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. So, what is the most effective way to sell a pencil?

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Mr. Inside Sales

NOVEMBER 5, 2021

Want some free, proven resources to help you or your team sell more right now? And you can search for any topic that is giving you trouble: For example, need help cold calling? The point is, anything you need to get better at selling over the phone is at your fingertips. Question is, are you taking advantage of it?

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Mr. Inside Sales

JULY 5, 2022

I love to read—or reread—inspiring books that get me thinking about ways to improve my attitude and performance. Below are three books that inspire me each time I read them. This book, Beyond Positive Thinking , is a complete rewrite of my all-time favorite motivational book of his: The Advanced Formula for Total Success.

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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. “I Go back to your qualifying questions here and try to engage them. Think of that. We’re not interested.”.

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Mr. Inside Sales

FEBRUARY 3, 2023

And by adopting the questions above, you will! And if you’d like more scripts like this, then download my Complete Book of Scripts by clicking here. Need More Proven Responses to the Selling Situations You Face Every Day? Want some quick (and easy!) tips that will make you better Right Away? And you can.

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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. Keep selling! By Tibor Shanto.

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Call-back ROI Sales Enablement Sales Coaching 279

Jeffrey Gitomer

DECEMBER 28, 2011

It’s that time of year: “Call me back after the holidays.” Tweet Share Call me after the holidays is not an objection. Reviving Work Ethic is a book that is direly needed by both employers and employees alike. Eric has both work ethic and ethics and this book conveys a message of timely urgency.

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Mr. Inside Sales

NOVEMBER 26, 2022

Now ask an engaging qualifying question…. Again, as an engaging qualifying question…. Now re-engage by asking a qualifying question. Then keep the conversation going by asking an additional qualifying question. Could I be the “next in line” company you call the next time you’re in the market for this?”.

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Face-to-face Decision Maker Objections Gatekeeper 156

Sales 2.0

MAY 15, 2023

More human selling Dave thinks AI will drive salespeople to be more focused on improving their relationship skills. More human selling Dave thinks AI will drive salespeople to be more focused on improving their relationship skills. “I is the wrong question. More selling time…if you want it.

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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. Bonus response: “No worries, I’m not going to sell you anything today.

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Understanding the Sales Force

OCTOBER 10, 2023

A new book about Elon Musk is available. I haven’t read the book yet but I heard the author , Walter Isaacson , interviewed on a podcast. Musk has differentiated himself and his companies by standing out and showcasing his ideas, even though it will sometimes come back to bite him. How is he able to do this?

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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?

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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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Bernadette McClelland

SEPTEMBER 5, 2022

And I called it! But the point is, I also jumped back out as soon as my intuition told me otherwise. And my belief is that jumping back out is something not enough of us do in our life and career. Why don’t we quit the job, leave the friendship, sell the chattels, admit we were wrong? I said, ‘I’m done!’

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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? Remember: You can’t close an unqualified lead. Get Access Today.

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Mr. Inside Sales

DECEMBER 5, 2022

These are just some of the questions you need to get in the habit of asking yourself this month, and you need to be completely clear on exactly where each dollar is going and where you’re going to be financially by the end of 2023. Need More Proven Responses to the Selling Situations You Face Every Day? So, if you earn $1.50

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The Pipeline

SEPTEMBER 17, 2020

But I question the assumption that they must like you to buy from you? It should be more a question of did they like the results I delivered? When posed with the question of “Do you want to be liked or valuable?” Frankly, you can add LinkedIn to that list when it comes to B2B selling. By Tibor Shanto. You Liked That?

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Mr. Inside Sales

FEBRUARY 7, 2020

How early in life do you know you were meant to be a leader, and how do you position yourself, throughout your career, to express and expand on this calling? These are just a few of the crucial questions that Doris Kearns Goodwin answers in her new book: Leadership In Turbulent Time s. I highly recommend it. Check it out here.

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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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No More Cold Calling

JANUARY 16, 2020

Whether you are a CEO, vice president, or sales manager, you have a central role in your company’s sales process and in the decision to transition from vapid outbound prospecting to selling through referrals. Referral selling is not just one more initiative to introduce to your organization. Sales Team Questions.

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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. Now ask an engaging qualifying question….

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Mr. Inside Sales

FEBRUARY 16, 2020

I was listening to a client’s closing call last week, and when the prospect asked a buying question, the rep answered it and then just remained quiet. Remember: You are the one directing the sale and that means asking for the deal at the right moment—which is often at the end of a buying question. What should she have done?

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Mr. Inside Sales

APRIL 10, 2020

I’d like to thank you, my readers, for your kind comments on my blog series: “Handling the Coronavirus Selling Environment. 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. It is best to reschedule this call. That means there is still interest here.

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Sales and Marketing Management

FEBRUARY 19, 2018

Author: Tony Hughes When I sell, there's usually something nagging at my conscience that I'm avoiding. I start the day and there's someone I'm afraid to call. We don't really see gut instinct discussed in many books or blogs because it's our inner dialog, our inner voice and world. Call them first. Yes, I'm human.

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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. 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.

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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.” No surprise, Engage is one of the aspects of selling virtually that is most markedly different from a blended or exclusively face-to-face approach. . Inspire Visually.

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Gong.io

DECEMBER 27, 2021

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. . You’ve been told that it’s a bad call — but how bad, exactly? Tip #2: Beware of selling with slides. How did we do it? Share ‘em. (I

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Partners in Excellence

APRIL 5, 2024

As you will see, Martin has a fascinating and rich career an selling. Martin articulates something that I think so many of us find so exciting about selling: “The main reason is that it challenges you to reinvent yourself and stay current with your knowledge because it is the most dynamic industry of all.

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Gong.io

JANUARY 25, 2022

COLD CALLING. . Cold calling never works. That’s a true statement IF you don’t listen to what the data tells you about cold calling. The Gong Revenue Intelligence platform captures millions of customer data points (anonymized, of course) from phone calls to web conference meetings to emails. Dinosaurs: Dead. Pagers: Dead.

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Gong.io

NOVEMBER 22, 2021

What company are you calling from? Why are you calling me? Cold call objections are par for the course for outbound sales reps. Follow this 3-point framework to overcome any and all cold call objections you will face. Bonus: We’ll also share 4 cold calling tips to avoid cold call objections entirely.

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Gong.io

SEPTEMBER 22, 2021

You could have used those analytics to steer them back on course the moment things went sideways. Sales analytics to improve booked meetings from cold calls. Watch these metrics to understand whether your approach to booking meetings using cold calls works: Calls made. Calls longer than one minute.

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Go for No!

JUNE 6, 2023

I recently listened to a sales trainer’s seminar about cold-calling prospects. If I get interrupted by a phone call at my desk by someone asking me about the weather, I take that as a total absence of respect for my time. The next piece of advice was to ask a follow-up question. You’re selling, so sell.

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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. Good salespeople don’t sit back and wait.

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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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Sales Hacker

MARCH 12, 2023

In sales, it’s only natural that we’re using email to set up calls, demos, and appointments. Email CTAs, aka, the call to action. What is an email call to action (CTA)? What is an email call to action (CTA)? An email call to action is a short, simple phrase that usually appears at the end of your email.

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Hubspot Sales

FEBRUARY 20, 2019

In order to sell someone, you first have to get them to book a meeting with you. Reps make countless calls each day, hoping and praying that one of their prospects will pick up the phone. Is this a sales call?" Back to square one. Those three steps are called disarm, purpose, and question.".

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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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