Mr. Inside Sales

MARCH 2, 2024

Have you ever interviewed for a job you really want, thought your interview went well, and then didn’t get called back for it? I’ve helped sales managers and business owners interview hundreds of potential sales reps over the years, and I’ve identified 3 top mistakes that virtually eliminate sales candidates on the spot!

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Mr. Inside Sales

MARCH 17, 2024

Not only is it hard to get prospects back on the phone, when you do, you usually lead off with the ineffective opening line of: “Did you have a chance to review that email I sent you?” If you follow this strategy, then you’ll be ready to side step the email stall and get right back into qualifying! but face it—they rarely are.

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Mindtickle

APRIL 9, 2024

In the past, most B2B sales were conducted face-to-face – perhaps in a prospect’s conference room or at a golf course. Many deals are closed today without the buyer and seller meeting face-to-face, a practice known as inside sales. The shift to remote sales accelerated during the pandemic. What is inside sales?

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Mr. Inside Sales

OCTOBER 2, 2020

Remember: You can’t close an unqualified lead. Yet that’s still what many sales reps and teams are trying to do. If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. Get Access Today.

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Mr. Inside Sales

MAY 11, 2023

Should I go back to school?” While managers want you to jump on the next call, go from a negative experience and be positive again and “smile and dial,” you know how hard that is. Just accept it and get back to neutral. How are you going to keep from talking past the close? or actually get back to the script?).

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Mr. Inside Sales

MAY 11, 2019

If you get this objection—while closing or qualifying—then the worst thing you can do is try to answer it or overcome it. And until you find out what’s really holding your prospect back, you’ll just go around and around in circles. And only when I understood what was really holding my prospect back did I begin to close more sales.

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Mr. Inside Sales

APRIL 22, 2019

How many tie-downs and trial closes do you or your team use during their presentations? What’s a trial close?” In an earlier blog , I introduced the term, “Spray and Pray” as way to describe how many sales rep’s presentations go. This is just one small example of introducing an objecting by pitching past the close.

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Mr. Inside Sales

JULY 6, 2021

Stalled sale. Let me think about these and get back with you.”. Luckily, there is a best practice around this and it is: Stick with your main product or service, close that deal first, then circle back around and pitch the ancillary product/service. ON DEMAND SALES TRAINING THAT GETS RESULTS! Sound familiar?

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Mr. Inside Sales

APRIL 30, 2023

They talk over their prospects and generally learn very little about what it takes to close a sale. Compare that with your own close rate or your team’s closing percentages. Compare that with your own close rate or your team’s closing percentages. ON DEMAND SALES TRAINING THAT GETS RESULTS!

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Mr. Inside Sales

FEBRUARY 3, 2023

You’ll find them below, and I guarantee that if you use them, you’ll not only identify buyers faster, but you’ll feel more confident, you’ll close more sales, and your income will grow— starting today. </strong> appeared first on Mr. Inside Sales. tips that will make you better Right Away?

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Mr. Inside Sales

APRIL 23, 2021

Here’s one way I have successfully dealt with this and gotten the prospect to reveal what was really holding them back. If you find the real objection even half the time, you’ll be that much closer to closing more sales! ON DEMAND SALES TRAINING THAT GETS RESULTS! appeared first on Mr. Inside Sales.

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Mr. Inside Sales

APRIL 1, 2019

—and one of the sales reps brought up today’s quote as we were reviewing calls during the training. The call was a closing presentation—a demo, really—and after about an hour of slides and features and benefits, the rep was anxious to set next steps: schedule another demo call, schedule another Q & A session, etc.

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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. Let’s review briefly: We all know that “you can’t close an unqualified lead.” Yet that’s still what many sales reps and teams are trying to do.

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Mr. Inside Sales

OCTOBER 25, 2019

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?”. They put the control of the call in your prospect’s hands. Prospect}, I’ve been excited to get back to you today. You isolate that stall!

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Mr. Inside Sales

JUNE 11, 2021

Sales people like to talk; if you don’t believe me, just listen to a recording of one of your reps (or of yourself!). And that’s because when your mouth is open, your ears are closed. In sales, less talking and more questioning and more listening is the key to success. This is a problem. Get Access Today.

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Hubspot Sales

FEBRUARY 3, 2021

If you find yourself in a position like that, you might want to consider transitioning from outside to inside sales. And to help your case, we reached out to HubSpot experts who made that jump for their input on what mastering inside sales entails. By her account, inside reps should "always be present.I

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Mr. Inside Sales

NOVEMBER 5, 2021

And you can search for any topic that is giving you trouble: For example, need help cold calling? Need help closing more business? The best (and most affordable) on-demand inside sales training program? Feel free to forward this email to everyone on your inside sales team. Click here. Click here. Click here.

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Mr. Inside Sales

OCTOBER 25, 2021

Key Number Three: Attempt a trial close. Set a follow up call after they have pitched the decision maker. Either way, learning how to do a better job at dealing with the influencer will go a long way to controlling the sale, and making more of them! Unlimited License: One to 100 reps can attend for one low price!

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Gong.io

MARCH 19, 2020

Here’s what you – aka sales professionals – need to know to make the switch. . It’s the ultimate test to becoming a world-class inside sales rep. . Remember: they’re always one tab-switch away from going back to email. . Calling for a quick check-in? Close your note-taking app. 1 Master the Online Demo.

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Mr. Inside Sales

AUGUST 16, 2019

The problem I’m hearing is that sales reps—both newer reps and even some seasoned reps—immediately drop the price or offer a trial, or readily hand out references thinking that this is what will close the sale. If they say they still need to think about it, it’s up to you to keep closing and isolate the real objection.

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SalesHandy

MAY 6, 2021

B2B sales can be complex and confusing with many different processes, practices and models it’s made up of. Inside sales is one such model. With more than 50% of new B2B sales jobs being inside sales roles, it’s no longer a niche operating model. What is Inside Sales? Sales cycle times.

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Mr. Inside Sales

SEPTEMBER 16, 2022

Whenever a prospect told him that, he simply asked: “And besides price, what else is holding you back?”. If they tell you that something else is holding them back, then you don’t have to address price right now. If they tell you that something else is holding them back, then you don’t have to address price right now.

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Mr. Inside Sales

SEPTEMBER 26, 2020

When you open your mouth, you close your ears. Then feed these back to them. Remember, when you open your mouth, you close your ears. Use these 3 simple methods to close your mouth and open your ears. ON DEMAND SALES TRAINING THAT GETS RESULTS! 2) Write down key words or phrases your prospect uses.

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Mr. Inside Sales

SEPTEMBER 11, 2020

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. First, understand what’s happening here: Remember the law in sales: Leads Never Get Better! This approach cuts to the chase and acts like a mini trial close.

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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. ON DEMAND SALES TRAINING THAT GETS RESULTS! Qualifying prospects.

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Score More Sales

APRIL 11, 2014

The state of the profession known as Inside Sales – or Remote Professional Selling – is thriving. While outside sales positions are on the decline, Inside Sales positions are growing at a phenomenal rate. Smart companies in nearly every industry are building out strong inside sales teams now.

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Mr. Inside Sales

AUGUST 27, 2021

It’s no wonder I was struggling and not closing many sales! And, by the way, this is also how I help companies improve their sales process as well. So this week, seek out the top producers and model your closing skills after theirs. ON DEMAND SALES TRAINING THAT GETS RESULTS! Get Access Today.

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Mr. Inside Sales

JUNE 25, 2022

I have listened to thousands of sales calls over the years, and I spend the majority of my coaching and training hours listening to sales calls even today. 2: If you’re speaking with a client and you’re asking if they need to order anything, don’t say: I’m just calling to see if you need anything today? . #2:

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Mr. Inside Sales

JUNE 2, 2018

If you’re a manager, can you do your reporting and metrics measurement without the host of intelligence tools measuring call times, funnel stage reviews, etc.? All those data points are what you use to find the right lead to call or to close a current deal. 3: Will AI finally eliminate cold calling? Probably not….

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Mr. Inside Sales

JULY 24, 2022

Here’s how: If you’re qualifying a prospect to pitch later, and you know that price is the biggest objection you get, then qualify for it so you’re not ambushed when you get to the close. And: “I’ve certainly heard of them, just out of curiosity, what keeps you coming back to them?”. Remember: You can’t close an unqualified lead!

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Mr. Inside Sales

MARCH 1, 2021

I started showing up an hour before work began, and I headed straight to my desk and began making calls. I spent my lunch hours listening to my calls and critiquing them. At night before I went home, I took an extra half hour to lay out all my leads and call backs for the next day so I could hit the ground running when I got in.

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Mr. Inside Sales

JUNE 2, 2018

AI and Inside Sales: 3 Things You Need to Know Now. How Artificial Intelligence (AI) and Sales Automation Software Tools Platforms are Affecting Inside and Outbound Sales. Quick: Can you tell me, in three sentences or less, exactly what AI is and how it is going to impact your sales career or company?

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Mr. Inside Sales

DECEMBER 12, 2020

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…”. Nice start, huh?

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Mr. Inside Sales

JUNE 17, 2022

Jeffrey Gitomer tells a great story about how he once bet a client his entire training fee on whether there were more than eight objections their sales team got on a regular basis. 7: #8: Turns out, this company’s “complicated sale” had just six objections they got 90% of the time. Make it easy on yourself and do this exercise today.

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Mr. Inside Sales

AUGUST 7, 2022

If you are new to receiving these sales tips, or even if you have been subscribed for a while, I want to give you something that will help you sell more. It’s not often that we get something for free, but I’m going to give you some resources, some inside sales techniques that will help you sell more with less resistance.

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Mr. Inside Sales

JANUARY 22, 2021

If you’re like most sales reps, then you’re probably doing a lot more talking (read pitching) than you are listening. Remember: Whenever your mouth is open, your ears are closed. If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today.

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Mr. Inside Sales

JUNE 7, 2021

After we went through the call, I suggested it would be much more effective for the rep to know the client’s buying motives (his needs, wants, and wishes) before giving the presentation. Near the end of your presentation—right before discussing pricing—you’ll be able to use a trial close to see if your prospect is bought in.

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