Mr. Inside Sales

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.

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?

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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?

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.

Your New Schematic for Next-Level Sales Coaching & Enablement

Speaker: Matthew Hawk, President of B2bTrainers

The term “sales enablement” applies to a dizzying array of best practices and technologies. In addition, there is tremendous competitive pressure not to fall behind. No matter where you are in your current sales enablement strategy, one thing is key: success ultimately rides on the habits of your sales managers & marketers. In this webinar, Matthew Hawk will lay out an in-depth schematic for your next-level sales coaching, demonstrate the key activities that comprise success, and walk you through several examples of sales coaching cadences that apply to all salesforce sizes.

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.

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.

Stop Telling and Start Asking!

Mr. Inside Sales

Once very couple of years, I like to re-run this article on the importance of asking questions as opposed to pitching. While this context is presented as an interview, it is completely translatable to sales—and that means YOU.

Can You Make Your Goal This Year?

Mr. Inside Sales

Can you make your revenue goal this year is the same thing as asking: Can you run a marathon? You know, a 26-mile marathon race? Listen carefully to what your mental answer is: Yes or No. When I ask that question at a sales conference, the majority say no, they can’t.

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!”

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!

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.).

Two Great Questions for 2021

Mr. Inside Sales

Welcome back to your home office; how do you feel? Overwhelmed? Under pressure already? If so, then you’re not alone. Most company’s sales teams are under immediate pressure to begin accomplishing their new goals and sales targets for 2021.

How to Overcome the Email Stall

Mr. Inside Sales

What do you say when you get this stall while prospecting? If you’re like many sales reps, you accept it and become a willing participant in the follow up chase that ensues. And you know how frustrating that is.

How To 216

Holiday Sale!

Mr. Inside Sales

Still hoping you’ll get what you want this holiday season? Why risk it? Give yourself the gift that will keep on giving in 2021 and beyond: A proven way to make more money, with less rejection, selling over the phone!

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.

Best Motivational Book Recommendation for the Holidays

Mr. Inside Sales

It’s been a challenging year with Covid, and as cases skyrocket it seems as if it could be a rough winter…. With the holidays and the end of the year just around the corner, I think it’s time to give your attitude a boost.

3 Ways to Handle: “I Don’t Have Time for the Presentation”

Mr. Inside Sales

We’ve all been there – you call your prospect back at the appointed time for your presentation and they tell you any of the following: This isn’t a good time, OR. I’ve got another meeting in 10 minutes, OR. How long will this take?” What to do?

A Christmas Story For You

Mr. Inside Sales

Have you read “A Christmas Carol” by Charles Dickens lately? Seen the movie? I once had a chilling reminder of the bad “Ghost of Christmas Future,” that I narrowly avoided all those years ago.

3 Keys to Dealing with Difficult Prospects

Mr. Inside Sales

I listen to a lot of calls each week that my clients send me. This week, I listened to a closing call from one of their reps, and here is how the prospect opened the call: Prospect: “Let me just tell you upfront that we’re looking at a lot of different options right now of which yours is just one…”.

The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

3 Easy Ways to Better Listening

Mr. Inside Sales

When you open your mouth, you close your ears. We all know the importance of listening to our prospects and clients, so why are we doing so little of it?

Most Popular Post of the Last Two Years

Mr. Inside Sales

If you prospect by phone for a living, then you’re no stranger to rejection. If you don’t learn to feed on it, to use it as fuel to motivate you to make more calls, then it can be rough going.

Black Friday: On-Demand Training on Sale First Time Ever!

Mr. Inside Sales

Want to make more sales? Then learn and use better sales techniques. It’s really as simple as that. And today, I have an easy way for you and your team to do that: Get access to the Best Inside Sales Training available anywhere and save 20% for the first time ever!

I looked It Over and We’re Not Interested

Mr. Inside Sales

I’d like to revisit an objection and give you, once again, the scripts to deal with it. I still get requests from clients, as well as readers, about how to handle getting blown off when they call a prospect back.

7 Keys to Creating Massive Value in Your Sales Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results.

5 Ways to Get a Jump on Fall Production

Mr. Inside Sales

Let’s face it, 2020 has been a tough year. First the pandemic; then being sent home to work; then finding it hard to contact people—who are also working from home…. Now that fall is almost upon us, things are still up in the air: are our kids going back to school? Are we going back into the office?

Are You Still Asking: “Is this a good time”?

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 presentation call backs), is alive and well—unfortunately. I still receive emails asking me whether to ask this or not. Some swear by it, while others never use it.

“If You Can’t Measure It, You Can’t Improve It.”

Mr. Inside Sales

Peter Drucker—author of over 39 books on business—has been credited with inventing modern business management. He’s credited with perhaps the most fundamental quote in business management, and it’s this: “If you can’t measure it, you can’t improve it.”.

A Better Way to Follow Up

Mr. Inside Sales

If you begin your follow up calls like this: “Hi, I just wanted to see if you read the email I sent you?”. Then you’re going to want to read this post all the way through and adopt a better practice way of opening your follow up calls.

[On-Demand Webinar] The State of Customer Education: Trends and Benchmarks Report

Speaker: Sandi Lin & Linda Schwaber-Cohen

In this webinar, Skilljar CEO Sandi Lin shared learnings from Skilljar's recent study and her insights on the state of Customer Education. She dug into key findings so you can benchmark against industry trends and understand how your strategy and metrics compare.

Getting Buy-In Before Discussing Price

Mr. Inside Sales

If your sales process involves giving a presentation (virtual or otherwise), and at the end of it you provide pricing options and then close, then this article is for you.

How Your Attitude About Sales, Affects Your Sales

Mr. Inside Sales

Have you ever stopped and examined your attitude about sales? About having to be a salesperson? When someone asks you what you do for a living, are you embarrassed to say you’re in sales? Do you find that demeaning? I used to. I used to harbor a belief that I was better than being just a salesman.

Special Thanks to my Readers and A Gift For You!

Mr. Inside Sales

The results are in! I’d like to thank all my readers and clients who voted for my company, Mr. Inside Sales! We have won the AA-ISP’s prestigious award of: Top Service Provider of the Year—2020 Award!

One Question to Close More Demos

Mr. Inside Sales

How many of you hold your breath at the end of your demo? Wondering if the prospect is sold and/or what they’re going to do next? If this describes you, then using today’s ‘one question’ before your demo can eliminate almost 100% of that dreaded feeling….

How to Redirect Your Indirect Channels by Enabling the Right People

Speaker: Jay McBain, Principal Analyst – Channels, Partnerships & Ecosystems

We are in the middle of a major transformation of how companies go to market – in fact, 76% of global CEOs feel that their current business models will be unrecognizable in the next 3 years. Join Jay McBain from Forrester as he unpacks these future trends.

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. And why not? It makes sense, doesn’t it? People are losing their jobs, working from home, business is down…. Seems like the end of the world, doesn’t it? Well, it isn’t.

How To 188

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…. I can’t tell you how many recordings I listen to each week where sales reps are still struggling to deal with objections because they insist on trying to overcome them. It’s a lot of work. Not only that, but after you’ve given your response, have you ever found that your prospect just comes up with another objection?

Change Your Attitude with These Sayings

Mr. Inside Sales

How often do you feed yourself empowering statements? Getting positive and staying optimistic takes constant feeding, constant reinforcement.

Use This Email for Missed Sales

Mr. Inside Sales

You pitch, you wait, then you get the email that says: “We’re not in the position to do this at this time…”. We’re going to pass on this right now…”. What do you do? First of all, realize that you can’t win them all—at least not now. But that doesn’t mean you can’t win them later. How you handle your response to that email will determine if, and what kind of, opportunity you will get later. Hint: Don’t whine, don’t beg, don’t accuse.

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.