Mr. Inside Sales

JANUARY 14, 2023

NOTE: While this article talks about using this technique as an interview question to determine what kind of sales rep you’re about to hire, it’s also a great technique for managers to use to diagnose what is wrong with reps who may not be hitting quote consistently. When I’m interviewing sales reps, this is my favorite question.

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Face-to-face Gatekeeper How To Sales Qualified Lead 254

Mr. Inside Sales

SEPTEMBER 10, 2021

In my book, Power Phone Scripts , I talk about the secret of sales. And the secret is to be prepared for the recurring selling situations, blow offs, objections, and situations you get 80 to 90% of the time. Go back to your qualifying questions here and try to engage them. Think of that. We’re not interested.”.

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Face-to-face Objections Gatekeeper Decision Maker 240

No More Cold Calling

FEBRUARY 13, 2020

An executive reads the latest book and declares the precepts in the book are the company’s new strategy. Employees ignore these flash-in-the-pan announcements, because they know another new book and strategy will come along soon. Lior Arussy answers that question in his post, “ Why Your Bold 2019 Strategy Is D.O.A.

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Webinar Metrics Strategy Cold Calling Customer 339

Mr. Inside Sales

NOVEMBER 26, 2022

Tired of getting blown off with the objection: “We’re all set,” when prospecting? Or maybe you get one of these variations of the “We are all set” objection like: “We are okay with our present system.”. Response One: “That’s great, and I’d just like to see if we could get on your vendor list for the next time you’re in the market.

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Face-to-face Decision Maker Objections Gatekeeper 156

The Pipeline

MARCH 31, 2020

As I mentioned yesterday, I am going to point you to two great books coming just at a crucial time. George shines a light on the assumptions that hold your sales organization back As soon as you see the title you know why it caught my eye. The Question. There it is, a clear question. By Tibor Shanto. Keep selling!

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Call-back ROI Sales Enablement Sales Coaching 279

The Pipeline

SEPTEMBER 17, 2020

Certainly, it helps to like and get along with service and product providers or your vendors in general. But I question the assumption that they must like you to buy from you? I get it, it is core to the human experience, but is it a core requirement for every sale? But business should be about results, not about being liked.

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Hiring Fashion Facebook Pivotal 286

The Pipeline

OCTOBER 4, 2021

I had the opportunity to dissect a recorded Discovery call with a team last week. Taking a bit braver approach, translating data into questions, then leveraging the response to educate the buyer. As an interruption, we need to move the call to where the outcome has greater value than the interruption. By Tibor Shanto.

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Data Objections ACT Lead Rank 368

Mr. Inside Sales

OCTOBER 2, 2020

If this describes you, then using today’s ‘one question’ before your demo can eliminate almost 100% of that dreaded feeling…. Each of your demos (presentations) should begin with a series of brief qualifying questions. Simple, yet powerful question, isn’t it? ON DEMAND SALES TRAINING THAT GETS RESULTS!

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Closing Face-to-face Sales Qualified Lead Gatekeeper 189

Mr. Inside Sales

DECEMBER 5, 2022

Now that December is here, it’s time to get clear on exactly what you’re going to accomplish in 2023. Secret #2: Get clear on where every dollar of your income is going to go. If you aren’t aware of this important concept, then do a search on Amazon and buy a book that resonates with you. So, if you earn $1.50

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Face-to-face Exact Gatekeeper Decision Maker 156

Mr. Inside Sales

AUGUST 12, 2022

The first preseason games are in the books, and coaches are watching game film and teaching players how to improve every week. Ellis said, “Early in my career, Bill called me into his office, and we sat there, for a long time, studying game film. But my career turned around when I began asking for bigger orders on every single call.

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Closing Film Face-to-face Inside Sales 195

Mr. Inside Sales

APRIL 8, 2022

This blog post is for those of you who haven’t purchased and read any of my book of scripts yet (what are you thinking? ). The question is: what do you say to it? And then use a qualifying question regarding what they use, how often they order, etc. ON DEMAND SALES TRAINING THAT GETS RESULTS! Get Access Today.

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Face-to-face Gatekeeper Decision Maker Licensing 156

Steven Rosen

AUGUST 4, 2022

Midyear business review – time to get your team focused on crushing it! Make sure that you have mid-year business reviews booked with each of your teams. Ask good questions to make sure they have a solid plan of action. The second secret is what I call raising the bar on performance. It’s a way of thinking.

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Objections Call-back Sales Leadership Meeting 156

No More Cold Calling

JANUARY 16, 2020

I’ve been there—given a quota (usually without my input) and a list of client companies, and then told to “go at it” and do whatever it takes to get meetings. Above all, your job is to get the rocks out of the road for your salespeople—your account executives and everyone on your sales team—so they can do what they were hired to do: Sell!

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Referrals Sales Management Hiring Scale 328

Mr. Inside Sales

DECEMBER 4, 2020

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. It’s no wonder that the most liked blog post I’ve put out over the last two years deals with a proven way to overcome the rejection and the objections you get while cold calling. Enjoy and happy holidays!

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Face-to-face Decision Maker Cold Calling Objections 191

Mr. Inside Sales

MAY 9, 2020

Skip any of these and it can come back to sabotage the sale. Obviously, there is an art to gathering this information, and I’ve written about it extensively in my book, The Ultimate Book of Phone Scripts. Timeline is so important, in fact, that it is often the first question many pros ask of a prospect. Get Access Today.

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Decision Maker Face-to-face Gatekeeper Licensing 161

Understanding the Sales Force

APRIL 4, 2024

The 3 Most Important Questions about Sales Process and My Answers Sales Pipeline – Reality vs. What Your Salespeople Know and Think Key to Successfully Hiring Salespeople: Getting it Right Versus Getting it Over With How To Determine If Your Sales Process Is Effective Should You Restage Your Sales Pipeline?

Hiring 149

Hiring Sales Leadership Sales Forecasts Forecasting 149

The Sales Hunter

MAY 28, 2019

You can’t make too many sales calls of any type without encountering one. The first thing we need to do is to get rid of the name gatekeeper and view them more as a “door-opener.” One type of gatekeeper or “door-opener” is the traditional receptionist or person merely tasked with answering and routing calls.

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Gatekeeper Decision Maker Call-back Follow-up 220

Gong.io

SEPTEMBER 22, 2021

You could have used those analytics to steer them back on course the moment things went sideways. You’d have fewer lost deals right now and you’d be heading for the long-term results you want (like an accurate forecast and a President’s Club-level sales team). Sales analytics to improve booked meetings from cold calls.

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Analytics Cold Calling Call-back Lead Rank 132

Gong.io

AUGUST 24, 2021

We analyze sales conversations and deals using AI, then share the results to help you win more deals. I knew I’d get a reply. . After an eternity of going back and forth, I decide to go with a quick, “ Hey Meg – Did you see my previous email? ”. Get ready to update your cadences. Get ready to update your cadences.

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Follow-up Call-back Real Estate Meeting 164

Mr. Inside Sales

APRIL 10, 2020

I’ve received some useful pointers that I’ll continue to pass on to you all as well as answer some of your direct questions. Several readers sent in COVID-19 specific objections and stalls they’ve received over the last two weeks, and I encourage you to send in any other questions or difficult selling situations you or your team come across.

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Objections Nonprofit Face-to-face Call-back 233

Sales and Marketing Management

MARCH 23, 2020

As popular as it was for leaders and goal-getters, I discovered the habits applied just as well to salespeople, and the book became my how-to manual for selling. One executive said, “Sometimes it feels as if people are trying to make a sales call for the sake of logging some activity. No sales, no company. It is your compass.

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Real Estate Webinar Metrics Intent Face-to-face 320

Shari Levitin

MAY 4, 2022

She checked out ten books per week, brought them back, and got ten more. Now, 75 years later, she not only learned the language and received a partial scholarship from UC Berkeley, but she’s also published 40 books of her own and performs keynote speeches to teach young children about the atrocities of genocide. You just do it.

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Call-back Face-to-face Follow-up Exact 118

Sales and Marketing Management

JANUARY 11, 2021

We call this the Engagement Threshold. That’s why we include Engage among the 4 Virtual Selling Imperatives shared in our book “Virtual Selling.” It’s critical for sellers to open strong in meetings, and to be incisive in communications, to make sure they get buyers to focus on them and only them. Working on other projects.

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Buyer Meeting Fashion Face-to-face 194

Mr. Inside Sales

OCTOBER 14, 2019

If you have, then you’re probably missing one of the most important “pre-qualifying” questions you should be asking on each and every demo call before you launch into your actual presentation. Simple, yet powerful question, isn’t it? You’ll be more in charge and you’ll become a better closer as a result!

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Closing Face-to-face Sales Qualified Lead Gatekeeper 138

Gong.io

DECEMBER 27, 2021

We analyze sales conversations and deals using AI, then share the results to help you close more revenue. And a discovery call “best practice” that actually tanks your success rates. To help you get the most out of your year end, I pulled together the 5 best data-backed tips of 2021. . Why did we do it? Share ‘em. (I

Data 127

Data Negotiation Call-back Decision Maker 127

Partners in Excellence

APRIL 5, 2024

Of course, what I did not realise was that every role requires sales skills – whether direct or indirect in terms of influence – and ultimately, we are all judged by financial results. In Sales, of course, you have to get people both to buy into the long term vision of the company and deliver quarterly results.

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PeopleSoft Software Software Course 105

Alice Heiman

MARCH 7, 2023

A typical B2B sales strategy relies on Sales Development Reps (SDRs) making cold calls or cold emails to try to set up an appointment for an Account Executive (AE) to deliver a sales pitch. The SDR in turn calls the prospect and sets up a sales call for the AE to pitch. Everyone gets inbound referrals.

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Referrals Top of Funnel Closing Strategy 131

Partners in Excellence

MARCH 14, 2024

At that time, my clients were asking me the same questions, I wrote a paper to help them think about the issues and how to manage through and thrive. Get the data, understand it, and face the music. The most effective strategy is to do less, stopping all but the few critical programs that produce proven results.

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Face-to-face Lead Rank Lead Scoring Churn 111

Hubspot Sales

JUNE 21, 2023

An objection is a legitimate concern that could threaten a deal, while a brush-off comes from a less genuine place — it's a knee-jerk reaction prospects raise when they want to quickly and abruptly end a sales call. Prospects are busy, and your call is undoubtedly interrupting their work. Meeting booked, and attention earned.

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Buyer Decision Maker Vendor How To 103

Zoominfo

FEBRUARY 15, 2022

Pay close attention to how you use your time to pinpoint where you can get more efficient in your day. Example : Organize your work into two windows and put communication platforms (Slack, email, and calendars) in one, and call logs (like Frontspin) and other sales tools (like Salesforce or Chili Piper) in the other. It’s a journey.

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How To Call-back System Face-to-face 130

Mindtickle

JUNE 22, 2023

Let’s not beat around the bush: nobody likes getting cold calls. Research from our 2023 State of Sales Productivity Report found that during a call, buyers asked an average of 18 questions, a significant increase from 13 questions in the 2022 report. First things first: Is cold calling legal?

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Cold Calling Lead Rank Lead Scoring Ideal Customer Profile 98

Gong.io

APRIL 2, 2021

Even if you only master one of these pipeline-building techniques and you’ll end the month with more meetings booked (and close the quarter on the right side of quota). Prospecting Technique #1: Use This Cold Call Opener. Here’s a tip : Start your sales calls with this cold call opener : How’ve you been? performs 6.6X

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Meeting Prospecting Cold Calling ROI 124

Gong.io

JANUARY 11, 2022

But how do you actually write that sales email that gets opened, read, and clicked? First, every form of communication and every type of interaction — text, email, in-person, phone, video call, and so on — is a reflection of who you are as a company. Here’s a quick explanation of how we get our data. . Close more deals?

Data 112

Data ROI Negotiation Top of Funnel 112

Partners in Excellence

SEPTEMBER 27, 2022

And we can see the results of this! That we actually start thinking about what we are doing, that we go back to basics of how we and our customers can accomplish more. That we actually start thinking about what we are doing, that we go back to basics of how we and our customers can accomplish more. It can be a telephone call.

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Meeting Call-back Face-to-face Maximizer 106

Gong.io

JANUARY 2, 2023

As a result, their close rates will suffer. Sales qualification is a key step in the sales process in which a salesperson determines whether a prospect is a good fit for a product or service. If there’s a good match, the sales rep can qualify the prospect. Why is sales qualification important? The same idea applies to B2B environments.

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Ideal Customer Profile Lead Rank Sales Qualified Lead Lead Scoring 149

Gong.io

JULY 5, 2022

While B2C unicorns like Netflix and Uber can take a product-led approach and drive sales using organic consumer hype, we B2B reps need to be a bit more strategic and methodical about the steps that lead from initial interest through to getting the dotted line signed. The B2B sales funnel is a popular method for modeling this journey.

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Top of Funnel Funnel Examples B2B 133

Mindtickle

NOVEMBER 16, 2022

Managers are meeting with their teams as a whole, and individually to discuss open opportunities in flight, how they are progressing and how they can help get them to closed-won. Since it is more of a time commitment for managers, it gets pushed to the back burner, with other pressing tasks taking precedence over it.

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Coaching Sales Coaching Call-back Face-to-face 52