Mr. Inside Sales

Gatekeepers : Six Things NOT to Do

Mr. Inside Sales

If you’re getting screened out by gatekeepers , then chances are you’re probably causing that screening. Before we get into the things you may be doing to cause them to begin interrogating you, let’s quickly define some terms. First, not all gatekeepers are the same.

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

Mr. Inside Sales

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.

5 Quick Secrets to Compelling Emails

Mr. Inside Sales

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.

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.

The Showpad Sales Transformation Maturity Model

The Showpad Sales Transformation Maturity Model helps organizations understand where they are today in terms of meeting buyer expectations — and how key teams can drive transformation that impacts the bottom-line. Download the free eBook for a pragmatic approach to growing sales maturity.

One Powerful Way to Learn More About a Prospect

Mr. Inside Sales

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.

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).

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.

Qualifying: Why Timeline is So Important

Mr. Inside Sales

Want to know how qualified a prospect is? Then simply make sure you get a definitive answer to their timeline for purchasing or implementing your product or solution. There are several ways to ask for this.

How to Get a Prospect’s Cell Phone Number

Mr. Inside Sales

Having trouble reaching your prospect after your initial call? Here are two ways you can ask for–and get–a prospect’s cell phone number. . The post How to Get a Prospect’s Cell Phone Number appeared first on Mr. Inside Sales.

Humans and Bots: How to blend human skills and AI to build customer intimacy and drive growth

Join Genesys for this webinar to learn how leading companies are using blended AI to drive customer intimacy and revenue growth.

Why Phone Scripts Make You Better

Mr. Inside Sales

To script or not to script? That is the question…. Whether you believe in scripts or not, you & your team are using one right now. Don’t believe me? Record what they say in a week, transcribe it out, and what will you be handing back to them? A script!

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

Mr. Inside Sales

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.

How to Overcome the Fear of Cold Calling

Mr. Inside Sales

Do you struggle with call reluctance when it’s time to cold call?

The Best Goal Setting Technique

Mr. Inside Sales

Happy New Year! If you’re like most people, then you’ve got a lot of goals in a lot of areas, don’t you? If you are feeling overwhelmed with all you’re going to accomplish, you may be wondering where you’re going to get the time to do them all.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

How to Successfully Deal with the Gatekeeper

Mr. Inside Sales

Many sales reps don’t know how to deal successfully with the gatekeeper. If things like: “Will he know what this call is regarding?” ” keep you up at night, then you need to watch this video and use the proven techniques in it.

Avoid these 3 Mistakes when Dealing with the Gatekeeper

Mr. Inside Sales

Are you still getting screened out by the gatekeeper ? Are you still getting interrogated with questions like: “Will he know what this call is about?”. “Is Is she expecting your call?”. If you are, then chances are you’re still making one of three fundamental mistakes listed below.

One Powerful Way to Learn More About a Prospect

Mr. Inside Sales

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.

Best Phone Sales Prospecting & Cold Calling Techniques Tips & Tools

Mr. Inside Sales

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

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.

Entrepreneurs: 3 Best Practices for Building an Inside Sales Team

Mr. Inside Sales

If you’re an entrepreneur or small business owner and you want to sell your product or service over the phone successfully, then there are 3 things you need to know before you begin.

Closing Sales is Like First and Goal

Mr. Inside Sales

Hope you’re enjoying the NFL playoffs. A client and I were talking about that Bear/Eagles game a week ago, and (besides the Bear’s kicker—I do feel bad for him), we were talking about that last scoring drive of the Eagles.

How to Handle: I looked it over and not interested

Mr. Inside Sales

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.

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

Mr. Inside Sales

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.

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.

Open Ended Sales Probing Questions for Qualifying Prospective Clients

Mr. Inside Sales

A Simple Lesson From the NFL to Close More Business. By Mike Brooks, [link]. Learn the top strategies, ideas, ways and examples on how to increase sales qualified leads with the top open ended sales probing discovery questions for qualifying prospective clients. Ahhhhh…. The NFL is back!

The One Gift You Need to Give Yourself This Season

Mr. Inside Sales

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

Sales Prospecting & Cold Calling Tips Techniques Tools Ideas & Methods

Mr. Inside Sales

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.

Pitching the Gatekeeper Won’t Get You to the DM

Mr. Inside Sales

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?

Supercharge Your Sales Training ROI with eLearning

Speaker: Ray Makela, CEO, Sales Readiness Group, and David Jacoby, President, Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training, but many sales leaders report a low ROI from their sales training initiatives. Join us, along with Ray Makela and David Jacoby from Sales Readiness Group, as they break down the five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

Most Popular Article of the Last Two Years!

Mr. Inside Sales

As a sales rep, you need solutions to the problems you face when selling over the phone. You don’t need theory, you need actual word-for-word responses that aren’t salesy. Responses that work. And that’s why my blog has thousands of subscribers and why more and more sales teams are added daily.

Cold Calling Techniques: Overcoming & Handling Common Sales Objections

Mr. Inside Sales

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.”

Just Email Me Something….

Mr. Inside Sales

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.

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

Mr. Inside Sales

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.

Marketing and Sales Alignment for A Supercharged LinkedIn Strategy

Speaker: Candyce Edelen, CEO, PropelGrowth

Used properly, LinkedIn is the ultimate prospecting tool for B2B sales. It feeds a customer-centric sales process and enables a human-to-human interaction with very low cost compared to other prospecting methods. LinkedIn prospecting BLOWS AWAY the results from typical email marketing campaigns. You will receive far more positive replies from this than from any other outbound lead generation strategy. Join Candyce Edelen, CEO of PropelGrowth, to learn how over the course of 6 months, she was able to book hundreds of sales calls using LinkedIn.

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

Mr. Inside Sales

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.

Artificial Intelligence AI & Sales Automation Software Tools Platforms

Mr. Inside Sales

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.

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

Mr. Inside Sales

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.

Best Sample Cold Calling Sales Pitch scripts Tips Techniques Examples

Mr. Inside Sales

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.

2019 State of Sales Coaching: Managers, Reps, and Enablement Pros Weigh In

Speaker: Henry Bruckstein, Founder at Canam Research, and Jake Miller, Product Marketing Manager at Allego

Virtually every sales organization sees the value of good sales coaching. So why do so few organizations do it systematically and well? Join Henry Bruckstein, Founder of Canam Research, and Jake Miller, product marketing manager at Allego, to learn why--and more--from the new 2019 State of Sales Coaching survey. Our speakers will synthesize the different views from sales reps, managers and sales enablement pros to uncover common areas of misalignment, proven methods to overcome coaching barriers, and the best coaching approach for you.