Mr. Inside Sales

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.

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.

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.

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.

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.

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?

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.”.

3 Customer Service Secrets – True or False?

Mr. Inside Sales

When you have to call your cell phone company, do the following words describe your feelings? Dread Frustrated Anger Hope. If your company has customer service reps (Hint: Every person in your company is a customer service rep!),

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.

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).

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

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.

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.

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.

Book the Best Speaker for Your 2020 Event!

Mr. Inside Sales

Still looking for the most dynamic speaker to make your 2020 sales conference a huge success? Then reach out to Mike today to see if your event date is still available!

B2C 177

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

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?”.

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?

Stop “Following Up,” and Start Closing

Mr. Inside Sales

How do you open your 2 nd or 3 rd. call to prospects whom you’ve already pitched? Is it something like: “I’m just calling to follow up on our proposal….”. I’m just calling to see what you thought about our bid?”. I was just seeing if you had time to speak with (your boss, partner, committee) yet?”.

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)?

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

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.

Continuing Education: The Key to Immediate & Long-Term Success

Mr. Inside Sales

“Selling is a skill, and like all skills, it must be learned through study and practice.” – Thomas J. Watson. “A A salesperson’s education is never completed: each day offers new opportunities to learn.

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.

The Harder You Work, The Luckier You’ll Get

Mr. Inside Sales

“The only place where success comes before work is in the dictionary.”. Vidal Sassoon. The world remembers Thomas Edison as an inventor, but he was also a spectacular salesman. Edison understood that simply inventing a product, no matter how useful, was not enough.

Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!

Metrics: Why Most Companies Get it Wrong

Mr. Inside Sales

If you’re in inside sales management, then you know all about metrics. In fact, whenever I consult with new clients the owners and managers automatically begin showing me their call monitoring reports.

Gatekeeper Best Practices

Mr. Inside Sales

Last week I was contacted by the American Association of Inside Sales Professionals and asked if I would share my best practices for dealing with the gatekeeper. Sure! I said. In under 10 minutes they recorded a slide presentation, and I want to share that with all of you.

Summer Sales Slow? Five Things to do NOW!

Mr. Inside Sales

I don’t know about you, but right after July the 4 th. business seems to slow down and then it limps along until September. There is business to be had, of course, but the excitement and urgency of the first half of the year seems to have evaporated in the heat of the days. What happened?

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”!

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.

The Power of Optimism in Sales

Mr. Inside Sales

“It is never too late to be What you might have been.”. George Eliot. Leo Tolstoy observed, ‘Faith is the force of life.’ Faith is also the force behind successful selling. The optimistic salesperson conveys an attitude of confidence to the buyer. The result? Lots of closings.

It’s Fall! Do You Know What That Means?

Mr. Inside Sales

It means the magic selling season has begun. It means that regardless of how your year has gone so far, the perfect time to turn it around, to make and exceed your yearly quotas, is here.

Stop Talking Past the Close

Mr. Inside Sales

How many tie-downs and trial closes do you or your team use during their presentations? If you’re thinking, “What’s a tie-down? What’s a trial close?” then you’re in trouble…. In an earlier blog , I introduced the term, “Spray and Pray” as way to describe how many sales rep’s presentations go.

The 5 Secrets to Get Your Email Returned

Mr. Inside Sales

Tired of your emails not getting returned? If you’re a sales rep who is sending emails and waiting….and and waiting for responses that never come, then why not use some best practices that will give your emails the best chances of getting a response.

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.

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 Negotiate to Close More Deals

Mr. Inside Sales

There is a disturbing trend I’ve heard with the companies I’m working with. And it starts when prospects begin asking for a lower price or a “deal,” or for a reference before committing, or for a free trial to demo services or products.

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.

Practice Doesn’t Make Perfect

Mr. Inside Sales

We’ve all been taught that practice makes perfect, but it doesn’t. If it did, then we’d all be great golfers, tennis players, and sales reps. But we aren’t, are we? The truth is: Practice only makes permanent. If you practice poor technique—then you’re going to get really good at being what?

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.