Mr. Inside Sales

JANUARY 22, 2021

3: If you like what you see next week in our demo, when would you ideally like to get started with something like this? For Demos: After you have presented the demo, you need to know: #1 “I know I’ve given you a lot of information, what questions do you have for me at this point?”. appeared first on Mr. Inside Sales.

Face-to-face 287

Face-to-face Gatekeeper Decision Maker Licensing 287

Mr. Inside Sales

MAY 30, 2022

Feeling a little overwhelmed by all the new sales tracking technology that seems to come out every month (almost every week)? you can automate just about everything else—including phone calls, voice mails, email campaigns, etc. So here are some questions for you (whether you are a sales manager or V.P. And now with A.I.,

Top of Funnel 156

Top of Funnel Face-to-face Sales Qualified Lead Inside Sales 156

Mr. Inside Sales

MAY 1, 2020

Working through the Zoom platform can be an excellent way to conduct your demos & follow up calls from this point forward—whether you’re working from home or back in the office. 3) If you’re in outside sales and now have to do sales from inside, then you’d better learn how to prospect and close sales by phone.

Strategy 159

Strategy Face-to-face Call-back Cold Calling 159

Mr. Inside Sales

FEBRUARY 5, 2021

Before you get on your high horse and tell me you wouldn’t be caught dead using a script, consider: If I were to record your prospecting and demo calls for a week, and then transcribe what you say, what would I get? The post 5 Reasons to Follow a Script appeared first on Mr. Inside Sales. Your script. Get Access Today.

Face-to-face 258

Face-to-face Hiring Sales Qualified Lead Gatekeeper 258

Mr. Inside Sales

APRIL 2, 2020

You remember, the prospecting calls you need to make, the demos you need to book, and the prospects you’re supposed to be following up with. And that means you have to put in the activity—the calls, the follow ups, the emails, etc., to set those demos/presentations. Let’s face it: Cold calling is hard.

Face-to-face 159

Face-to-face Call-back Follow-up Gatekeeper 159

Mr. Inside Sales

JULY 24, 2022

And then: “And do you have that budget available should you like what you see during our demo?”. 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. appeared first on Mr. Inside Sales. Get Access Today.

Objections 156

Objections Face-to-face Sales Qualified Lead Gatekeeper 156

Mr. Inside Sales

NOVEMBER 24, 2019

You felt like you had a really qualified and interested prospect, set the demo call, looked forward to what you thought was for sure your next sale, and…. you’ll be that much closer to overcoming it and getting into your demo. Dive into your demo…]. Don’t you hate when this happens? Let’s do this…”.

Gatekeeper 158

Gatekeeper Face-to-face eBook How To 158

Mr. Inside Sales

NOVEMBER 24, 2019

You felt like you had a really qualified and interested prospect, set the demo call, looked forward to what you thought was for sure your next sale, and…. you’ll be that much closer to overcoming it and getting into your demo. Dive into your demo…]. Don’t you hate when this happens? Let’s do this…”.

Gatekeeper 156

Gatekeeper Face-to-face eBook How To 156

Mr. Inside Sales

MARCH 16, 2020

Here is your script to use while prospecting and setting demos: Prospect: “We’re just not doing anything until this virus situation is settled…”. Regardless of which tie down you choose, now start qualifying and set an appointment for a demo. The post Script to Deal with the Covid-19 Objection appeared first on Mr. Inside Sales.

Objections 169

Objections Face-to-face Inside Sales Gatekeeper 169

Hubspot Sales

APRIL 5, 2023

Inside sales reps are tasked with nurturing leads and converting them into customers. Glassdoor estimates that inside sales reps often have a take-home pay of $70,000, including commission and bonuses. Outside sales representative positions include some travel time to meet with buyers and pitch products.

Ideal Customer Profile 111

Ideal Customer Profile Salary Hiring Lead Rank 111

DiscoverOrg Sales

NOVEMBER 9, 2016

Moreover, how can sales departments leverage data without turning business development reps into robots? Sales prospecting efforts like cold calling are worthless if the pitch seems empty of value and context. Activities such as sending initial emails, cold-calls, and discovery sessions are vital to sales.

Conversion 224

Conversion Decision Maker Outbound Top of Funnel 224

Mr. Inside Sales

SEPTEMBER 27, 2019

The debate of whether to open your calls asking, “Did I catch you at a good time?” for demo call backs), is alive and well—unfortunately. What you should do is this: Never ask if it’s a good time to deliver your demo or have a conversation with a prospect or client. That’s how you handle prospecting calls.

Face-to-face 141

Face-to-face Call-back Inside Sales Gatekeeper 141

Mr. Inside Sales

NOVEMBER 2, 2020

Response #2: “I didn’t expect you to be interested; heck, our marketing department hasn’t yet figured out a way to get our prospects to call us back—and that’s why they hired me! 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.

Face-to-face 178

Face-to-face Gatekeeper Hiring eBook 178

Mr. Inside Sales

JUNE 16, 2019

We’ve all been through it: You set an amazing demo or presentation call and, and…they don’t show up! Or, you have an amazing and, what you think is an, engaging demo call and you set a call back and, and…they don’t show up! The post One Technique to Avoid Ghosting appeared first on Mr. Inside Sales.

Face-to-face 148

Face-to-face Call-back Inside Sales Gatekeeper 148

Sales 2.0

JUNE 29, 2014

Get a referral into your prospect so you can avoid those “old school cold calls that suck” (you know the ones that take 200 calls to get one qualified meeting). I first created this framework from stressing out about the lousy results my inside sales team was getting cold calling.

InsideView 309

InsideView Cold Calling Decision Maker Twitter 309

Mr. Inside Sales

JUNE 2, 2019

Want to instantly make asking for the sale easier? Join Our Next Training: If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again!

Face-to-face 146

Face-to-face Gatekeeper Inside Sales Decision Maker 146

SBI Growth

FEBRUARY 26, 2013

They captured new leads using 97% outbound cold calling. Also, he thought the sales reps could prospect locally for more leads. What Happened: Competitors using an Inside Sales force moved quickly into the space. By preparing demos tailored to smaller verticals, they eliminated the SE role. virtual meetings.

Competition 323

Competition Customer Lead Rank Top of Funnel 323

Mr. Inside Sales

JUNE 6, 2017

Power Phone Scripts is packed with so many new and fresh scripts and approaches you and your team will not only close more sales after reading and applying these proven techniques, you’ll also be more motivated and confident as well!

Cold Calling 136

Cold Calling Gatekeeper Discount Decision Maker 136

Mr. Inside Sales

JUNE 6, 2017

Power Phone Scripts is packed with so many new and fresh scripts and approaches you and your team will not only close more sales after reading and applying these proven techniques, you’ll also be more motivated and confident as well!

Cold Calling 120

Cold Calling Gatekeeper Discount Decision Maker 120

Mr. Inside Sales

MARCH 16, 2019

One more thing: If after the demo you like what you see, when would you want to get this implemented?”. One more thing: If after the demo you like what you see, would you be in a position to go ahead and schedule an install date?”. The sooner you understand their timing, the sooner you’ll know how to drive the sale.

Decision Maker 121

Decision Maker Inside Sales Competition Prospecting 121

Mr. Inside Sales

AUGUST 16, 2019

And it starts when prospects begin asking for a lower price or a “deal,” or for a reference before committing, or for a free trial to demo services or products. The post How to Negotiate to Close More Deals appeared first on Mr. Inside Sales. There is a disturbing trend I’ve heard with the companies I’m working with.

Negotiation 137

Negotiation Closing Face-to-face How To 137

InsideSales.com

APRIL 15, 2020

Working remote has been an interesting change for me as an inside sales leader who, for the last decade, has been running insides sales teams that sell digitally to now selling with a 100% remote sales team. A simple plan may look something like this: Role play first call discovery with Mike from 9:00 – 10:00.

Hiring 93

Hiring Training How To Inside Sales 93

Mr. Inside Sales

OCTOBER 26, 2018

“I didn’t expect you to be interested; heck, our marketing department hasn’t yet figured out a way to get our prospects to call us back—and that’s why they hired me! The post How to Handle: I looked it over and not interested appeared first on Mr. Inside Sales.

Hiring 145

Hiring How To Call-back Inside Sales 145

Crunchbase

OCTOBER 14, 2020

I strongly believe that the first stage in the sales process is critical and can significantly benefit from the insights provided by valuable data. As you’re identifying leads and cold-calling, data can provide some much-needed intel about the person or business on the other end. Connect with him on LinkedIn.

Data 122

Data Churn Hiring Forecasting 122

Gong.io

JUNE 25, 2021

Opening a cold call with “Did I catch you at a bad time?” The success rate for cold calls that opened with this line? Instead, try this: Sales Stat #4: DO ask “How’ve you been?”. Open up your next cold call with the following question: . Note: This is for the first (cold!) How have you been?”.

Cold Calling 93

Cold Calling ROI Call-back Negotiation 93

Mr. Inside Sales

FEBRUARY 29, 2016

As I’ve suggested before, it’s always a good idea to requalify your prospect at the start of your demo or presentation. When I make this suggestion, I get a lot of pushback from sales reps. Getting this information is crucial for you to leverage the rest of the call. Some sales reps (O.K., See how this goes?

Objections 120

Objections Face-to-face Cold Calling Decision Maker 120

Hubspot Sales

JANUARY 31, 2018

18 Outdated Sales Tactics to Kick to the Curb in 2018. Cold calling. If you’re still cold calling prospects and think it’s a great way to generate new opportunities, stop selling now. I mean it -- quit sales and get a new job. Back in the 1990s, inside sales was a stepping stone, not a career.

Cold Calling 145

Cold Calling Social Media Inbound Face-to-face 145

Mr. Inside Sales

DECEMBER 9, 2015

At the end of your cold call and before you schedule your demo or send your information, you must ask something like this: “So , I’ve got you on the calendar to do a walk-through of our solution next Wednesday, and if after we’re done you really like this, is it something that you can make a decision on at that time?”.

Sales Qualified Lead 120

Sales Qualified Lead Cold Calling Decision Maker Call-back 120

Sales Hacker

MARCH 22, 2018

Reasons to outsource include: Lack of expertise and experience in some sales functions (e.g. Account Executives doing cold calling). What sales outsourcing should NOT be: Indirect sales channels like resellers, solution partners, etc. Opportunistic side bets by signing up some commission-only sales agents.

Outsourcing Services 78

Outsourcing Services Sales Outsourcing Ideal Customer Profile B2B 78

Highspot

DECEMBER 19, 2023

The common prospecting channels include: SMS Cold calls and emails LinkedIn Walk-ins Video Physical mail Insights from The State of Sales Development survey reveal notable preferences among SDR teams: 42% find email as their top channel, 18% favor LinkedIn, while 35% view cold calling as the least effective.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Hiring Sales Qualified Lead 52

Nutshell

AUGUST 27, 2018

It’s typically an outbound marketing method that salespeople or sales development reps (SDRs) are tasked with. Routine prospecting activities include cold calling , cold emailing , or following up with a lead that has gone cold. 12 Sales Prospecting Methods to Use as Alternatives to Cold Calling” by LeadFuze.

Sales Qualified Lead 126

Sales Qualified Lead Closing Lead Rank Lead Scoring 126

Sales Hacker

OCTOBER 30, 2018

Without further ado, here are some of the female movers-and-shakers who are creating powerful ripple effects and paving the path for the next generation of women sales leaders. Amy Appleyard – SVP Global Inside Sales at Carbon Black, Inc. by The American Association of Inside Sales Professionals 2013-2018.

Top of Funnel 111

Top of Funnel Hiring Scale Lead Rank 111

Mr. Inside Sales

AUGUST 24, 2015

As I’ve written earlier, during the prospecting call you need to qualify your prospect on six different qualifiers, and one of those is time frame. I always recommend you re-qualify at the beginning of your demo so you aren’t ambushed with objections like, “Do you expect me to make a decision, like, now?”

Research 120

Research Objections Call-back Cold Calling 120

A Sales Guy

JULY 11, 2016

I work with a lot of SDR’s (also called BDR’s, Inside Sales Reps and more) and one of the things I often see is how many of them can’t wait to get promoted to account executive. How different do you think the call is gonna go if the prospect was willing to meet with you vs. wants to meet with you.

Remedy 60

Remedy Cold Calling Meeting Account 60

Mr. Inside Sales

FEBRUARY 7, 2016

The new thinking seems be driven by the fear that “until we give the value of what we’re offering (meaning the demo), it’s too soon to talk money. Well, if you’ve ever tried setting demos and appointments that way and then calling these “prospects” back to close them, then you know how that goes….

Decision Maker 120

Decision Maker Call-back Prospecting Revenue 120

Hubspot Sales

JUNE 8, 2021

Inside Sales Rep. In an increasingly digital world, inside salespeople are the go-to for prospecting, nurturing, and converting leads remotely. They rely on email, phone calls, videos, and virtual meetings—instead of face-to-face interaction—to build relationships and move people through the sales funnel.

Hiring 104

Hiring Salary Top of Funnel Commission 104

Sales Hacker

MAY 11, 2021

On this episode of the Sales Hacker podcast, we talk to Joe Venuti, VP of Inside Sales at Sendoso, on how to maintain a healthy work culture in a remote environment and why direct mail is effective in the digital world. Subscribe to the Sales Hacker Podcast. Who sales development should report to [22:16].

Direct Mail 57

Direct Mail Hiring Account Based Marketing Proposal 57