Mr. Inside Sales

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!

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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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!

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.

Why B2B Contact and Account Data Management Is Critical to Your ROI

64% of successful data-driven marketers say improving data quality is the most challenging obstacle to achieving success. Given data’s direct impact on marketing campaigns, reporting, and sales follow up, maintaining an accurate and consistent database is a top priority for B2B organizations. This latest eBook aims to help marketing leaders understand the impact of data management on their company’s ROI.

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.

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.

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.

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.

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.

2020 Database Strategies and Contact Acquisition Survey Report

As buyer expectations continue to heighten, marketing and sales teams are feeling pressured to deliver authentic messaging to buyers at every point of their customer journey. This report aims to highlight the current state of B2B database and contact acquisition strategies, and organizations’ goals to leverage data to fuel their go-to-market strategies in 2020 and beyond.

Happy Holidays!

Mr. Inside Sales

Just a quick holiday greeting to all our readers: We hope you have a very merry Christmas (if you celebrate), and a wonderful and safe New Year. It’s our pleasure to post a tip once a week, and we sincerely hope it helps make your selling careers easier and more enjoyable.

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.

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?

Best Practices for a Marketing Database Cleanse

As frustrating as contact and account data management can be, this is still your database – a massive asset to your organization, even if it is rife with holes and inaccurate information. Entrusting a vendor to help maintain its accuracy and completeness is no ordinary engagement. Download ZoomInfo’s latest data-driven eBook aimed to help marketing leaders understand the best practices around choosing a B2B contact data provider.

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.

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.

Sales Advice from Pablo Picasso

Mr. Inside Sales

I read a great quote from Picasso (yes, the famous painter) the other day, and it really resonated with my sales philosophy. Here it is: “Learn the rules like a pro, so you can break them like an artist.”.

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.

Cold Calling Tips and Tricks

In recent years, cold calling has become synonymous with rejection and failure. But the numbers aren't that clear; while less than 2% of today’s cold calls actually result in meetings, 78% of decision-makers have taken an appointment or attended an event as a result of a cold call. What’s the verdict?

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.

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.

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?

The Only Black Friday Sale that Matters

Mr. Inside Sales

It’s that time of year again–the time when every company has a black Friday sale. . I’m going to make this easy for you: We’re offering just one product on sale–the best product we have at the lowest price it has EVER been offered. .

How to Overcome the Pain Points of Your CRM

When used effectively, a CRM can be the life blood of your sales team – keeping everyone organized, efficient, and at peak productivity. However, as a company, sales stack, and database grow, it becomes difficult to uphold structure and governance to keep a CRM up-to-date. The result? Less organization, more confusion, and fewer deals closed. Leveraging leading industry research from industry analysts, this eBook explores how your sales team can gain back valuable time.

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?”.

Do This to Develop the Attitude of Top Producers

Mr. Inside Sales

Legendary basketball player and coach John Wooden said something years ago that I have adopted as a life philosophy: “Do not let what you cannot do interfere with what you can do.”.

Three Ways to Get a Prospect to Respond

Mr. Inside Sales

I received this question from a reader of my blog last week: “Mike, I have a question for you. Being that people are more accessible with iPhones, text, laptops, computers, email, messenger, FB, Instagram to name a few, why are business owners/decision makers so hard to reach?

3 Secrets to Reaching Your Financial Goals in 2020

Mr. Inside Sales

Now that December is here (by golly, half over…), it’s time for me to solidify my goals for 2020. I always balance my goals in all areas to maximize my growth both as a person and as a professional.

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3 Mistakes Organizations Make While Developing ABM Programs

While B2B research suggests organizations are thriving through successful ABM programs, getting just one campaign off the ground is more difficult than it seems. From building an account universe to understanding to orchestrating sales and marketing alignment around touchpoint and messaging, there are a number of variables to consider before launching a program.

Sound Like a Professional in 2020

Mr. Inside Sales

How good (or bad) does your sales team sound when prospecting over the phone? Have you recorded and listened to their calls lately? On Friday, (Jan 3 rd ), I received a sales call that went like this: Me: “Good morning, Mike Brooks here, how can I help you?”.

Metrics—Which One is Most Important?

Mr. Inside Sales

Feeling a little overwhelmed by all the new technology that seems to come out every month (almost every week)?

The Harder You Work, The Luckier You’ll Get

Mr. Inside Sales

I was working with a sales manager last week—he manages a team of 20 inside sales reps with a direct report manager who helps manage half that team—and I asked him what kind of producer he was when he was selling. “I I was number one!” he answered proudly.

“Can You Email That to Me?”

Mr. Inside Sales

What’s the number one blow off/stall prospects use these days? Can you email that to me?”. They aren’t saying no, but they are still getting rid of you, aren’t they?

The Impact of Direct Dials on Sales Productivity

Leveraging the latest industry research, this eBook highlights the impact of direct dial phone numbers on sales productivity with the goal of empowering reps to have more conversations with prospects, and consequently, schedule more meetings, increase opportunities, and close more business - fast.

One Question to Close More Demos

Mr. Inside Sales

Have you ever gotten to the end of your demo and wondered how it was going to end? Wondered not only if the prospect was going to move forward, but also what it would take and how long that might take?

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.

How to Handle: I looked it over and not interested

Mr. Inside Sales

Don’t you hate when this happens? You felt like you had a really qualified and interested prospect, set the demo call, looked forward to what you thought was for sure your next sale, and…. Right out of the gate, they won’t even give you the chance to pitch them!

A Gift to Our Readers: MIS Wins 2019 Service Provider Award!

Mr. Inside Sales

Chicago: AA-ISP Leadership Summit: I’d like to take a quick moment to acknowledge all my readers and clients who nominated MIS in two categories this year, 2019. At the Summit in Chicago last week, MIS was awarded (for the third year in a row!) the “2018 Service Provider of the Year Award”!

Five Essential Pieces of a Prospecting Solution

As organizations chase new revenue targets, B2B sales leaders must examine cutting edge prospecting solutions that proactively help reps identify, connect with, and close qualified buyers faster. This eBook aims to help B2B sales leaders better understand the five essential features your prospecting solution must include.