Mr. Inside Sales

How to Handle: “We’re happy with who we’re using…”

Mr. Inside Sales

Looking for a quick and proven way to upskill yourself or your team during the summer months? Check out the bestselling book of phone scripts: Power Phone Scripts. You’ll get over 500—yep, 500!—word-for-word, word-for-word, proven scripts to help you sell more with less effort and less rejection!

Stalls During Covid-19—How to Handle Them

Mr. Inside Sales

“We’re just not doing anything right now….”. “We’re We’re ‘on hold’ until things settle down.”. “We’re We’re not spending any money right now.”. These are common stalls that you get all the time, but now it seems harder to overcome them. Why is that? It’s because salespeople are now buying into them.

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A Reminder to Isolate the Objection

Mr. Inside Sales

Want to make dealing with objections easier? Then remember to always use the powerful technique of isolating the objection instead of answering it….

Prospecting, Mistakes You Need to Avoid Now

Mr. Inside Sales

What’s the biggest mistake sales reps make with prospecting or cold calling? They call with what a client of mine once called, “commission breath.”. You know, that desperation sales people have when they finally get someone on the phone.

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

New Email Messaging for Covid-19

Mr. Inside Sales

One of the ways you stay ahead of your competition is to stop sounding like them. I don’t know about you, but all my LinkedIn requests and emails from vendors now begin the same way: “I hope you and your family are staying safe…”.

5 Questions to Ask Every Inbound Lead

Mr. Inside Sales

A company I’ve been working with for over a year now gets a portion of their leads via inbound email requests for information on their services. Another company recently reached out to me wondering if there is a best practice approach for handling inbound leads. There is!

This is the Most Important Qualifying Question

Mr. Inside Sales

If I asked you what the most important qualifying question was, what would you (or your team) say? Budget? Decision making process? Buying motives? Needs or pain points? These are all important, of course, but they aren’t what—in my mind—is most important of all.

How to Handle the Email: “We’re Going to Hold Off for Now”

Mr. Inside Sales

When following up with a prospect after delivering a presentation, does this kind of email sound familiar? Thanks for contacting me, but I’ve checked with the powers that be, and we’re just not going to do anything until (Fall, 2020, OR next year, 2021, OR maybe even 2022).”. Disappointing, isn’t it?

The Most Important Qualifier During Covid-19

Mr. Inside Sales

Let’s review: There are six primary areas that you need to qualify a prospect on: Buying motives Red Flags: Why they won’t buy Decision maker(s) Decision process Timeline Budget. Skip any of these and it can come back to sabotage the sale.

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

Script to Deal with the Covid-19 Objection

Mr. Inside Sales

“We’re just not doing anything until this virus situation is settled…”. Sound familiar? It should. You probably get this objection, or some version of it, every day now. And for good reason. We’re all in unchartered territory now.

Would you nominate me?

Mr. Inside Sales

I need your help! . Each year, the AA-ISP recognizes outstanding service providers with their annual Service Provider Directory “SPD” Awards. . If you have benefited from my material or blogs and scripts I provide, then would you be willing to take a minute to nominate me?

Covid-19: 5 Long Term Strategies for Sales

Mr. Inside Sales

Question: When will things get back to normal? Answer: When there is a safe and effective vaccine. Questions: When will that be? Answer: 12 – 18 months, hopefully. Whether you want to hear it or not, you could be working from home for the next 18 months.

Handling Covid-19 Stalls via Email

Mr. Inside Sales

Do any of these email responses from prospects or customers sound familiar? Everything is on hold right now.”. Due to the circumstances, we just don’t have the budget right now.”. “We’re We’re not making any decisions right now.”. This just isn’t a good time for us—I’m sure you can understand.”.

Lead Generation Checklist to Get Better Results Now

You spend time, energy, and money to generate demand and get leads. It's how you manage them that makes the difference between success and failure. This checklist gives you an easy way to focus on the most critical tasks to get better results now.

Zoom: 5 Quick Tips to Use it Effectively

Mr. Inside Sales

By now, we’re all settled in at home and seamlessly conducting our business by phone and Zoom meetings, right? Well, not so fast…. Like you, I’ve greatly increased my Zoom meetings, and I’ve been disturbed by what I’ve seen.

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5 Email Secrets to Get a Response

Mr. Inside Sales

Is email dead? Of course not! But if you want to get a response, you need to remember that people get hundreds of emails each week—some per day! —so so you better make sure your email stands out and is easy to read.

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Two Killer Questions to Open & Close a Sale

Mr. Inside Sales

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.

5 Secrets for Successfully Working from Home

Mr. Inside Sales

So how is working at home going for you? Have you found a way to keep the dog from barking? How about the kids? And what about the gardener that blows every Tuesday? Oh, and don’t forget to actually work!

Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

New On Demand Training Available Now!

Mr. Inside Sales

It’s here! You and your reps need training, and you want it now! And we heard you! Introducing our brand new, 7-Session inside sales training course that is available to you and your team TODAY. Your reps can now watch and learn when it’s convenient for them!

Overcome ALL Objections with This ONE Question

Mr. Inside Sales

Want to know a secret about objections ? There are really only two types: Real concerns that need to be addressed, and, once you do, you can then close on, and, Smokescreen objections hiding something else (like the real reason your prospect isn’t buying).

3 Ways to Overcome Call Reluctance

Mr. Inside Sales

Do you or your team suffer from call reluctance ? Would you rather send emails than make calls? If you have to pick up the phone for a living, then I’ll bet making cold calls isn’t one of your favorite activities. And if you struggle making those calls, then take comfort in knowing you’re not alone.

How to Overcome the “I’m not interested” objection

Mr. Inside Sales

Top sales reps—the ones making the most sales and commissions—know how to handle repeatable selling situations. Instead of ad-libbing, they have learned, internalized, and use best practice responses to the objections and stalls they get over and over again.

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

A Better Way to Upsell

Mr. Inside Sales

So, here’s what happened last week: I bought a new car and called a local window tinting franchise to get it tinted.

Sell More! New Online Training—Early Bird Pricing!

Mr. Inside Sales

Want to get your team excited about selling again? Would you like to be motivated to pick up the phone instead of sending yet another email? Do you want to be confident when speaking with gatekeepers and decision makers? Are you ready to double or even triple your sales—in 2019? You can.

Close More Sales with this One Training Tip

Mr. Inside Sales

Do you want to be a top producer in sales? If yes, then do what I did: Get the best training you can and use what you learn. Enroll yourself or your team in next week’s 7-week online training program. See it here.

Is Cold Calling Dead?

Mr. Inside Sales

I received an email last week from a real estate rep asking me if cold calling was dead.

Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E (you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.

The Sales Presentation: Things to Keep in Mind

Mr. Inside Sales

Here is another excerpt from a really good book on sales I’ve been reading—and quoting from—this summer: “The Salesman’s Book of Wisdom” by Chriswell Freeman. The Presentation”. “In In 1914, Thomas J. Watson, was named president of the company that would come to be known as IBM.

New Book on Leadership: A Great Read!

Mr. Inside Sales

What characteristics make up leadership? Are you born with these traits, or can you develop them? How early in life do you know you were meant to be a leader, and how do you position yourself, throughout your career, to express and expand on this calling?

Getting Buy-In Before Going Over Price

Mr. Inside Sales

Want to instantly make asking for the sale easier? Then make sure and get buy in that your prospect is sold on your solution before you go over pricing options.

Covid-19 Email Responses to Use Now

Mr. Inside Sales

In my continuing blog series on how to handle the stalls, objections, and real-world situations in sales caused by the Covid-19 pandemic, below you’ll find some suggested email responses to situations you may be running into.

Marketing-Led Post-COVID-19 Growth Strategies

Businesses are laying off workers, shutting their doors (some permanently), and struggling to react to the radical destruction that coronavirus (COVID-19) is doing to our society and communities. Most have already sustained massive damage, and we still have yet to see the scope of impact of the global pandemic that has upended the globe. Any return to normalcy may seem far-off, but sales and marketing are on the front lines of restarting the economy. When the dust settles, we have a responsibility to turn our shock and grief into fierce determination, and lead the charge of responsible, strategic, sustainable future growth. However, there’s no team better suited to lead that charge than the marketing department. Marketers are uniquely positioned to provide creative solutions to aid their organization in times of change and chart a course for navigating success.

5 Transition Statements to Requalify Existing Prospects and Clients

Mr. Inside Sales

How good are you at requalify existing accounts, or prospects you haven’t spoken with in a while? And why would you even want to do this? The first reason is that things change. In fact, someone once said that the only thing that doesn’t change is change itself.

One Technique to Avoid Ghosting

Mr. Inside Sales

We’ve all been through it: You set an amazing demo or presentation call and, and…they don’t show up! Or, you have an amazing and, what you think is an, engaging demo call and you set a call back and, and…they don’t show up! What’s wrong?” you think. Why didn’t I see that coming?”.

Buying Questions? Here’s What to Do

Mr. Inside Sales

I was listening to a client’s closing call last week, and when the prospect asked a buying question, the rep answered it and then just remained quiet. What should she have done? What would you have done?

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

Mr. Inside Sales

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 demo call backs), is alive and well—unfortunately.

How ZoomInfo Helps Overcome the Top Pain Points of Inside Sales

Recent digital transformation has shifted the B2B landscape by ushering in the era of buyer empowerment. With more access to user reviews, analyst opinion, and industry research, decision-makers are more informed than ever while navigating what is now known as the “buyer’s journey.”