Mr. Inside Sales

One Difference Between Top Sales Reps and You

Mr. Inside Sales

Each time I work with a new company, the first thing I ask for are recordings of both their top two or three sales reps, and then recordings of everyone else. And each time I do, I immediately identify one thing that the top reps are doing that the other reps aren’t.

3 Things You Should Stop Saying in Sales

Mr. Inside Sales

I have listened to thousands of sales calls over the years, and I spend the majority of my coaching and training hours listening to sales calls even today. And I still hear the same mistakes….

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How to Struggle Less, While Making More Sales

Mr. Inside Sales

Jeffrey Gitomer tells a great story about how he once bet a client his entire training fee on whether there were more than eight objections their sales team got on a regular basis.

Inbound Leads: Slam Dunks or Looky-loos?

Mr. Inside Sales

What is a sales person’s dream? An inbound lead. Someone has found your company, responded online or sent an email, and wants to know more about how you can help them. A slam dunk deal, right? Not so fast….

Strategic ABM Gifting: A CMO’s Silver Bullet to Engage the Enterprise

Today’s customers are hungry for human connections, and marketers want to deliver. But how do you break through the digital noise? Download Sendoso’s new eBook to discover new ways to engage the enterprise buyer with strategic ABM gifting.

Three Scripts to Handle: Email Me Something….

Mr. Inside Sales

Be honest: Do you dutifully send an email and then ask when you can follow up when you get this blow off objection? Believe it or not, over 90% of sales reps do just that. But top producers are prepared for this common stall/blow off, and they know how to qualify past it.

3 Keys to Successfully Dealing with Influencers

Mr. Inside Sales

Influencers are key to both getting through to decision makers, and to eventually making a sale. The question is: How do you properly qualify them and get them to influence the sale in your favor?

Building Value during the Price Objection

Mr. Inside Sales

How many times have you been told to build value when you get the price objection? Managers tell reps to stress the quality, the warranty, the features and benefits, but your prospects have heard all that before, haven’t they? Want a better way?

Simple Habit to Improve Sales Today

Mr. Inside Sales

Someone once said, “First we form habits, and then they form us.”. And in sales, this is especially true. Here’s a quick example from a new client I’m working with now: At the end of speaking with current accounts, the habit of the sales team is to ask: “If you need anything, please give me a call…”.

5 Closing Questions You Need

Mr. Inside Sales

Note to my readers: Because of my heavy client load, I am reducing my blog articles to bi-weekly starting today. Your next blog will arrive on Tuesday, August 17 th. Ever feel stalled during a close?

Demystifying Intent Data to Drive Demand in B2B

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

Five Scripts You Need to Know by Heart

Mr. Inside Sales

In my book, Power Phone Scripts , I talk about the secret of sales. Yes, there is an actual secret to successful sales, and by following it you not only will overcome failure and frustration, but you’ll make more money, so much more easily, that sales will actually become fun. Think of that.

Metrics—Which One is Most Important?

Mr. Inside Sales

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

Ghosted? Here’s what to do…

Mr. Inside Sales

Ghosted—just the sound of this is chilling. But when you’ve done a presentation and then don’t hear back from a prospect, it can often mean the kiss of death. What to do?

One Way to Handle Objections Better

Mr. Inside Sales

Want a quick and easy way to handle objections like a pro? Simply seek out the top closer in your company, organization, or industry, and then role play with them and write down how they answer the same objections that are frustrating you now.

Why Gifting is the Secret to Successful ABM Campaigns

The digital landscape is getting crowded, and marketers are looking for new ways to reach their prospects. Download Sendoso’s guide to learn the key ingredients of successful ABM campaigns, and how to deliver brand affinity with proven ROI through gifting.

Spectacular Summer Sale!

Mr. Inside Sales

Summer kind of slow? Top pros are using this time to sharpen their sales skills so they can make a killing in the fourth quarter. They’re using the summer to learn better ways of responding to the objections that hurt them in the first part of the year.

Close More Sales with this Training Program

Mr. Inside Sales

Teamwork concept. People working with new startup project in modern loft. Life in office. The dog days of summer are quickly approaching…. Why not use them to upgrade your team’s selling skills so they can hit the third and fourth quarter hard?

How to Pitch Multiple Products

Mr. Inside Sales

Rookie mistake: You’ve got several products or services you can offer a prospect, and you start by offering the first, or main one, then hear an opening for another one so pivot to that one, and describe another—and then another. Result? Stalled sale. Let me think about these and get back with you.”.

“I Need to Think About It.”

Mr. Inside Sales

If this objection frustrates you, then all that will end after you read this blog post. First, remember: Most objections are smokescreens hiding the real reason a prospect isn’t moving forward. Real objections can include things like: They can get it cheaper somewhere else.

Delivering a More Human Marketing Experience

It’s essential to reach customers and create human connections, especially in a world where in person meetings aren’t always possible. Download this eBook to learn why an integrated sending platform takes your marketing strategy to the next level.

Less is More in Sales

Mr. Inside Sales

Sales people like to talk; if you don’t believe me, just listen to a recording of one of your reps (or of yourself!). This is a problem. And that’s because when your mouth is open, your ears are closed.

One Mistake to Avoid When Pitching

Mr. Inside Sales

Here’s a mistake I hear over and over again when listening to sales reps pitching or presenting their services over the phone: when they hear a possible objection or something negative from their prospect, they go into pitch mode.

Master the Fundamentals to Succeed

Mr. Inside Sales

I was training a group of new reps last week, listening to one of their calls, and we found that the rep was ad-libbing right from the beginning of the call. The best practice script, which we had provided him, was far, far away….

Quick Tip to Become a Better Communicator

Mr. Inside Sales

How long does it take you to respond to an email? How about a text message? Or a phone message? The answer, I suspect, is “It depends on who it’s from.”. Let’s get more specific then: How long does it take you to respond to a client or to a prospect’s email or voice message?

The 5 Stages of Account-Based Marketing — and How to Win Them All

Successfully complete the five stages of ABM: define, identify, engage, convert, and connect. We’ll show you how to create a unified system with your sales team to help them land more qualified opportunities and connect with prospects like never before.

Would You Spend $10.99 to Double Your Income This Year?

Mr. Inside Sales

Tricky title, I know, but there is a tool out there (many, in fact) that will enable you to do this. And this particular one is called TapeACall Pro. As the name suggests, this is a phone recording app for your iPhone.

Pitch Your Product in Two Sentences

Mr. Inside Sales

Less is more. Instead of opening your calls like: “Oh hi, this is _ _ with __ and my company, XYZ, is a leader in national and international shipping and freight services with offices in the top metropolitan cities across the world.

Best Thing to Do After You Write a Deal?

Mr. Inside Sales

Writing a deal (making a sale), is an exhilarating thing, and there are many ways to celebrate. Some companies have a deal board where you can write down your latest sale so the other team members can see it.

Question: Why Aren’t You Asking More Questions?

Mr. Inside Sales

We all know the importance of asking questions of our prospects and clients, yet how many do you ask? How many does your sales teams ask? If you’re like most sales reps, then you’re probably doing a lot more talking (read pitching) than you are listening.

The Ultimate Guide to Executive Recruiting

Sourcing the right executive candidates and filling key managerial roles in an organization can be difficult, even in the best of times. Download this eBook to level up your discovery process, talent sourcing, and strategies for reaching your best-fit candidates.

Overcome Call Reluctance Today!

Mr. Inside Sales

Two weeks into the New Year, and are you already stressed about picking up the phone and making prospecting calls? I learned a secret years ago that enabled me to overcome my fear of making calls, and that allowed me to make hundreds of cold calls stress-free.

Two Simple Words to Open More Doors—and Close More Sales

Mr. Inside Sales

The first word is “please.”. This may sound elemental, but I rarely hear sales reps use it when speaking with gatekeepers. Instead, they just barge in and ask if so-and-so is available. Or they just say they’re trying to reach so-and-so.

“How to Avoid: ‘Will He Know What This Call is About?’”

Mr. Inside Sales

How many times have you been stopped by the gatekeeper asking you: “Will he/she know what this call is about?”. Have you spoken to him/her before?”. Is he/she expecting your call?”. Frustrating, isn’t it?

Why Wanting to Win Isn’t Enough

Mr. Inside Sales

“It’s not the will to win. that matters – everyone. has that. It’s the will. to prepare to win. that matters.”. –Paul “Bear” Bryant. football coach. You may want to win, want to make more money, want to be in the elite class of closers at your company, BUT: Are you willing to put in the work?

Buyer Enablement: The Key to B2B Sales Success

B2B sales reps who are product champions can help simplify the buying process and win big. Learn how.

Our Award-Winning Article

Mr. Inside Sales

In case you missed this, I received the following email last week: Dear Mike: The people have spoken and your article, “3 Keys to Dealing with Difficult Prospects,” has won 2nd place in our 2020 Sales Pro Central MVP Awards Social Selling category!”

5 Reasons to Follow a Script

Mr. Inside Sales

Before you get on your high horse and tell me you wouldn’t be caught dead using a script, consider: If I were to record your prospecting and demo calls for a week, and then transcribe what you say, what would I get? Your script.

Didn’t Get That Job? Is That a Bad Thing?

Mr. Inside Sales

Sometimes, when something doesn’t turn out the way we want, it turns out to be a good thing… This happened to me early on in my consulting career, when I started working from my office in my home: One day my router stopped working and my internet went out.

One Simple Technique to Learn Buying Motives

Mr. Inside Sales

Question for you: How often do you take notes while you’re on Mute and your prospect is revealing their buying motives? You don’t take notes? How about using your Mute button? Are you actively doing that? (If If not, start using it today: search my blog to read articles on how to do that.).

The Definitive Guide to the Top 4 Sales Enablement Metrics

See what metrics matter to increase productivity and revenue and your organization. This guide will help you stay data-driven while avoiding data overload.