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!”

Most Popular Article of 2016

Mr. Inside Sales

If you are a subscriber to my weekly ezine, then you know I publish a new article every week. It’s not surprise, then, that the most popular article I wrote in 2016 is one that gives you, the front line sales rep, a proven way to overcome some of the resistance you face each and every time you pick up the phone to make a cold call. Most Popular Article of 2016: I receive emails from my readers all the time asking me how to handle various objections and resistance statements.


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Most Popular Article of the Last Two Years!

Mr. Inside Sales

I thought you’d benefit from my most popular article I’ve published over the last two years. It’s no surprise it deals with objections you get while prospecting. Note: There will not be a blog article next week on Christmas Day. The post Most Popular Article of the Last Two Years! 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.

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37 Ways to Inspire Confidence in Your Prospects

The Sales Heretic

So how can you increase your prospect’s [.]. Sales articles confidence free prospect risk testimonialsIn my last post, I discussed the role risk plays in preventing people from making purchasing decisions. The greater the risk, the less likely a person is to buy. Which means, the more you can reduce the perception of risk in buyers’ minds, the more sales you’ll make.

Considering Technology-Driven Sales Prospecting? Examine the Pros and Cons of Automation

Sales Benchmark Index

As COVID-19 has left many businesses scrambling to adapt to changing economic and technological conditions, many top sales leaders are actively embracing the new normal with the latest technologies and best practices to improve their teams’ efficiency and make their.

Sales Article about Social Prospecting

Customer Centric Selling

Sales Training Article: How Social Prospecting Helps Forecasting. Connections Your team needs to take more responsibility setting appointments with prospects. The number one way teams are doing this today is through Social Prospecting. These 5 Steps to Social Prospecting will help get the ball rolling. Reps that can execute Social Prospecting win for 3 reasons. They have a large pool of prospects with direct access to key decision makers.

5 Prospecting Steps To Fill your Pipeline with Gold

Sales Benchmark Index

The root cause of an empty pipeline is failure to prospect. Having a Prospecting Plan fills your pipeline and identifies the right prospects to engage. The number one reason a sales rep fails is an empty pipeline. So how do.

How Sales Leaders Are Prospecting in a COVID-19 World

Sales Benchmark Index

As my colleague points out in his recent post, Article Sales Strategy UncategorizedWaking up today, there is a lot of uncertainty in your world as sales leaders. The way you are interacting with customers and even your own sales team have changed overnight.

How Do Customers Prospect?

Partners in Excellence

It’s customers prospecting–looking for solutions to their problems. But customers have an analog to what we do in prospecting. They find (or try to find) our company websites–reading articles, case studies, even product pages. Customers do prospect.

Top Kurlan Articles Debunking Sales Studies and Articles

Understanding the Sales Force

I have read an awful lot of studies and articles over the last several years and while most of them have merit, some of them are either dead wrong, or have drawn incorrect conclusions. Harvard Business Review Article on Sales Leaves Me with Mixed Feelings. Selling Power – Article Hits Then Misses the Mark on Sales. Software Advice – Do Your Salespeople Have to Give Up Control to Their Prospects? (c) Understanding the Sales Force by Dave Kurlan.

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7 Articles to Boost Your Sales Success With Buyers

The Sales Hunter

In recent blog postings, I have talked a lot about sales prospecting. I know that for many of you, your sales efforts require that you prospect and sell to professional buyers and purchasing departments. Below are 7 articles I’ve written that dig into the unique dynamics of working with buyers and purchasing departments. Blog Prospecting Purchasing Department buyers prospect purchasing departments sales prospecting

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10 Most-Read Sales Articles of 2018


Social media has completely transformed the way people interact with each other—including the way sales professionals interact with customers and prospects. Social selling is a sales technique that leverages social networking sites to identify prospects, build relationships, and ideally, close more deals. Key Takeaways from the Best Sales Articles of 2018. The post 10 Most-Read Sales Articles of 2018 appeared first on ZoomInfo Blog.

10 Most Popular Marketing Articles of 2018


Thus far, we’ve covered the most-read articles for sales professionals and recruiters. There will always be prospects who need B2B products or services. Consider these statistics ( source ): 88% of marketers say their customers and prospects expect a personalized experience. Key Takeaways About Our Top Marketing Articles in 2018. And there you have it– our top ten most popular marketing articles of 2018.

Sales Prospecting: Fill the Funnel with Real Sales Opportunities

Sales Benchmark Index

Article Sales Strategy SBI on Demand sales prospecting

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Guide for Sales Prospecting in Logistics and Transportation Companies


Such as prospecting, finding sales opportunities, or even completely new customers. In this article, you will learn the best ways to prospect in the logistics sector. Sales Prospecting Vertical Industries

Stop Fighting Your Prospects: Overcoming the ‘Objection Handling’ Mindset

Sales Hacker

You’ll be seen as a combatant, and your prospects aren’t going to be heard. If you take the time to really listen to what your prospects are saying, and if you work with them to explore their ideas and issues, you’ll be seen in a much more positive light. Get on your prospect’s side.

Mastering Tools and Methods of Prospecting Success #webinar

The Pipeline

Prospecting continues to be the most sought after skill when companies hire and promote sales professionals. The better you are at identifying and engaging with the right prospects, the more success you will have in your sales career. But to achieve success in prospecting, you will need to master two key elements. Sourcing the right leads and crucial information needed to reach that prospect. Proven method for successful B2B Prospecting. •

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7 Sales Prospecting Tips to Ignite Even the Coldest Pipes


If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Here’s the thing though, reps need actionable techniques and tips to make their prospecting systematic, smooth, and, of course, profitable.

Tension: The Secret to Engaging Prospects and Driving Action

Sales Hacker

Tension is the seed of thought planted in your prospect’s brain that grows into the idea that their life would be better with your solution. So, let’s dig into how you can create tension and use it to build trust , engage your prospects, and drive action. Teach your prospect something.

Prospects Are Sending Purchase Intent Signals—Are Your Resources Properly Aligned?

Sales Benchmark Index

You are already doing Market Segmentation, which is a great start, but how do you rank accounts within your segments to find the best opportunities?

All-Time Top Kurlan Sales Article

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan As promised for today, I'm revealing the single article, from among my former 999 blog articles which my readers voted "best", to be my 1,000th post. Many people are not going to like this article. Their marketing material usually says something like, "Salespeople must be able to Prospect, Question, Manage Objections and Close. How quickly they develop relationships with their prospects.

Sales Prospecting Tools that Will ROCK Your World with Mario Martinez Jr., Ep. #161


Leveraging technology, social selling , and sales prospecting tools has ushered in a new era for anyone pursuing a career in sales. Buyer behavior and selling motion are completely in sync and it is through correct B2B prospecting that we can succeed in this always-evolving field.

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Social Media vs. Traditional Prospecting: Which is More Effective?

The Sales Hunter

Along with the emails are the numerous articles on the web about how old school […]. Blog Breakthrough Sales University Cold-Calling Consultative Selling Phone Sales Tips Professional Selling Skills Prospecting breakthrough sales university phone sales tips phone tips prospect prospecting selling skills Every day I get minimally 3 – 5 emails from people proclaiming to me how effective their social media plan is for getting new customers.

Combo Article Friday - Finding New Business and Sales

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan I wrote an article for the Sales Blog over at Hubspot on how Inbound Marketing has really been around, like, forever. Mark Roberge, the Chief Revenue Officer at Hubspot , wrote an article there this week that has elicted one of the best discussions I''ve seen in the Sales Blogoshere - and not a single attack on any of the contributors (as of the last time I checked). The article was about who should be your first sales hire.

Sales Education - New Events, Articles and Books

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Today's article has a collection of links to help you, your sales managers and your salespeople become more effective. See this important article for more on the truth about cold-calling. Seth Godin recently posted two articles that you should find helpful. Read this one about misunderstandings and this one about how prospects check you out.

Prospecting At Scale To Grow Sales


Wondering how prospecting at scale can help you grow sales? Scaling your prospecting efforts becomes easier when you focus on these four vital components. RELATED: 4 Best Practices For Incorporating Twitter Into Your Prospecting Sequence In this article: Four Things You Need for Scalable and Effective Sales […]. The post Prospecting At Scale To Grow Sales appeared first on The Sales Insider.

2017 Social Selling App and Article Roundup #6

Adaptive Business Services

Every week it seems that I either run across, or I am introduced to, some really great new apps and articles that pertain to social selling. Articles. For some time now I have been curating “Ultimate Guide” articles. Went back and forth with a prospect figuring out a good time to meet? You might connect with a prospect on Thursday, book them for a call the following Tuesday, give them a demo that Friday, and close before the weekend. How to Prospect on LinkedIn.

The Enterprise Prospecting Guide: 6 Tips for Better Responses

Sales Hacker

Prospecting in the enterprise environment is just different. So, today, we’re going to cover four prospecting tips for breaking into Enterprise Accounts (plus some bonus tips at the end). Building rapport with prospects. Leveraging information to become your prospects doctor.

My Top 14 Articles on More Effective Sales Cold Calling

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Yesterday, I posted this article about why sales cold calling is so bad. I've written a lot of articles about cold calling more effectively, so I have linked to fourteen of those articles below. As long as we are talking about books on selling, these are links to articles on my Baseline Selling site which provide instructions for making more effective cold calls : Saying Hello. Getting Your Prospects' Attention.

How Does Your Buyer Strategy Change When Applying It to Customers vs. Prospects?

Sales Benchmark Index

It’s early November, and only a few weeks away from Thanksgiving. For some, Thanksgiving is an opportunity to reflect on what they are thankful for in life: friends, family, the food on the kitchen table—a smoked chipotle turkey with stuffing and.

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VIDEO SALES TIP: Grab the Attention of a Prospect This Way

The Sales Hunter

We all have those prospects and customers who are tough to reach. A great tool I use is emailing the prospect a link to an article they may find of interest. Blog Professional Selling Skills Prospecting prospect prospecting sales prospecting video sales tip I have used this technique successfully to open up dialogue with many people who otherwise hadn’t been responding to me. Check out this video to see […].

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Why a LinkedIn Article Went Viral(30k views) and Another Didn't

HeavyHitter Sales

  This is the story of two very similar LinkedIn articles. However, one article went viral and was viewed over 30,000 times while the other was seen by 1,000. Before we begin our discussion, it would be very helpful if you took a quick look at both articles:   The 30,000+ Views “Viral” LinkedIn Article.   The 1,000+ Views “Traditional” LinkedIn Article.     THE VIRAL ARTICLE EMPLOYED A “COWCATCHER”.

Are all Sales Prospects Worth Your Time?

The Sales Hunter

You’ve been chasing a sales prospect you think will turn into a great customer, but for one reason or another, the trail has gone cold. The prospect hasn’t provided you with any indication such as proprietary information or sense of time to lead you to believe they may buy from you. If you’re in a market where the selling cycle is short and there are a huge number of sales prospects you can turn into customers, then your strategy should be upfront and direct.

The 7-Step Case Study Formula That Compels Prospects to Buy

Sales Hacker

Today we’re learning a 7-step formula to make the best case studies your prospects have ever seen — case studies that connect to the reader, overcome objections, show what makes your product/service the best, and close the sale. Sales Development Articles

Top Kurlan Articles on Sales Coaching

Understanding the Sales Force

I present my Top Articles on Coaching Salespeople: Why Accidental Sales Training Works More Effectively. Top 20 Kurlan Articles on Sales Coaching. Do Prospects Lie to Your Salespeople Like the Airlines Do? My Top 14 Articles on More Effective Sales Cold Calling.

TMBO Talks on Selling, Prospecting and Coaching Customers With the NBA and WNBA – Part 2

Keith Rosen

Keith Rosen · TMBO Talks on Selling, Prospecting and Coaching Customers With the NBA and WNBA – Part 2.

Phone Sales & Business Prospecting Calls Tools Tips Methods & Ideas

Mr. Inside Sales

Avoid This One Error when Prospecting by Phone. Learn about the best creative, effective phone business prospecting scripts, tools, tips, process, methods and ideas to help you successfully close more sales. I clicked over to hear him doing it (he sells SEO services), and as I watched I noticed he was making one crucial error that was leading to him not getting very far with prospects. As you read this article, can you identify what the mistake in this approach is?

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Develop a Godfather Offer Prospects Can’t Refuse

Sales Benchmark Index

Article Marketing Strategy campaign offer development campaign planning campaign strategy godfather campaign offer godfather offer marketing strategy

The Triple Touch: How to Easily Accelerate Prospect Responses

Sales Hacker

What if I told you there was a simple, 3-step strategy that takes the guesswork out of your sales cadence and accelerates prospect responses? For those of us on the front lines, sending emails, making our phone calls, and getting the attention of B2B prospects can be an uphill battle. Below is a guide on how to take action with this straightforward prospecting strategy that infuses your approach with authenticity, personalization , and efficiency. Sales Development Articles

Why Sales Leaders Should Care About DEI

Sales Benchmark Index

Traditionally, B2B sales teams are mostly dominated by men. Though female sales reps earn a base pay of 33% lower than male reps, women are still paid higher at a commission rate. In fact, 86% of women achieved their set.