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?

Face-to-face 314

Face-to-face Gatekeeper Inside Sales Decision Maker 314

Steven Rosen

APRIL 18, 2022

Hiring top performers has always been the lifeblood of any sales organization. COVID has changed sales forever. The 3 most important questions that we need to address when making hiring decisions for a sales position are: Can the candidate effectively sell virtually? Hiring Top Performers Post-COVID Recovery .

Hiring 367

Hiring Lead Rank Retention Face-to-face 367

The Pipeline

FEBRUARY 18, 2020

No joke, I think people in sales and the industries around it, need to lighten up a bit. I know sales is a high-stake endeavour, but it gets that much more difficult if you forget to laugh. It’s one thing to take the activity seriously, it’s another to take oneself too seriously. Balancing Act. Sugar Coating.

ACT 335

ACT Face-to-face Buyer Compensation 335

The Pipeline

JULY 21, 2020

Ask a salesperson what they would like most in an opportunity and ‘urgency’ is near or at the top of the list. Ask executives what they would like to experience more in sales meetings? Buyers are tired of questions that just scratch the surface, demonstrating no knowledge or curiosity about their business. Be A Student.

Decision Maker 343

Decision Maker Buyer Study Intent 343

The Pipeline

JULY 20, 2021

One of the reasons I like sales is you don’t need an MBA to succeed. It helps, no doubt, but a lot of MBAs fail at sales. Ask most sellers their view on research, most will respond without a thought, “it is an absolute must.” I’ll follow up by asking “for prospecting and selling?” By Tibor Shanto.

Research 386

Research Call-back Lead Rank Lead Scoring 386

SalesFuel

MAY 22, 2024

It’s important to ask strategic discovery questions to uncover a prospect’s true needs, goals and pain points. Why strategic discovery questions matter SalesFuel found that nearly a quarter of sellers report that discovery questions are a top weakness. Include just a few basic questions that will kickstart the process.

Prospecting 52

Prospecting Hiring Meeting Sales Cycle 52

No More Cold Calling

JANUARY 16, 2020

Here are five important steps to make your team referral sales experts. If salespeople were self-motivated, they wouldn’t need sales managers or metrics. That’s why we need sales managers. Actually, what we need is strong sales leadership. Sales managers do what they ask others to do.

Referrals 328

Referrals Sales Management Hiring Scale 328

Hubspot Sales

FEBRUARY 5, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Every time you use a selfish sales tactic, you’re destroying the trust between you and your buyer — but you’re not just hurting yourself. Just one problem: we didn't have a bed to put in our guest room.

Commission 102

Commission Call-back Hotels Sales 102

Hubspot Sales

JANUARY 7, 2024

No matter how much you know, if you don’t speak like an authority figure, you’ll never be treated like one. But when an inside sales professional wants to establish their authority over the phone, they need to use their voice tone and pacing to get the point across. This is a question that gets to the heart of need.

Hubspot 121

Hubspot Buyer Decision Maker Inbound 121

The Pipeline

JUNE 17, 2021

I am proposing that you make it safe to miss a sales target. I have some research that makes this a great debate to have in your sales team right now. Clarity is essential – not everything can be improved at once, so you need to have clarity on what needs improving the most right now. Hear me out.

Top of Funnel 352

Top of Funnel Quota Proposal Lead Rank 352

Understanding the Sales Force

JUNE 27, 2023

Even though this article begins as a baseball article, in the fourth paragraph it quickly morphs into a sales article. Compare that with salespeople who, after five years in sales, could be referred to as veterans. See all 21 Sales Core Competencies here. I started coaching him when he was old enough to hold a wiffle bat.

Hiring 156

Hiring Consultative Selling Coaching Report 156

No More Cold Calling

JULY 27, 2020

When will sales leadership wake up? They still measure the number of dials and emails sent in a day, when the return on these sales activities is dismal. Perhaps it takes so many touches because salespeople use cold calling scripts, talk about themselves, and ask dumb questions like: Are you the person responsible for…?

Sales Leadership 366

Sales Leadership Cold Calling Referrals Lead Qualification 366

Nutshell

MAY 1, 2023

Tactful qualifying questions can save you the hassle of potentially going through the entire pipeline with a non-starter. This is why sales qualifying questions are so important. This is why sales qualifying questions are so important. What is the qualifying process in sales? How did you hear about us?

Sales Qualified Lead 115

Sales Qualified Lead Ideal Customer Profile Top of Funnel Decision Maker 115

Nutshell

MAY 20, 2024

The lousiest part is that it could all have been avoided with a simple call or meeting and a series of sales discovery questions at the start. That’s not to say that setting up a meeting with your new prospect and firing away with a list of questions about their business is necessarily the answer. Download it today!

Sales Qualified Lead 62

Sales Qualified Lead Lead Rank Lead Scoring Leads 62

Janek Performance Group

FEBRUARY 13, 2024

For sales managers, look for qualities that build strong teams and motivate others to perform their best. Whether you seek a new hire or promotion, here are several essential qualities of sales managers. Spearheading a sales team is a multifaceted endeavor. Confidence Confidence in sales is a necessity.

Sales Management 139

Sales Management Hiring Promotion Motivation 139

Rob Jolles

MAY 17, 2024

Sure, an objection may very well slow you down, and may jeopardize your ability to make a sale, but do you really want to spend time with a prospect and get no objections? Do you still think having a sales call with a prospect who never objects even once is such a good idea? Commitment to Criteria. Commitment to You.

Objections 52

Objections How To Study Fashion 52

SalesFuel

APRIL 23, 2024

This is a question all managers should ask. In addition to assisting individual employees, you should also be focused on team success. 3 Ways That a Good Team Leader Overcomes Internal Conflict One common roadblock on the path to team success is internal conflict. Photo by Tima Miroshnichenko on Pexels.

Hiring 115

Hiring Policies Negotiation Motivation 115

Hubspot Sales

MARCH 25, 2024

Welcome to " The Pipeline" — a weekly column from HubSpot, featuring actionable advice from real sales leaders. Put a deadline on your offering so that they will make it a priority to close the deal with you on or before the said date. Want more content like this? Subscribe to our newsletter! You're welcome. You're welcome.

Prospecting 105

Prospecting Cancellation How To Revelation 105

Gong.io

JANUARY 2, 2023

Meanwhile, the good prospects they should’ve focused on have already gone cold. This is why sales qualification is so important — it helps you identify and prioritize prospects more likely to become buyers. How do you know whether to move prospects through your sales funnel or disqualify them? Read on to learn more.

Ideal Customer Profile 149

Ideal Customer Profile Lead Rank Sales Qualified Lead Lead Scoring 149

Autoklose

MARCH 18, 2024

Having a well-versed and highly-skilled sales team is an essential ingredient when it comes to the success of your entire business. When you’re starting out, and it’s just you and maybe another salesperson, it’s not difficult to make a sales strategy, implement it, and learn from the results. Do you have a sales process in place?

Hiring 98

Hiring Training Cold Calling How To 98

Partners in Excellence

MAY 1, 2024

But every once in a while we get on a call to discuss “What’s happening in selling?” ” And we are totally bewildered by things we see happening in sales. We ask ourselves, “What are we missing?” We can analyze every word our people and our customers speak on phone or Zoom calls.

Revelation 126

Revelation Lead Gen Scale Face-to-face 126

Shari Levitin

MAY 4, 2022

I hate to disillusion you, but the truth is no one thing will bring you success in life or sales. As a writer, poet, and artist, people always ask her, “Sunny (short for Sonia), from where do you get your inspiration?” (I I love to watch her answer this question.) Which discovery questions do I ask?

Call-back 118

Call-back Face-to-face Follow-up Exact 118

Janek Performance Group

OCTOBER 2, 2023

These are financial advisors I’ve never met, but their messages are very similar asking for a meeting. Living and breathing sales, I appreciate the concept of prospecting for new business. I also understand unsolicited requests asking for time with busy leaders are very low probability plays.

Influencer 62

Influencer Education LinkedIn Prospecting 62

Partners in Excellence

MARCH 2, 2024

I first met him years ago when he ran global sales for Tekelec (acquired by Oracle). He’s one of the most fascinating sales leaders I’ve worked with. And, on the side, he has a winery. Here’s Wolrad, I love his creative approach in answering my question.

Oracle 123

Oracle Negotiation Up-Sell Lead Rank 123

Partners in Excellence

NOVEMBER 2, 2023

I spend a lot of time with sales managers, at all levels. ” I ask to look at their calendars. As you might expect, the calendars are packed with meeting after meeting–on all sorts of things. One on one’s are irregular, and easily pushed off when something the manager prefers to do.

Coaching 125

Coaching Lead Rank Pipeline Data 125

Smooth Sale

MAY 3, 2024

Additionally, our collaborative blog offers insights into the question, Do You Seriously Consider New Ideas for Business Growth? __ Seriously Consider New Ideas for Business Growth Image source: Pexels Your Value Proposition Offer It’s vital to reconsider everything in place and then take a look at what it is that you’re offering.

Outsourcing Services 91

Outsourcing Services Scale Lead Rank Lead Scoring 91

Hubspot Sales

JUNE 13, 2023

As prospecting is an extremely critical step in the sales process , adopting AI to help with your processes is worth considering. Read on to learn more about using AI for sales prospecting and specific use cases for generative AI. I want to email a sales director to introduce my company, Field.

Prospecting 121

Prospecting Lead Rank Lead Scoring Sales Qualified Lead 121

Hubspot Sales

MAY 17, 2023

That makes establishing credibility central to the success of any sales effort. But maintaining that kind of trustworthiness and legitimacy over multiple sales conversations can be easier said than done — a lot of reps run into hitches, hiccups, and human errors that undermine their credibility with prospects.

Prospecting 129

Prospecting How To Call-back Follow-up 129

Marc Wayshak

JUNE 14, 2023

Effective selling ultimately comes down to a few key sales skills. By having the right skillset , salespeople can significantly increase both their sales and their take-home income. In this video, I’m going to show you the most important sales skills you must master now. But in sales, there’s no big test.

Cost per Acquisition 97

Cost per Acquisition Face-to-face Up-Sell Follow-up 97

criteria for success

OCTOBER 20, 2022

As a sales manager, how do you improve your team’s performance? If you want to make a real difference in sales performance, the key for many salespeople is coaching. Asking Great Questions. Spend time with your salespeople practicing the art of asking great questions. What’s a great question?

Consultative Selling 96

Consultative Selling Exercises Selling Skills Face-to-face 96

Vengreso

APRIL 10, 2022

Are your sellers using a sales methodology to guide them, step-by-step, in their daily prospecting and closing sales activities? However, most sales methodologies and most sales teams do not subscribe to a sales method that covers prospecting. What is a Sales Methodology? The Challenger Sale.

Sales Methodology 128

Sales Methodology Pipeline Ideal Customer Profile Buyer Persona 128

criteria for success

JANUARY 24, 2023

It's hard to believe we're one month into the New Year! Here are 9 questions for sales managers to ask themselves (or for executives to ask their sales managers) as we forward in the new sales year. Once you're sure you've set the right goal, make sure your team is fully committed to achieving it.

Sales Management 98

Sales Management Hiring Lead Rank Lead Scoring 98

PandaDoc

MAY 16, 2024

Leads may be qualified by your marketing or sales team. Reps should ask qualifying questions about the lead’s budget, goals, and challenges. This process ensures you don’t waste time on leads that aren’t a good fit for your business. It’s not just about getting as many leads into the sales funnel as possible.

Lead Qualification 52

Lead Qualification Lead Rank Ideal Customer Profile Sales Qualified Lead 52

Gong.io

SEPTEMBER 17, 2021

Sales cliche: Top sales pros could sell ice to eskimos. Sales reality: Today’s top sellers know their jobs aren’t about tricking buyers into a sale. Here are 8 sales closing questions that are 0% closing gimmicks and 100% effective. And it’s even worse for virtual sales. Where they stand.

Closing 118

Closing Proposal Call-back Buyer 118

Hubspot Sales

MARCH 27, 2023

Welcome to "The Pipeline" — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Sales is an increasingly consultative profession. The sales rep-prospect relationship cuts both ways — as your prospects qualify you, you need to qualify them back. Keep this question vague.

Top of Funnel 109

Top of Funnel Hubspot Buyer Prospecting 109

Hubspot Sales

AUGUST 2, 2023

Sending cold emails, leading prospects through sales calls, and following up all take time and articulation. Sales teams everywhere are starting to use AI to streamline these processes and craft better pitches. If you’ve been hearing about the iconic ChatGPT platform for sales and want to give it a spin, look no further.

How To 85

How To Insurance Insurance Travel 85

Hubspot Sales

SEPTEMBER 19, 2023

McKinsey Institute reports that one-fifth of sales functions could be automated with artificial intelligence (AI). Sales pros spend hours a day on manual and administrative tasks. Luckily, AI is paving the way to reduce or even eliminate the time you spend on routine sales tasks. How much time?

Lead Rank 110

Lead Rank Lead Scoring Top of Funnel How To 110