Inside Sales Training

Two Killer Questions to Open & Close a Sale

Inside Sales Training

I was having breakfast with a client in Denver before a training program I was giving, and we were talking about the importance of asking questions and listening.

Why Aren’t You Using More Tie Downs & Trial Closes?

Inside Sales Training

I don’t know why tie downs aren’t used more by sales reps selling over the phone. I was listening to an experienced rep the other day just pitch and ad-lib to a good prospect, and at the end of the call, she had no idea about the prospect’s level of interest, nor did she qualify the prospect.

The One Gift You Need to Give Yourself This Season

Inside Sales Training

What’s the ONE thing you all wish for this season? More money, right? If you’re in sales, then the way to make more money is to close more sales. It’s that simple, isn’t it? And if you’d like to make more sales, then you need to upgrade your selling skills. Would you be willing to spend just $18.30

Four Proven Responses to: “We’re all set”

Inside Sales Training

Many sales reps still have trouble handling the initial resistance statement: “We’re all set,” or “We already have a dealer/supplier/vendor for that.”. If you struggle, too, then you’ll love the proven response below.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

One Powerful Way to Learn More About a Prospect

Inside Sales Training

Let’s start with the obvious: Sales reps talk too much. Whether it’s nervousness, fear, inexperience, or just the conviction that if they stop talking the prospect will say “Not interested” and hang up, it doesn’t matter.

How to Handle: I looked it over and not interested

Inside Sales Training

I’ve been getting a lot of requests lately from readers who are getting blown off when they call a prospect back. To help with this, I’ve been asked to give some scripts to handle this initial blow off before a close.

Pitching the Gatekeeper Won’t Get You to the DM

Inside Sales Training

One of the biggest mistakes I still hear sales reps making is pitching the gatekeeper or receptionist in hopes of them being so impressed that they will put them through to the Decision Maker (DM). Yeah, right. I mean, how often does that happen for you?

Sales Prospecting & Cold Calling Tips Techniques Tools Ideas & Methods

Inside Sales Training

Why You’re Turning Off Your Prospects. By Mike Brooks, [link]. Learn the best cold calling and sales prospecting tips, ideas, techniques, strategies, tools and methods on how to make effective successful business calls for sales. It happened just now. Phone rang at our office and I picked it up.

Best Phone Sales Prospecting & Cold Calling Techniques Tips & Tools

Inside Sales Training

You’ve Got 5 Seconds to Make a Good Impression. By Mike Brooks, [link].

Just Email Me Something….

Inside Sales Training

What do you say when you get this objection while prospecting? If you’re like many sales reps, you accept this stall and become a willing participant in the follow up drama that ensues. And you know how frustrating that is.

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

Three Customer Service Secrets—True or False?

Inside Sales Training

How would you rate your cell phone company’s customer service? To get the answers to these questions, we conducted a survey and here are some of the words consumers used most often: Dread. Frustrated. Angry. Hopeful.

Sales is a Numbers Game | Track Phone Cold Call Lead Activity Daily

Inside Sales Training

Some Will, Some Won’t, Whose Next? By Mike Brooks, [link]. Find out why sales is a numbers game and why using a daily phone cold call lead activity tracker and prospect management system such as a team goal tracking spreadsheet or calendar is vital to success.

The Art of Cold Calling | How to Make B2B Cold Phone Calls for Sales

Inside Sales Training

5 New Cold Calling Openings. By Mike Brooks, [link]. Learn the art of top B2B cold calling opening scripts, tips, techniques and best practices on how to make effective, successful cold phone calls that really work to get appointment for sales.

Cold Calling Techniques: Overcoming & Handling Common Sales Objections

Inside Sales Training

Overcoming Objections: “We are already working with someone.”. By Mike Brooks, [link]. Learn cold calling techniques for handling and overcoming the most common objections in telemarketing phone sales including the best call rebuttal responses for “not interested.”

Best B2B Cold Call Telemarketing Sales Appointment Making Setting Tips

Inside Sales Training

5 Steps to Making Appointments that Stick. By Mike Brooks, [link]. Learn the best outbound B2B telemarketing sales appointment setting tips, techniques and strategies for making effective lead generation cold calls over the phone.

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

AI and Inside Sales: 3 Things You Need to Know Now

Inside Sales Training

Quick: Can you tell me, in three sentences or less, exactly what AI is and how it is going to impact your sales career or company? If not, then don’t feel bad. It’s kind of like when the word “cloud” started being used to describe cloud-based computing.

Artificial Intelligence AI & Sales Automation Software Tools Platforms

Inside Sales Training

AI and Inside Sales: 3 Things You Need to Know Now. By Mike Brooks, [link]. How Artificial Intelligence (AI) and Sales Automation Software Tools Platforms are Affecting Inside and Outbound Sales.

Best Sample Cold Calling Sales Pitch scripts Tips Techniques Examples

Inside Sales Training

Best Openings for Your Closing & Presentation Calls. By Mike Brooks, [link]. Discover effective openings and sample outbound cold calling phone telemarketing sales pitch scripts including the best tips, techniques and examples ever written for closing calls.

How to Cold Call for Sales | Cold Calling Techniques that Really Work

Inside Sales Training

Cold Calling—3 Mistakes You Need to Avoid Now. By Mike Brooks, [link]. Discover cold calling tips, best practices and techniques to avoid and learn ways that really work on how to make effective B2B cold calls for sales.

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

Best Ways & Techniques How to Improve & Increase Closing Sales Process

Inside Sales Training

Close More Sales Using More Assumptive Questions. By Mike Brooks, [link]. Learn the best ways on how to increase, improve and boost your sales process performance with more effective tips, techniques strategies and ideas including top closing lines and assumptive questions.

Three Ways to Handle the Price is Too High Objection

Inside Sales Training

Are you still ad-libbing a response to the “your price is too high,” objection?

How to Sell & Closing More Sales Leads with Follow Up Calls Skills

Inside Sales Training

The Sale is in The Follow Up. By Mike Brooks, [link]. Learn how to sell and improve sales skills with secrets of closing more leads and deals via follow up prospecting message, phone call and letter techniques. As a homeowner, I’m always having to fix something.

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.

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Togetherness: Achieving Sales and Marketing Alignment

Speaker: Jeff Davis, Founder, jd2 Consulting Group

Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.

Inside Sales Force Team Performance Management Training Ideas & Tips

Inside Sales Training

Inside Sales Management Made Easy. By Mike Brooks, [link]. Learn effective inside sales force team rep performance management training ideas, tips, techniques and plan with best practices. Being an inside sales manager is tough these days.

Handling & Overcoming Common Objections in Phone Cold Call Prospecting

Inside Sales Training

Avoid Rejection While Prospecting with this One Technique. By Mike Brooks, [link]. Discover sales training with best tips, rebuttal techniques and responses on how to go about handling and overcoming most common objections in phone cold call prospecting.

5 Ways to Get Better at Handling Objections

Inside Sales Training

Want to make 2018 your best year ever? Want to instantly improve your ability to handle the objections you get, day in and day out? And, by the way, that you’re going to get all year long.).

Secrets & Techniques of Closing the Sale & Handling Price Objections

Inside Sales Training

Five Hidden Secrets behind the Price Objection. By Mike Brooks, [link]. Learn the top secrets of closing the sale with proven training, techniques, rebuttals, responses and tips of effectively handling and overcoming the most common price objections.

Staying Relevant in Sales as AI and Technology Continue to Take Over

Speaker: John Barrows, CEO, JBarrows Sales Training

As technology and AI advance, and as companies and reps continue to look for technical solutions to increase efficiency throughout the sales process, the human element of sales is being lost.The question we need to ask ourselves is – what can we do that a computer can’t? The answer lies in context; if we as sales professionals are not adding any context to our content, then we bring no additional value to what marketing and technology are already doing. Learn about the importance of context, and where and how to add it throughout the sales process!

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.

Inside Sales Force Management Closing Techniques & Training Ideas

Inside Sales Training

Inside Sales Management: Are you Measuring What Matters Most? By Mike Brooks, www.MrInsideSales.com. Learn about successful inside sales force management closing strategy, process techniques, training ideas, prospecting tools and best practices for managers and representatives.

Phone Sales & Business Prospecting Calls Tools Tips Methods & Ideas

Inside Sales Training

Avoid This One Error when Prospecting by Phone. By Mike Brooks, [link]. Learn about the best creative, effective phone business prospecting scripts, tools, tips, process, methods and ideas to help you successfully close more sales.

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The Art of Cold Calling | How to Make B2B Cold Phone Calls for Sales

Inside Sales Training

5 New Cold Calling Openings. By Mike Brooks, [link]. Learn the art of top B2B cold calling opening scripts, tips, techniques and best practices on how to make effective, successful cold phone calls that really work to get appointment for sales.

7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.

A Proven Approach to Handle the “I’m Not Interested” Objection

Inside Sales Training

There has been a lot of talk recently about “Objections.” What they are, how to prevent them, how to deal with them. That’s great, but you may be asking yourself: What do I actually say or do to overcome or get around them?

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.

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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!

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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.

Using Connected Device Data to Improve Sales

Speaker: Charlie Isaacs, CTO for Customer Connection at Salesforce

Now that you've figured out how to connect your products and devices to the cloud, how do you prove that your investment will pay off? Discover the power of Smart CRM, and find out how companies are leveraging the best ideas from Software as a Service to provide Customer Experience as a Service.