Mr. Inside Sales

DECEMBER 9, 2023

While reading this this December, it reminded me of an encounter I had that was a chilling reminder of the bad “Ghost of Christmas Future” I narrowly avoided all those years ago. Here’s what happened: I was on my way to consult with a new client one day when I stopped at Starbucks for a cup of coffee. Yes” I said. I remember,” I said.

Face-to-face 220

Face-to-face Inside Sales Gatekeeper Decision Maker 220

No More Cold Calling

FEBRUARY 1, 2024

Clients tell me it ticks them off when they receive automated requests for referrals on social media. That’s not cold calling. Tell me, do you know even 100 people well enough to introduce them to a salesperson? But clicking buttons to forge new relationships is a waste of time, and digital referrals are a myth.

Social Media 194

Social Media Referrals Media Lead Generation 194

Sales 2.0

JANUARY 11, 2024

Data has been called the “new oil” because of its value to today’s computer systems. I am looking forward to the day when I can ask a ChatGPT type interface “Who should I call next and why?” I am looking forward to the day when I can ask a ChatGPT type interface “Who should I call next and why?” This is the beginning.

Engineering 195

Engineering Data Hubspot CRM 195

Understanding the Sales Force

OCTOBER 30, 2023

I’m not referring to the presentation step of the sales process, as much as I am using “sales presentations” as a replacement term for “sales calls.” Salespeople must differentiate between what is important to their prospects and customers, versus what is important only to them. The difference?

Sales 344

Sales Follow-up Groups Prospecting 344

Mr. Inside Sales

JULY 24, 2023

He looked up at me, not smiling, shrugged his shoulders and said, “I don’t know.” He paused, stared at me and said, “If you’re going to ask me like that, then I don’t know.” At this point, I stopped to consider what he meant, and it occurred to me that I was being another rude tourist. Mark’s Square. Mark’s Square.

Face-to-face 235

Face-to-face Gatekeeper Call-back Inside Sales 235

No More Cold Calling

JUNE 10, 2021

The economy was booming, and my colleagues encouraged me to go out on my own. That got me thinking. They told me that referrals helped them: Gain immediate trust and credibility. Get meetings with prime prospects in one call. Well, I’m a pretty logical person, and this made no sense to me. The year was 1996.

Referrals 385

Referrals Cold Calling Webinar Metrics Outbound 385

Mr. Inside Sales

FEBRUARY 2, 2024

And they handle it using any of the following scripted techniques: “Compared to what?” Don’t rush in to answer…] OR “Besides price, what’s important to you?” [My Then remain completely quiet and let your prospect tell you what the REAL objection is!] In this case, “Your Price is Too High.” Listen here!

Face-to-face 224

Face-to-face Gatekeeper How To Decision Maker 224

Mr. Inside Sales

OCTOBER 1, 2023

Can you call me back at (phone number)? And what do I do with these voicemails? This is one of the oldest poor sales techniques in the world, and it just SCREAMS: I’m cold calling and trying to trick you into calling me back! When you get a second, give me a quick call back, and I promise I’ll be brief.

Face-to-face 173

Face-to-face Cold Calling Call-back Gatekeeper 173

Mr. Inside Sales

OCTOBER 14, 2023

I hope the changing of the seasons inspires you as much as it does me. Forget everything except what you’re going to do now and do it.” It is what a man does with what happens to him.” ” –Florence Shinn “Forget past mistakes. Forget failures. God is awake.”

Face-to-face 259

Face-to-face Gatekeeper Decision Maker Licensing 259

Mr. Inside Sales

MAY 26, 2023

I’d like to invite you all to join me on my journey through a new phase of my career: From this point forward, I’m going to spend more time pursuing what I’ve always done professionally (write), but I’m going to be writing more of the kind of books that have always spoken to me. And many more. See the book here.

Face-to-face 222

Face-to-face How To Inside Sales Gatekeeper 222

Mr. Inside Sales

AUGUST 18, 2023

Get it wrong, and that could mean the end of your call—and your chance to make a sale. Here’s what not to do: DON’T open your conversation with, “How are you?”—if Instead, see below what to do. Instead, see below what to do. You MUST let them know that YOU know they are in a hurry or not happy to receive a sales call.

Face-to-face 256

Face-to-face How To Gatekeeper Decision Maker 256

Understanding the Sales Force

MAY 8, 2023

The landscaper called me over to look at a tree on our property. He showed me the enormous hole and I asked, "What did that?" In a perfect world, Hunters make lots of outgoing calls in order to find an opportunity which could pay them to eat. Woodpecker," he said. Hunters and Farmers.

Account 268

Account Opportunity Sales Sales Coaching 268

Mr. Inside Sales

FEBRUARY 19, 2023

It took me years to believe this. 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? You do it by qualifying and asking the tough questions and being honest about what they are telling you and being willing to walk away. Who’s next?”

Face-to-face 255

Face-to-face Gatekeeper Decision Maker Licensing 255

Understanding the Sales Force

APRIL 11, 2024

Pick up the phone and call the person you need to be talking with. Call again. I immediately saw what he was doing wrong, hopped out of the car, walked over to the bullpen and asked if I could help him. “With what?” Let me be clear about what I just said. You should not either.

Coaching 203

Coaching Decision Maker Scale Hiring 203

Understanding the Sales Force

DECEMBER 21, 2023

Momentary panic can spell the end of a call, meeting or opportunity. Luckily for me, I remembered to bring my wallet on this particular visit so the card was handy, I paid, and gassed up. This is exactly what salespeople go through when a prospect pushes back, objects, displays lack of interest, or attempts to end the call.

Prospecting 170

Prospecting How To Call-back Objections 170

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?

Face-to-face 254

Face-to-face Gatekeeper How To Sales Qualified Lead 254

Mr. Inside Sales

AUGUST 13, 2021

What to do? Here are three things I do to avoid being ghosted: #1: Because prospects are pitched all the time, and because the majority of them are not going to be a buyer (at this time) for my services, a way I get them to reach back out to me is by offering them a way out. And guess what? I take the opposite approach: I call.

Face-to-face 317

Face-to-face Call-back Gatekeeper Decision Maker 317

Mr. Inside Sales

JUNE 26, 2023

They always seem to make the day brighter for me. 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! In fact, this was the motivation behind my latest book: The Owner’s Manual to Life.

Face-to-face 198

Face-to-face Gatekeeper Decision Maker Licensing 198

The Pipeline

SEPTEMBER 14, 2021

While every cold call or prospecting call will result in an objection, the objections are not all that different. This is due to approaching two critical parts of the call in an unprepared fashion. This is due to approaching two critical parts of the call in an unprepared fashion. Five, that’s all, how hard can that be

Objections 339

Objections Prospecting Fashion Face-to-face 339

Understanding the Sales Force

JANUARY 27, 2024

We are only two weeks away from the 2024 Super Bowl and it got me thinking. You probably have the same stories showing up in your news feed as me. You probably have the same stories showing up in your news feed as me. Derek, what’s your take on Dave’s strategy? Example Two: Dave is on a roll!

Sports 182

Sports Analysis Outbound Examples 182

Mr. Inside Sales

JANUARY 6, 2024

Think about what’s most important to you in the different areas of your life and write down ten things. 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?”

Face-to-face 223

Face-to-face Gatekeeper Decision Maker Licensing 223

No More Cold Calling

OCTOBER 1, 2021

Plus, here’s what you might have missed from No More Cold Calling this summer. Obviously, I’ve never been a fan of cold calling, but now the uninvited sales pitches are multichannel. You don’t know me, don’t care about me, and that’s just a throw-away line, anyway.). They often begin, “I hope you’re doing well.”

Referrals 316

Referrals Decision Maker Cold Calling Social Media 316

Mr. Inside Sales

JUNE 8, 2023

One concept that always changes my interactions with people is when I shift from an attitude of “What’s in it for me?” One concept that always changes my interactions with people is when I shift from an attitude of “What’s in it for me?” to “How can I be of service?”.

Face-to-face 208

Face-to-face Gatekeeper Decision Maker Licensing 208

The Pipeline

JULY 14, 2020

According to Hiya’s “State of the Phone Call” 2019 , there is some bright news for those who can use the phone right. It’s not all a rosy picture, but you have to work with what you have, not always waiting to be enabled. It’s not all a rosy picture, but you have to work with what you have, not always waiting to be enabled.

Prospecting 430

Prospecting ACT Quota Lead Rank 430

Understanding the Sales Force

DECEMBER 11, 2023

With that in mind, allow me to share the results from 2023. Personal Favorite – What Relationship Builders Do Better Than All Other Salespeople – This article was special because the article included my tribute to my best friend, Matt Hogan, who in 2023, passed away after a four-year battle with ALS.

Sales Leadership 193

Sales Leadership Hiring Video LinkedIn 193

Mr. Inside Sales

NOVEMBER 20, 2023

Finally, I called Google Fiber and the next week they came out and ran cable to the side of my house where my existing Internet enters the home. 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. And then nothing from them.

Google 222

Google Face-to-face Gatekeeper Decision Maker 222

Mr. Inside Sales

SEPTEMBER 11, 2020

We’ve all been there – you call your prospect back at the appointed time for your presentation and they tell you any of the following: This isn’t a good time, OR. What to do? First, understand what’s happening here: Remember the law in sales: Leads Never Get Better! What’s number one for you?”. How long will this take?”

Face-to-face 320

Face-to-face Sales Qualified Lead Scale Call-back 320

No More Cold Calling

OCTOBER 12, 2023

Don’t get me wrong. Unless you’re a doctor on call, an EMT, or an emergency-room physician, it can wait. Then there’s so-called social selling, whereby salespeople pester strangers with sales pitches and call it “social.” You’re just cold calling on social media. But it’s easy to forget that in the digital era.

Social Media 177

Social Media Wireless Social Selling Cold Calling 177

Mr. Inside Sales

JULY 30, 2021

Wouldn’t it be convenient to have a list of 5 questions you could use to get your prospect talking, to get them to open up about how they’re feeling and what you might need to concentrate on? 2 “You know, I’ve given you a lot of information, do you mind if I ask you what you think so far?”. #3 4 “Let me see if I have this right.

Closing 334

Closing Gatekeeper Face-to-face Decision Maker 334

Mr. Inside Sales

MAY 11, 2023

I wonder what I can sell that’s easier than this?” While managers want you to jump on the next call, go from a negative experience and be positive again and “smile and dial,” you know how hard that is. It is what it is, and you can’t change it. Then ask yourself what went wrong? What did you do wrong? That’s okay.”

Face-to-face 250

Face-to-face Call-back Gatekeeper Decision Maker 250

Mr. Inside Sales

MARCH 17, 2023

And on and on… As such, many reps don’t ask the “tough” questions, like: “What kind of budget do you have set aside for this?” “If If you like what you see, what is your timeline for moving ahead with this?” What are they hoping to find in a solution like ours?” And isn’t that what you want to do?

Decision Maker 261

Decision Maker Face-to-face Gatekeeper Licensing 261

No More Cold Calling

MAY 14, 2020

It surprises me, too, but different times call for different approaches. But I wasn’t sure what this meant for their businesses … or for mine. You’ve heard me say our clients aren’t mind-readers. The first—“Optimizing the Message”—was what I needed to hear. Email joanne@nomorecoldcalling.com or call 415.461.8763.

Prospecting 428

Prospecting Referrals Scale Sales Qualified Lead 428

Understanding the Sales Force

JANUARY 22, 2024

That exact same thing happens to salespeople on their sales calls. That exact same thing happens to salespeople on their sales calls. What did you miss? So you ended the call and went to work on your proposal, an hours-long proposition in futility. I mean, they are so in love with you.

Closing 212

Closing Proposal Discount Decision Maker 212

Mr. Inside Sales

DECEMBER 12, 2020

I listen to a lot of calls each week that my clients send me. I listen to a lot of calls each week that my clients send me. After this, I have to take this back to the board and let them know what I think.”. In other words, what do they need to see from all these options to say yes?”. Nice start, huh?

Decision Maker 291

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

Mr. Inside Sales

SEPTEMBER 25, 2021

If someone tells you to email them something, simply ask them what their email address is and the send it! Let me know when it pops up, and I’ll show you a couple of links you’ll want to explore later. “In In the meantime, let me ask you…”. Let me ask you…”. Believe it or not, over 90% of sales reps do just that.

Sales Qualified Lead 284

Sales Qualified Lead Face-to-face Gatekeeper Decision Maker 284

No More Cold Calling

JULY 13, 2021

They rely on what they’ve done before, which is cold calling and sending cold emails, and decision makers don’t want either. They rely on what they’ve done before, which is cold calling and sending cold emails, and decision makers don’t want either. There’s no such thing as a “warm call.”.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

Partners in Excellence

APRIL 16, 2024

Her curiosity and drive to learn immediately struck me. To test them, I asked her to call a number of friends to test the program on them. My Girl Scout cookie days had left me with a one-dimensional view of the profession – pushy salespeople and relentless pitches. This is my experience with Inshal Khawaja. Marketing, sure.

Everest 102

Everest Social Media Call-back Media 102