Get a Call Back This Week for Halloween

Score More Sales

Have all your calls and emails to your potential buyer not been returned by them? Have you had one conversation and perhaps some interest – then you call back and drop a few emails and get no reply?

Inside Sales Power Tip 114 – Build Trust

Score More Sales

After being in sales for many years, I had an “Aha” moment. I don’t remember ever hearing about this idea in sales training (I’ve been through so many programs over my sales career) but I immediately knew it to be true when it registered in my head.

Inside Sales Power Tip 138 – Confidence

Score More Sales

It is a tricky thing in sales careers when it comes to confidence. How could even a confident person be confident as a newer sales rep? Eliminate phrases like, “If you have a chance to give me a quick call back” to simply, “Call me back at xxx-xxxx.”

5 Tips to a Clean, Profitable Sales Pipeline for Inside Sales Managers

Sales Hacker

This article takes you through 5 crucial tips to efficiently manage your sales pipeline. Before we jump right in, let’s define what a sales pipeline is. A sales pipeline is a systematic and visual representation of your sales process. Sales Management Articles

Sales: It Takes Work to Be Mediocre ? Score More Sales

Score More Sales

Sales Tips and Strategies to Grow Revenues. Sales: It Takes Work to Be Mediocre. OK, so it takes a bit more than average to be exemplary in your inside sales position, or your outbound sales position. 50 DAYS To Build Your Sales – 2nd edition.

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Four Proven Responses to: “We’re all set”

Mr. Inside Sales

Many sales reps still have trouble handling the initial resistance statement: “We’re all set,” or “We already have a dealer/supplier/vendor for that.”. Back to qualifying…. Join Our Next Training: Agenda 7-Week, Comprehensive B2B & B2C Inside Sales Training Program.

One Powerful Way to Learn More About a Prospect

Mr. Inside Sales

Let’s start with the obvious: Sales reps talk too much. If you listen to calls from your sales reps, you’ll find that they simply talk past the close. Often times, when talking past the close, sales reps will actually introduce objections.

The Impact of Chatbots and VR on Business Communication


In a world where the click of a button can instantly summon almost anything a buyer could want, customers aren’t prepared to sit around waiting for a sales or service rep to call back or answer an email. Businesses can only operate as effectively as they can communicate.

Just Email Me Something….

Mr. Inside Sales

If you’re like many sales reps, you accept this stall and become a willing participant in the follow up drama that ensues. This tells you how cooperative your prospect is, and so how cooperative they will be throughout the sales cycle.) Presenter: Mike Brooks, Mr. Inside Sales.

5 Quick Secrets to Compelling Emails

Mr. Inside Sales

Let’s face it: prospects get hundreds of emails per week and there is a slim chance they are going to read – let alone respond to – an email from a sales rep. And for those you don’t hear from – start calling! Suddenly, when they do pick up, they’ll be a warm call.

3 Ways to Overcome Call Reluctance

Mr. Inside Sales

Do you or your team suffer from call reluctance ? Would you rather send emails than make calls? If you have to pick up the phone for a living, then I’ll bet making cold calls isn’t one of your favorite activities. can quickly result in call reluctance.

Using Dispositions to Automate The Sales Process & Standardize Data


There's an emerging term in modern sales rhetoric that you may have heard but can not yet define. Dispositions have been talked about as an automation and sales intelligence tool, a new way to leverage your CRM, a data consistency practice and more. To understand dispositions and how they relate to the sales process, it's helpful to first think about the meaning of the word itself. When applied to the sales follow-up process, it's exactly what you might imagine.

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Did You Get My Voice Mail?

The Pipeline

Yesterday I got a call about a piece I wrote for Radius titled: Get More Call Backs: How To Increase Returned Voicemails By 50%. Let’s face it, the reason most people want you to “leave a detailed message”, is so they can know exactly why not to call you back, and they don’t.

Money Monday – Say More with Less

Score More Sales

It is human nature for sales professionals to say more than they need to when talking with clients and potential buyers. Take notes so you don’t forget details of what they said – not doing this can come back to haunt you later.

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Money Monday For Sellers – Set a Next Action

Score More Sales

Real Life Example: I received a call when I was at a conference last week. She has a huge sales opportunity with someone who asked her for a contract – not a proposal. But the prospective client did not call back when he SAID he would – has that ever happened to you?

Why the ‘will to win’ isn’t enough…

Mr. Inside Sales

It took a long time for me, as a struggling sales rep, to understand the difference in attitude and action this quote speaks to. But once I did, my sales results (and my life) changed. The company had the top 20% reps doing 80% of the sales. Motivating Sales Teams Sales Tips

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Think Like Your Buyer

Score More Sales

In the last 10 hours of speaking with sales reps, some things surfaced which caused me to think about this trap we get in figuring how many people must think the way we do. The buyer stopped returning calls or replying to emails.

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First We Form Habits, Then They Form Us

Mr. Inside Sales

I just worked with a great inside sales team in Louisville, KY (hi Kathy, Darryl and the team!), And this is especially true in sales. If we develop an aversion to asking for the order, then we tend to create a lot of call backs. “First we form habits, .

The Proper Way to Handle a Call in Lead

Mr. Inside Sales

Call in leads can be tricky. Because reps often equate the implied interest of a call in to being “qualified,” they often skip some important steps. This can happen to all sales reps and even happened to me recently…. Cold Calling Scripts Prospecting & Qualifying

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Important Words in Sales – Tenacity and Optimism

Score More Sales

In talking with many sales reps this week I’m hit with two words that come up when I talk with the most engaged, most passionate, and most financially successful. One rep told me that since his prospect didn’t call back they must not be interested.

Sales Tool of the Week: eBook on Cold Calling Scripts & Testimonial.

Score More Sales

Sales Tips and Strategies to Grow Revenues. Sales Tool of the Week: eBook on Cold Calling Scripts & Testimonial Tool + Congrats, Sales Stars! Sales e-book on Creating Scripts. Inside Sales” – and he knows his stuff. B2B Sales.

The Best Cold Calling Tip Is Stop Immediately (Do This Instead)

No More Cold Calling

. Have you ever met a salesperson who enjoyed cold calling? How about a buyer who enjoyed receiving cold calls? Not only is cold calling tortuous for everyone involved, it’s one of the reasons that only 54.3 percent of sales reps made quota last year.

Does Your Sales Team Know How to Follow-Up on a Lead?


Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Gain sales acceptance.

The Complete Guide to Effective Sales Voicemail (Plus Scripts and Example Recordings)

Sales Hacker

My friend Tom at Bottomline Technologies was running a sales team making thousands of phone calls a week. Despite all their best efforts, his sales reps were only connecting with prospects 3% of the time. Those calls were their warmest, best leads. Call me back whenever.”.

Stop Pitching the Gatekeeper – and What to Do Instead

Mr. Inside Sales

One of the biggest mistakes many inside sales reps make is pitching the gatekeeper. Think about it: They take sales calls like yours all day long, and after a while (like two days on the job), they’re as sick of getting phone calls as you are of making them.

How to Write a Killer Resume (Part Four)

Mr. Inside Sales

Now that we know what to avoid when putting your resume together, let’s look at some essential elements that will ensure that your resume not only stands out, but that it creates an urgency on the part of the hiring manager to call you. Now which one of these resumes would you want to call?

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How To Build An Online Following On LinkedIn Starting From Zero


If you are into punching juke boxes, growing some sad excuse of a beard, or just starting out in sales, you likely are one of the many sales professionals out there trying to catch up on the social selling stuff. If you work in sales there is a good chance you can talk to people.

The Most Effective Voicemail Script Ever (Plus Tips for Using It)

Hubspot Sales

First-time sales outreach response is plummeting. According to Jill Konrath , 97% of all business calls now go to voicemail. I'm calling because [insert reason for calling]. I'd love to talk to you about [insert benefit you can offer if they call back].

5 Skills Every Sales Development Rep Needs to Master in 2018

Hubspot Sales

And from where I stand -- as the manager of an inside sales team -- one thing is clear. The standard process for SDRs or BDRs (whatever your organization calls them) of sending out sequenced emails, calling, leaving voicemails, rinse and repeat? SDR/BDR Skills for 2018.

Sales Tips from a Witch and a Ghost for Any B2B Seller ? Score.

Score More Sales

Sales Tips and Strategies to Grow Revenues. Sales Tips From a Witch and a Ghost for Any B2B Seller. With all the ghostly fun today we thought we’d post about two individuals who fit the Halloween theme that have reinforced sales ideas to us. Sales Tips from a Pro- Rev.

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45 Sales Prospecting Tips to Help Sellers Identify & Connect with Uber-Busy Buyers

Hubspot Sales

In fact, getting a response from prospects was identified as the hardest part of the sales process in the 2018 State of Inbound Sales Report. These 45 tips from three remarkably insightful sales experts should make it much easier for you. Jill Konrath calling. Call high.

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Of Value Propositions and Elevator Pitches for B2B ? Score More.

Score More Sales

Sales Tips and Strategies to Grow Revenues. Too many sales managers assume that their reps are all on the same page, when in fact many are sharing fractured pieces of the value their company brings. Previous post: 5 Tips for Lead Nurturing to Grow Your Sales Funnel. B2B Sales.

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Sales Person as Publisher ? the New Way to Grow Sales ? Score.

Score More Sales

Sales Tips and Strategies to Grow Revenues. Sales Person as Publisher – The New Way to Grow Sales. Just back from the Sales 2.0 Visit Score More Sales for our newsletter with tips and ideas to grow revenues now, and follow her on Twitter and Facebook. .

The New Sales Strategists ? Need Revenues? ? Score More Sales

Score More Sales

Sales Tips and Strategies to Grow Revenues. The New Sales Strategists – Need Revenues? They all have “million dollar ideas” and they exude passion for helping sales revenues grow, as well as enthusiasm. The Bridge Group works with smart B2B Technology companies to build, expand, and optimize inside sales strategies. Sharpenz has ready-to-go sales training kits for your sales team – really smart! B2B Sales. Sales Resources.

Sales Tip to Dear Mike: Unsolicited e-Mail Not Effective in Sales.

Score More Sales

Sales Tips and Strategies to Grow Revenues. Sales Tip to Dear Mike: Unsolicited E-Mail Not Effective in Sales Anymore! When will salespeople realize that old tactics to get attention do not work in a modern sales world? Low price guarantee on all international calls).

Refine B2B Sales Process in 2012 with Tools and Attitude ? Score.

Score More Sales

Sales Tips and Strategies to Grow Revenues. Refine B2B Sales Process in 2012 With Tools and Attitude. A new calendar year always brings the possibility of discussions of business process improvement and in particular, sales process improvement. Doesn’t that impact sales?

B2B Marketing Guide


If you’re a small businesses or startup that is looking for strategies to identify new sales opportunities, this guide is for you. If you’ve proven product/market fit, have your first 10-15 customers, and now want a strategy to scale sales and marketing, this guide is for you.

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True innovators identify the spaces in between


I asked him what the sticky notes were for and he mentioned that they were call back reminders, details on candidate status’, etc. Most of our customers are in a sales role, and in a sales situation, listening to understand is such a critical part of the job.



Cold Calling is dead and as a Sales Trainer who teaches  or used to teach Cold Calling – I dont make that statement lightly. Times change, people change and because of that I firmly believe that Cold Calling no longer has a part to play in modern business.

How To Deal With Red Flags By Mike Brooks

Sales Training Advice

One of the biggest mistakes 80% of salespeople make when qualifying is to overlook or not react to obvious Red Flags prospects give during the initial call. In their haste or desperation to “generate a lead” or to “fill their pipeline,” most sales reps hope that the possible objection they just heard will miraculously go away once the prospect sees their information or product or service, etc. In fact, the law for calling back leads is that: “Leads Never Get Better.”