Sales and Marketing Management

FEBRUARY 8, 2021

Author: Shawn Finder Ask sales and marketing leaders what digital channels they leverage to generate leads and help their teams hit quota and you’ll likely get the same answer over and over: cold calls and emails. These are useful tools, but we’re long past the era where companies can rely solely on them to drive business.

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Quota Channels Decision Maker Cold Calling 296

Nutshell

NOVEMBER 20, 2023

Email templates are one of the best ways to make your outreach more efficient, keep your messages consistent across your team, and improve outreach effectiveness over time. Get insight into your email activity Click below to head right to the new email report in Nutshell.

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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

JANUARY 2, 2023

Welcome back to the office, how do you feel? Most companies are under immediate pressure already to begin accomplishing their new goals and sales targets. You can probably feel it in your company, too. As you speak with your clients and prospects this week, realize that they are all feeling the same stress as well.

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Mr. Inside Sales

JULY 24, 2023

I knew he did, so I said, “Sure you do. Let’s start this again, okay?” Let’s start this again, okay?” I said, “Good afternoon, how are you?” Throughout my inside sales career, as both a sales rep and as a sales coach, I have always stressed the importance of those two words, “Thank you” and “Please.”

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Mr. Inside Sales

JULY 6, 2021

Rookie mistake: You’ve got several products or services you can offer a prospect, and you start by offering the first, or main one, then hear an opening for another one so pivot to that one, and describe another—and then another. Stalled sale. Let me think about these and get back with you.”.

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Mr. Inside Sales

NOVEMBER 16, 2020

Question for you: How often do you take notes while you’re on Mute and your prospect is revealing their buying motives? You don’t take notes? How about using your Mute button? Are you actively doing that? (If If not, start using it today: search my blog to read articles on how to do that.).

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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. Please tell prospect’s first name , that John Davis is holding, please.”. #2: Instead, you should ask the prospect when a good time to follow up is.

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Gatekeeper Face-to-face Decision Maker Licensing 156

Mr. Inside Sales

AUGUST 14, 2020

Have you ever stopped and examined your attitude about sales? When someone asks you what you do for a living, are you embarrassed to say you’re in sales? Do you find that demeaning? I used to. I used to harbor a belief that I was better than being just a salesman.

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Face-to-face Call-back Gatekeeper Decision Maker 295

Zoominfo

OCTOBER 15, 2019

Cold email is one of the most common and tested tactics in a modern salesperson’s repertoire. And yet, sales reps still look for ways to improve their sales email strategy. It’s not hard to see why — after all, only 24% of sales emails are opened ( source ). Keep reading!

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Mr. Inside Sales

FEBRUARY 20, 2021

How long does it take you to respond to an email? Let’s get more specific then: How long does it take you to respond to a client or to a prospect’s email or voice message? If a client or prospect contacts you for something, say, more information or to look up the status of an order, etc., 10 seconds?

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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. They may make sense to you—but to others? What to do?

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Face-to-face Gatekeeper Decision Maker Licensing 247

Mr. Inside Sales

OCTOBER 11, 2021

How many times have you been told to build value when you get the price objection? Managers tell reps to stress the quality, the warranty, the features and benefits, but your prospects have heard all that before, haven’t they? Now, do you want to start with the X size order or would the Y size order be better?”

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Objections Face-to-face Gatekeeper Decision Maker 285

Mr. Inside Sales

JANUARY 22, 2021

We all know the importance of asking questions of our prospects and clients, yet how many do you ask? 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. If that’s not appropriate, then use:].

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Mr. Inside Sales

JUNE 17, 2022

Jeffrey Gitomer tells a great story about how he once bet a client his entire training fee on whether there were more than eight objections their sales team got on a regular basis. 4: Going to use their old vendor. #5: 7: #8: Turns out, this company’s “complicated sale” had just six objections they got 90% of the time.

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Mr. Inside Sales

JANUARY 28, 2022

How many emails do you get every day at work? Let’s face it: your prospecting emails can be lost in the sea of unread emails. And if it’s from someone the prospect doesn’t know? That just makes it even harder to get your email read…. ON DEMAND SALES TRAINING THAT GETS RESULTS!

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Mr. Inside Sales

JUNE 25, 2021

Imagine if there was one concept, one rule you could learn and follow, and if you learned and applied this rule, then you would successfully be able to sell any product or service you chose to. As you know, selling and easy rather occur in the same sentence, but by learning and applying this secret, they will.

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Face-to-face Decision Maker Objections Gatekeeper 184

Mr. Inside Sales

JANUARY 2, 2021

Welcome back to your home office; how do you feel? Most company’s sales teams are under immediate pressure to begin accomplishing their new goals and sales targets for 2021. As you speak with your clients and prospects this week, it’s helpful to realize that they are all feeling this same pressure also.

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Act!

APRIL 25, 2024

You’re taking a break for lunch in the middle of a busy workday and open your inbox, only to find two new sales emails from unknown senders. The first one starts with a run-of-the-mill promotional sales pitch. That’s what adding personalization to your sales outreach efforts can do.

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Social Media How To Case Study ACT 52

Mr. Inside Sales

JULY 5, 2022

Hope you had a great July Fourth! Summer is now officially started, and it’s a great time to enjoy some family time, go on vacation, recharge your batteries, and enjoy a little downtime before the big push of the 3 rd & 4 th quarters. If you haven’t read them yet—or in a while—then I encourage you to pick one up!

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Face-to-face Gatekeeper Decision Maker Licensing 156

Nutshell

MARCH 20, 2024

Without leads, you can’t make sales, and if you can’t make sales, you won’t generate revenue. So, how do you ensure you’re always bringing in fresh leads for your business? Choosing lead generation software can be tricky, though, with so many tools to choose from.

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Lead Generation Lead Rank Sales Qualified Lead Lead Scoring 77

Mr. Inside Sales

SEPTEMBER 26, 2020

When you open your mouth, you close your ears. We all know the importance of listening to our prospects and clients, so why are we doing so little of it? Simple—salespeople love to pitch, to tell prospects of all the features and benefits, and to find the one selling point that might make the difference.

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Mr. Inside Sales

DECEMBER 21, 2020

Still hoping you’ll get what you want this holiday season? You want to be more confident and make more sales, and I will help you do that & save money! Then these word-for-word, proven techniques and scripted responses will make your job easier and make you more money in 2021 than you have ever made before!

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Gatekeeper Face-to-face Decision Maker Licensing 178

Mr. Inside Sales

OCTOBER 9, 2020

What do you say when you get this stall while prospecting? If you’re like many sales reps, you accept it and become a willing participant in the follow up chase that ensues. And you know how frustrating that is. Let’s face it: This blow off is just a variation that prospects have been using for years.

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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!” Nice start, huh? Take what a prospect gives you.

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

Mr. Inside Sales

JULY 17, 2020

You pitch, you wait, then you get the email that says: “We’re not in the position to do this at this time…”. What do you do? First of all, realize that you can’t win them all—at least not now. But that doesn’t mean you can’t win them later. ON DEMAND SALES TRAINING THAT GETS RESULTS!

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Face-to-face Gatekeeper Call-back Decision Maker 187

Highspot

MARCH 21, 2024

survey highlights a significant trend: today’s buyers have clear digital purchasing experience expectations, with a strong preference for personalization and immediacy. Despite this, many sales emails find their resting place in the trash, unopened and unread. What are the Different Types of Sales Emails?

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Lead Rank How To Lead Scoring Follow-up 96

Mr. Inside Sales

AUGUST 7, 2022

If you are new to receiving these sales tips, or even if you have been subscribed for a while, I want to give you something that will help you sell more. And that’s not only okay, it’s actually great for those of you who will take advantage of this material to get better!

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Resources Gatekeeper Face-to-face Decision Maker 156

Mr. Inside Sales

SEPTEMBER 10, 2021

In my book, Power Phone Scripts , I talk about the secret of sales. Yes, there is an actual secret to successful sales, and by following it you not only will overcome failure and frustration, but you’ll make more money, so much more easily, that sales will actually become fun. Let me ask you…”. Think of that.

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Face-to-face Objections Gatekeeper Decision Maker 240

Mr. Inside Sales

AUGUST 27, 2021

Simply seek out the top closer in your company, organization, or industry, and then role play with them and write down how they answer the same objections that are frustrating you now. It’s no wonder I was struggling and not closing many sales! And, by the way, this is also how I help companies improve their sales process as well.

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Objections Face-to-face Gatekeeper Decision Maker 223

Mr. Inside Sales

JUNE 8, 2023

Thanks to everyone for the positive feedback on my new upcoming book: The Owner’s Manual to Life: In case you missed that day in school when they handed it out. to “How can I be of service?”. When I started my business many years ago, it was sometimes a grind to have to prospect to find new clients.

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Mr. Inside Sales

FEBRUARY 5, 2021

Before you get on your high horse and tell me you wouldn’t be caught dead using a script, consider: If I were to record your prospecting and demo calls for a week, and then transcribe what you say, what would I get? You see, even if you think you would never use a script, the truth is, you already are!

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Mr. Inside Sales

APRIL 2, 2022

How do you open your calls? Do you ask, “How are you today?” or do you use a different opening? There was a time when I was against using the worn-out opening of, “How are you today?” If they ask you how you are doing, always, start with, “Thanks for asking!

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Mr. Inside Sales

MAY 8, 2021

My sales numbers when through the roof when I changed one simple thing: I asked for double or even triple the deal size at the end of each presentation. Before this, I used to give my presentation and automatically default to the lowest deal size and be happy if I got it. ON DEMAND SALES TRAINING THAT GETS RESULTS! And they do.

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Mr. Inside Sales

DECEMBER 18, 2020

Have you read “A Christmas Carol” by Charles Dickens lately? This is a cautionary tale, and I highly recommend you take a moment to read it: One bright Monday morning, I was on my way to meet with a new client when I stopped at Starbucks for a cup of coffee. Hey, we used to work together!” My sales and income soared.

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Allego

JANUARY 11, 2024

And that’s saying a lot, considering all the tech I’ve seen come to market over the years: the Web, computer games, digital music, cell phones, tablets (first generation iPad owner here), social media, and everything else we use today. Say Hello to Custom GPTs for Sales Gen AI creators aren’t resting on their laurels.

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Ideal Customer Profile Customer Social Media Negotiation 71

Hubspot Sales

MAY 30, 2023

Like all disruption, generative AI in sales has the potential to completely change the way things are done. In this post, we’ll share the state of generative AI in sales today with three use cases for AI in sales. AI outputs can be text, images, or even multimedia, like videos. Here’s what we found.

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