situation to focus on what we most desire. Embrace Your Long-Term Vision Always Before you sleep at night, make it a habit to recall what you ultimately want to accomplish. Realize that statistics are temporary.

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Smooth Sale

FEBRUARY 29, 2024

My Story Two recent experiences exemplify the harm some do to their potential for business growth and expanding beyond their belief in what may be possible. The specific issue is whether to solely work on behalf of oneself or find ways to partner, collaborate, and benefit the greater good. Our striving to work for the greater good.

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Hubspot Sales

DECEMBER 11, 2023

Virtual training has often become the default. Sales is a famously extroverted job. So, what type of training makes sense? Let’s review what virtual training is, the best practices, and how to run a virtual training program. Table of Contents What is virtual training? Be prepared.

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Smooth Sale

MARCH 6, 2024

Good IT support is necessary if you still need a contractor or staff member to help secure your data well. Training Finally, ensuring that you are training your staff as well as possible is a differentiator for your company’s well-being on multiple levels. Encryption means that data is more challenging to read.

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Emissary

SEPTEMBER 20, 2022

Most technology revenue teams include a sales enablement function, but its mission has been evolving over the last several years. Recently, enablement has flexed to provide better support for sales in the face of the post-pandemic business environment and increasingly demanding technology buyers. Train Early, Often, and in Small Doses.

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