Inside Sales Training

5 Secrets to a Successful Sales Hiring Interview – Guest Post by Alan Fendrich

Inside Sales Training

Most companies interview salespeople to find out if they are persuasive. And they come away from the interview saying, “They really handled themselves well in the interview.” In other words, the candidate was persuasive in the interview. The interviewer felt persuaded.

How to Work Anywhere in the World

Inside Sales Training

Lately, I’ve received quite a few emails and phone calls from people asking me if I can help them find a phone sales job they can work anywhere in the world.

How To 155

The Sooner You Lose the Sale, the Better

Inside Sales Training

Last week I was speaking with a service provider who wanted to joint venture with me. They have a CRM solution they wanted to me to market to my list of subscribers. After the initial conversation, next steps were outlined and they sent me more in-depth info on their product to evaluate.

Energy 155

Objections: 5 Things You Need to Do Now

Inside Sales Training

I was on the “ Sell or Die ” podcast with Jeffrey Gitomer a couple of weeks ago, and he asked me a good question. He said this question would cause me to think a bit and then he asked, “Mike, how many objections are there?”. That did cause me to think.

An Inside Look Into Sales Development Practices in 2018

A peek into the experience and learning of a sales development representative for a first-hand understanding. An organization can benefit from these insights and improvise the working of the sales team accordingly for the new market.

The Proper Way to Follow Up on a Lead

Inside Sales Training

In my book, Power Phone Scripts , I reveal the secret of sales: 90% of selling situations are recurring selling situations, which means if you want to become a superstar sales person, then you have to take the time to script out a best practice response to them.

Cold Calling Sucks—But Only if You Suck at It

Inside Sales Training

There is a lot of talk these days about how cold calling sucks. And I agree—it can be brutal. When I started my career in the financial industry, I had to make more than 150 cold calls every day. Sometimes, I’d be so beaten up by 11 am that I just wanted to go to lunch and never come back!

Why People Hate Cold Calling – And What to Do About It

Inside Sales Training

The words “cold calling” still make sales people sweat. I was on the phone with a client just a moment ago, while writing this, and he told me the biggest problem with his sales team is call reluctance. When I asked him why they won’t make more calls, he said they hated being rejected.

Knowledge is Power – Or Is It?

Inside Sales Training

The week after my first session with my boss was very interesting. I took his advice and began asking myself if I could do a variety of things. Could I actually become the top producer at the company? Could I go back to school and get my PhD? Could I write a bestselling book?

What Is Sales Enablement and Why Should I Care?

Sales enablement is not really a new concept; it has been around for over 10 years. However, understanding the full application of sales enablement is a very different thing.

Building Rapport – It’s the Little That Matter Most

Inside Sales Training

We’ve all been there: you’re in the middle of something and your phone rings and it’s a sales person calling. You know instantly how the call is going to go just based on the first few sentences the sales rep utters.

Sales Management: The One Metric That Matters Most

Inside Sales Training

Greetings from Chicago! I’m here this week presenting at the American Association of Inside Sales Professionals (AA-ISP) Leadership Summit. If you’re attending the Summit, then make sure and say hello to me.

Handling the, “I Need to Speak With….” Objection

Inside Sales Training

The holidays are upon us and guess what? The teams I’m working with are still getting the stall, “I need to speak with (my partner, my boss, purchasing, etc.).”. Oh by gosh, by golly, you’d think they’d cut you a break at the holidays and just buy all ready.

How to Get into the Holiday Spirit

Inside Sales Training

Not feeling it this year yet? Regardless of what’s going on, I’ve got a sure way to help you get into the holiday spirit. I call it: “Get into Gratitude.”. This is a sure way to get into the holiday mood in just ten minutes!

How To 177

5 Quick Secrets to Compelling Emails

Inside Sales Training

Want to get your emails returned? Who doesn’t…. Many of us would settle for just getting our emails read! Let’s face it: prospects get hundreds of emails per week and there is a slim chance they are going to read – let alone respond to – an email from a sales rep.

The 7 Things You Need to Know for Effective Sales Forecasting

Find out why waiting for perfection is costing you money.

Is This a Good Time to Speak?

Inside Sales Training

How do you feel about this opening? People either love it or hate it. Some sales people think it’s a more courteous way of speaking to a new prospect, that it shows respect and separates you from all the other salespeople who are barging in and delivering a monologue.

Why Motivation Isn’t Enough

Inside Sales Training

As the next week rolled around, I was very motivated to meet with my boss and find out what the missing ingredient to performance was. I had spent a few weeks identifying all the things I could do – that I had the ability and potential to do – if I choose to.

“Can You Email That to Me?”

Inside Sales Training

What’s the number one blow off prospects use these days? Can you email that to me?” If you think about it, that’s the perfect stall.

I Doubled My Income in 90 Days Using This Technique

Inside Sales Training

Seems too good to be true, doesn’t it? I mean, who can double their income in just 90 days?! Those were my thoughts when I first heard the top inside sales trainer at the time, Stan Billue, claim that if you followed this one technique, you would do just that.

Your Next Sales Coach is a Machine

Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems

World-class sales managers have long used creative means to solve for time and distance. In this webinar, you’ll learn how modern sales managers are using new technology plus old-school sales management to develop their people without burning out.

Lessons from the NFL on How to Close More Business

Inside Sales Training

Ahhhhh…. The NFL football season is underway. We are a few weeks in, and there is still hope for all teams! Players and coaches are watching game and practice film to find ways to help players get better.

Best Motivational Book Recommendation

Inside Sales Training

Thanksgiving is in two days, and the holidays are right around the corner. As we work to close the year strong, many of us begin thinking about our goals for 2018. And, more importantly, we begin thinking about what we can do differently next year to achieve them.

The Missing Ingredient to Top Performance in Sales

Inside Sales Training

Have you ever wondered why some people excel in sales, while others don’t? Have you ever questioned – if most other things are equal, like if you all have access to the same leads, the same sales training, the same number of hours in the day, etc. –

Groups 155

How to Increase Your Closing Percentage

Inside Sales Training

Let me ask you a question: Do all of your leads end up buying? Of course not. Next question: Out of ten leads that you set up to pitch a demo to, how many of those ten end up buying? If you said “two” then you are at the industry average.

Maximizing Sales Training ROI with eLearning

Speaker: Ray Makela, CEO Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training. Still, many sales leaders report low ROIs from their sales training initiatives. So how can you ensure that your investment in sales training is producing excellent results? Join us for this complimentary webinar as Ray Makela, CEO at the Sales Readiness Group, discusses five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

How to Deal with Other Quotes, Proposals, and Competition

Inside Sales Training

The only worse than getting the competitor stall at the end of your presentation (something like, “Well, we’re looking at other quotes…” etc.) is not knowing how to handle it.

Doctor or Salesperson – Which Would You Rather Be?

Inside Sales Training

Saw these average salaries quoted in USA Today last week: Physicians are the highest paid salaried employees in the U.S.: 187,876 a year. Pharmacy managers are second at $149,064 per year. Third are patent attorneys at $139,272. Fourth are medical science liaisons at $132,842.

Salary 174

Cold Calling: Stop Pitching the Gatekeeper

Inside Sales Training

Note on today’s blog post: Due to the many requests I have received for more scripts on selling techniques, I am postponing my series on motivation and awareness. I hope you enjoy today’s cold calling tip. I was talking with a client last week about some of his new employees.

The Importance of Following Up

Inside Sales Training

Let me ask you this: If you just met with a really hot prospect, how long would you wait before you followed up? A day? A couple of days? A week?

Found - The Best Sales Learning Methodologies

Speaker: Joe DiDonato, Chief of Staff, Baker Communcations, Inc

Finding the right learning approach for each topic you have to deliver to your learners can seem like a “problem of endless choices.” In this webinar, corporate learning expert, Joe DiDonato, shares how his teams solved these problems, as well as how new educational technology (EdTech) is changing the sales landscape for all of us. He will also tell you what he shared with the Venture Capitalist community on how to pick which EdTech technologies will likely succeed based on educational research. Joe is an engaging storyteller that uses easy-to-understand language, who promises to share what methods succeeded and which methods failed over his long career.

Don’t Answer Objections, Isolate Them

Inside Sales Training

Most sales reps hate getting objections. Their hearts sink into their stomachs, their palms start to sweat, and they start wondering how they’re going to pay the rent. Sound familiar? When sales reps ask me how they should handle objections, they are often surprised by my answer.

Should You Use: “Is this a good time” – Yes or No?

Inside Sales Training

The debate of whether to open your calls asking, “Did I catch you at a good time?” or “Is this time still good for you?” (for for presentation call backs), is alive and well – unfortunately.

The 5 Secrets of Motivating Your Sales Team

Inside Sales Training

Having trouble motivating your team? You’re not alone. Every member of your team has different skill levels, interest levels, and different ways of learning.

Dealing Successfully With Gatekeepers

Inside Sales Training

Every month, I get emails from my readers asking me how to deal with gatekeepers. They tell me the most frustrating part of prospecting is actually getting through to the decision maker. They get interrogating questions like: “Will he know what this call is about?”. And. “Is

From Sales Enablement to Sales Performance: Moving the Needle on the Metrics That Matter

Speaker: Mike Kunkle, Vice President, Sales Transformation Services, Fast Lane Digital

More than 8 analyst firms, the Association for Talent Development, and the Sales Enablement Society have all defined “sales enablement” – each slightly differently. In hundreds of organizations, the sales enablement function is run differently, with a different focus, responsibilities, and initiatives. To make matters worse, according to a 2017 study by CSO Insights, “Sales enablement is a growing trend, but sales performance is not improving. Clearly, something is missing.” What’s missing is a clear focus on driving measurable improvement in sales performance and the expertise required to truly move the needle on the metrics that matter. Want to step up, separate yourself from the pack, and maximize your company’s investment in Sales Enablement? Then join sales transformation expert Mike Kunkle for this webinar (where your questions are welcomed and expected!)

From Hero to Zero

Inside Sales Training

Being in sales is kind of like being a professional football player…. In football, each result can either be celebrated (or not) for a very short time.

ACT 148

Pre-Order Power Phone Scripts Today!

Inside Sales Training

Great news! My brand new book, published by Wiley & Sons: Power Phone Scripts: 500 Word-for-Word Questions, Phrases, and Conversations to Open and Close More Sales , is now available for pre-order! Get Yours Today: Amazon , Barnes & Noble , Books-A-Million.

How to Overcome the Top Three Objections in Sales

Inside Sales Training

There is a secret that every top selling professional knows and leverages. It’s what enables them to consistently out perform all other struggling sales reps in their company and in their industry.

How to Handle: “I want to speak to some references.”

Inside Sales Training

How do you deal with the “I need to speak to some references” objection? Do you cave in and happily send your prospect two or three clients who are satisfied with your product or service? And if you do, have you ever found that some of those prospects never call you back?

How To 161

How Video Learning Is Transforming Skill Mastery in Sales

Speaker: Pat D'Amico, Founder and CEO, About-Face Development

Video learning is not new, but the marriage of video learning and today’s technology is transforming our ability to achieve skill mastery in sales. Join us as we delve into how technology advancements in learning are changing the game and why it’s critical to sales success.