Steven Rosen

MARCH 12, 2024

Hosts Colleen Stanley and Steven Rosen discuss the importance of face-to-face conversations in sales and how sales leaders can encourage their teams to embrace in-person interactions. These reactions make it easier to be empathetic and build trust, essential for successful sales relationships.

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Mr. Inside Sales

NOVEMBER 20, 2023

What does this teach us as sales reps? It takes persistence, a proven sales cadence, and many calls to finally persuade a qualified buyer to buy from you. ON DEMAND SALES TRAINING THAT GETS RESULTS! I’m now waiting for a tech to come and bring that cable into my house to take advantage of their superfast Internet speeds.

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MTD Sales Training

MARCH 15, 2013

To sell to new prospects and clients you must understand their reasons for buying. What is motivating them to make this purchase? What are they going to get from it? How will it benefit them? Why do. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Mr. Inside Sales

JULY 20, 2021

Top pros are using this time to sharpen their sales skills so they can make a killing in the fourth quarter. For a proven way to make more money, with less rejection, and a way to become more confident and make more sales, take advantage of our Summer Sale! Qualify prospects better and learn their buying motives.

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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!). And when your ears are closed, you learn nothing about your prospect’s buying motives, their possible objections, or whether or not they are buying into your pitch. Why do sales reps talk so much?

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Mr. Inside Sales

MARCH 17, 2024

OR “From a needs standpoint, how motivated is (your company/department/are you) to change/fix/replace/buy XYZ right now?” You’ll get over 500 word-for-word scripts, questions, and phrases to help you open and close more sales starting today! ON DEMAND SALES TRAINING THAT GETS RESULTS!

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Mr. Inside Sales

JANUARY 19, 2024

I don’t know why sales reps still have trouble handing this typical blow off. Get buy in here before you continue.] “So The next time you get this objection, use the script above and watch how much more effective you become as a sales rep. ON DEMAND SALES TRAINING THAT GETS RESULTS! appeared first on Mr. Inside Sales.

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Mr. Inside Sales

OCTOBER 30, 2023

I don’t know why sales reps always default to: “I’ll call you again in a month…” Or 60 days or 90 days, etc, but why would you want to miss all the sales this prospect will place in the meantime? The smart thing to do is to get a specific idea of when your prospects buy and even ask them when their buying schedule is.

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MTD Sales Training

MAY 21, 2013

Selling today is all about recognising the true motivations of buyers and aligning your presentation/solution to match their needs and desires. We all know that. So, with an up-to-date buyer, who has. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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The Brooks Group

FEBRUARY 26, 2018

But all of those reasons typically fall under 4 basic Buying Motive categories. If your reps can quickly recognize the buying motives of their prospects and customers, they can tailor their sales presentations in a way that will move the buyer into action. . Economic Motive. Reducing Risk Motive.

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Mr. Inside Sales

SEPTEMBER 12, 2022

Having trouble motivating your team? Because of this, not everyone will respond the same way to your methods of managing and motivating, and that means you need different ways of motivating, mentoring, counseling, or even some babysitting. Want to motivate your team, make your numbers, and create real value for yourself?

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Mr. Inside Sales

FEBRUARY 19, 2024

Because of this, it fools many sales reps who think that perhaps after a week or two the prospect might actually buy. Questioning this objection is much better than saying, “Okay, when should I call you back,” which is what most sales reps say. That’s the only way to win a sale. ON DEMAND SALES TRAINING THAT GETS RESULTS!

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Mr. Inside Sales

FEBRUARY 19, 2023

At first, it seemed almost rude to utter it… But let me ask you: out of ten prospects you pitch to, how many end up actually buying? And this means that you spend hours each day pitching to people who are never going to buy! That’s why most people get burned out in sales. That’s why most salespeople find sales discouraging.

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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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Mr. Inside Sales

OCTOBER 21, 2022

One of the most important things I learned early on in my sales career is that attitudes are contagious. My manager told me that when I’m on the phone with a prospect or customer, someone was going to sell someone—either the customer was going to sell me on why he wouldn’t buy, or I was going to sell him on why he should buy.

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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. Look for examples delegating and/or motivating others.

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Mr. Inside Sales

JANUARY 22, 2021

How many does your sales teams ask? If you’re like most sales reps, then you’re probably doing a lot more talking (read pitching) than you are listening. And: Your prospects have all the answers about whether they’ll buy from you or not, and what you need to say to sell them. ON DEMAND SALES TRAINING THAT GETS RESULTS!

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Understanding the Sales Force

AUGUST 21, 2023

Bookmark this article so that over time, if you want to improve your sales effectiveness, you can read more of the topics below: To shorten your sales process, differentiate, uncover compelling reasons to buy and create urgency, read articles on taking more of a consultative approach.

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Understanding the Sales Force

AUGUST 21, 2023

Bookmark this article so that over time, if you want to improve your sales effectiveness, you can read more of the topics below: To shorten your sales process, differentiate, uncover compelling reasons to buy and create urgency, read articles on taking more of a consultative approach.

Hiring 156

Hiring Decision Maker Forecasting Face-to-face 156

Mr. Inside Sales

JANUARY 6, 2024

Think about buying that new home, or providing for your parents, or allowing your wife or spouse to stay home. ON DEMAND SALES TRAINING THAT GETS RESULTS! appeared first on Mr. Inside Sales. Think about how much your life will change (and the lives of your family members) if you reach this number one, most important goal.

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Sales and Marketing Management

APRIL 30, 2018

Davis Excellent sales managers aren’t made overnight. As a manager, you’re always learning and growing along with your sales team. Here are five off-the-beaten-trail tactics you can use to foster those relationships and move toward being an excellent sales manager. Is your sales team having troubles closing sales?

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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.

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Mr. Inside Sales

APRIL 30, 2023

They talk over their prospects and generally learn very little about what it takes to close a sale. You’ll discover hidden buying motives—and you’ll discover real objections. In short, you’ll begin to tell the buyers from the non-buyers, and that is the start of closing more sales and making more money. Try it today.

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Mr. Inside Sales

JUNE 7, 2021

After we went through the call, I suggested it would be much more effective for the rep to know the client’s buying motives (his needs, wants, and wishes) before giving the presentation. ON DEMAND SALES TRAINING THAT GETS RESULTS! appeared first on Mr. Inside Sales. Get Access Today.

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Mr. Inside Sales

OCTOBER 25, 2021

Influencers are key to both getting through to decision makers, and to eventually making a sale. The question is: How do you properly qualify them and get them to influence the sale in your favor? Learning how much influence they have is crucial to the overall sales process. ON DEMAND SALES TRAINING THAT GETS RESULTS!

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Mr. Inside Sales

DECEMBER 21, 2020

You want to be more confident and make more sales, and I will help you do that & save money! If you want to instantly improve at getting better at: Getting past gatekeepers Connecting with decision makers easier Qualifying prospects better and learn their buying motives Giving better demos and presentations Overcoming objections easier.

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Steven Rosen

JANUARY 16, 2023

10 Characteristics of Bold Sales Leaders. Sales leaders have had to adapt to virtual selling, work from home, supply chain issues, passing on price increases and sales rep turnover. Lack of Accountability : When facing a more challenging sales environment, salespeople use excuses for not achieving their quotas.

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Sales and Marketing Management

MARCH 4, 2019

Author: John Harris About five years ago, we established a relationship with Larry Williams, one of the principals in the Williams Leslie Group, to help EnerBank improve sales performance. As a result of ongoing Leveraging Sales Leadership training, we made an important shift in our sales management approach. . .

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Mr. Inside Sales

MARCH 25, 2022

His email boils down my sales philosophy, and it shows how much success you can have if you follow just a couple of proven principles. Just wanted to update you on my progress and let you know my sales have increased thanks to you! Remember, the secret to sales is to recognize that you only get 5 or 7 objections 90% of the time!

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Mr. Inside Sales

APRIL 30, 2021

This ad-libbing approach led to all the common problems we’ve chronicled before: He didn’t qualify the prospect for timeline, budget, decision making steps or even buying motives. He pitched “at” the prospect and didn’t use tie-downs, and so didn’t get buy in. And it’s the same in sales. Then buy 500 proven scripts here.

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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. By asking the prospect when you should follow up, you’ll be able to gauge their urgency and assess their buying rhythms. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Gatekeeper 156

Gatekeeper Face-to-face Decision Maker Licensing 156

Mr. Inside Sales

DECEMBER 19, 2021

If you can’t quite buy into doubling your income next year, then how about increasing it by 20%? ON DEMAND SALES TRAINING THAT GETS RESULTS! The post How’s That Sales Number Going? appeared first on Mr. Inside Sales. Simply increase your goal number to one that you resonate with. Get Access Today.

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Mr. Inside Sales

JULY 6, 2021

Stalled sale. When a prospect is totally in and buying anything you’re offering. Another note: The best time to do that is right after they buy—don’t wait too long, as they’ll cool off and want to “see how it goes.”. ON DEMAND SALES TRAINING THAT GETS RESULTS! Let me think about these and get back with you.”.

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Mr. Inside Sales

APRIL 23, 2021

Their boss/spouse/purchasing won’t let them buy. If you find the real objection even half the time, you’ll be that much closer to closing more sales! ON DEMAND SALES TRAINING THAT GETS RESULTS! appeared first on Mr. Inside Sales. Real objections can include things like: They can get it cheaper somewhere else.

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Steven Rosen

JANUARY 15, 2024

He also talks about transitioning to a strategic selling approach, highlighting the importance of coaching, leadership development, reflection, and setting expectations for coaching time to optimize sales team performance and prioritize high-value activities. Keith Rzucidlo, the Vice President of Sales at Miller Electric Manufacturing Co.,

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Mr. Inside Sales

JUNE 13, 2022

What is a sales person’s dream? If you’ve been fielding inbound leads for a while, then you’ve probably noticed something: Not all inbound leads buy. Many sales reps today still make the mistake of taking “implied interest” in your company or service, to mean someone is interested, qualified, and ready to buy.

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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. That means seven people aren’t buying! Instead, you’re practicing poor sales skills over and over again.

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