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! ON DEMAND SALES TRAINING THAT GETS RESULTS! How long will this take?”

Face-to-face 319

Face-to-face Sales Qualified Lead Scale Call-back 319

Mr. Inside Sales

APRIL 2, 2021

Focus on the direct benefits to your specific type of customer. Remember, this is an “elevator pitch” designed to inform and grab interest in a prospect during the time you’re in an elevator together (or during that crucial 20 seconds you’ve got on the phone). Your customers (and your bank account) will thank you for it!

Sales Qualified Lead 231

Sales Qualified Lead Face-to-face Advertising Advertising 231

Mr. Inside Sales

JULY 24, 2022

For every sale, there are only about five core objections: price, think about it, talk to someone else, etc., 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. appeared first on Mr. Inside Sales.

Objections 156

Objections Face-to-face Sales Qualified Lead Gatekeeper 156

Mr. Inside Sales

NOVEMBER 3, 2019

If your company has customer service reps (Hint: Every person in your company is a customer service rep!), then it’s imperative for your success to make sure your customers don’t feel this same way. Let’s clear up some myths about what it takes to hire or train outstanding customer service reps. Answer: False.

Customer Service 120

Customer Service Customer Face-to-face Hiring 120

Mr. Inside Sales

SEPTEMBER 12, 2022

The problem with most bonus programs is that as soon as they are released, over half of the sales team knows they can’t win so they immediately give up. Instead, spend some time learning what each person really wants, and then customize each rep’s bonus and tie it to their individual production goal. Get Access Today.

Motivation 177

Motivation Face-to-face Gatekeeper Decision Maker 177

Mr. Inside Sales

JULY 25, 2020

The most important step to get right is to: Get buy in from your prospect before you go into pricing! The reason this is important is that it’s easy for prospects to hide behind the, “Oh, that’s too much money for us.”. The post Getting Buy-In Before Discussing Price appeared first on Mr. Inside Sales. Get Access Today.

Face-to-face 173

Face-to-face Gatekeeper Decision Maker Licensing 173

Mr. Inside Sales

JANUARY 23, 2020

Then ask yourself: if your phone were taken away, would it affect your sales? Would you be as successful if you couldn’t reach out to these prospects and introduce yourself and your company? The point is to uncover a potential customer, and these questions help reveal who that might be. appeared first on Mr. Inside Sales.

Cold Calling 180

Cold Calling Real Estate Sales Qualified Lead Face-to-face 180

Mr. Inside Sales

APRIL 25, 2020

Do any of these email responses from prospects or customers sound familiar? Of course, you’ll want to soften your response by showing empathy for what your prospect or client is going through. Another example: Dear Prospect, Good to hear you’re keeping well. Everything is on hold right now.”. Get Access Today.

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Face-to-face Objections Gatekeeper Decision Maker 159

Mr. Inside Sales

MARCH 25, 2022

There are many ways to script out effective rebuttals to these objections: You can buy one of my books that already have multiple examples of what to say ( see some here ); you can hire me to write a customized script playbook for your team; or you can work with me one-on-one (like Rino did) to develop your rebuttals. Get Access Today.

Hiring 156

Hiring Face-to-face Gatekeeper Decision Maker 156

Mr. Inside Sales

JUNE 19, 2020

One additional tip for your emails: Customize the above templates to your industry. The post New Email Messaging for Covid-19 appeared first on Mr. Inside Sales. Right now, we are offering {briefly state your value prop}, and we’re making it easier than ever to take advantage of that. Let’s schedule…. What’s important to them?

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Face-to-face Gatekeeper Call-back Decision Maker 158

Mr. Inside Sales

OCTOBER 7, 2019

By booking Mike Brooks, Mr. Inside Sales, you will ensure that your inside sales team returns to their offices not only pumped up, but also equipped with proven sales skills they can use to instantly perform better! Also, Mike is available for: Onsite, customized training for your team. Upcoming Schedule.

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Face-to-face B2C Inside Sales Gatekeeper 121

Mr. Inside Sales

APRIL 22, 2019

In an earlier blog , I introduced the term, “Spray and Pray” as way to describe how many sales rep’s presentations go. They get the prospect on the phone, go through a PowerPoint slide presentation, drone on and on for a half hour or more, rarely checking in their prospect—and if they do, it’s a weak, “does that make sense?”–and

Closing 169

Closing Face-to-face Inside Sales Gatekeeper 169

Mr. Inside Sales

SEPTEMBER 9, 2019

Quotes on the presentation: “Never forget a customer. Never let a customer forget you.” Remember, you’re selling customer benefits, not technology or product features.” Show your customer how your product removes their problems. Never leave a problem on your customer’s desk.” Frank Bettger. Mike Brooks.

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Face-to-face Gatekeeper Inside Sales Decision Maker 144

Mr. Inside Sales

MAY 1, 2020

Download customized backgrounds; study proper presentation techniques; practice with friends—record yourself and study your performance and improve. 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. See it here.

Strategy 159

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

Mr. Inside Sales

JULY 1, 2019

Putting your prospect’s name in the subject line (first name) will immediately distinguish your email from the hundreds of others your prospect gets. Because we’re all trained to respond to our own name, and this will draw your prospect’s eyes like a magnet. Something like: “Hi Barbara, Mike Brooks here with HMS software.

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Face-to-face Inside Sales Gatekeeper Sales Qualified Lead 126

Mr. Inside Sales

AUGUST 2, 2019

But the pessimist talks himself—and the customer—out of the sale. Because if you think the sale will close—or think it won’t—you’re right.”. The post The Power of Optimism in Sales appeared first on Mr. Inside Sales. Faith is also the force behind successful selling. The result? Lots of closings.

Face-to-face 150

Face-to-face Gatekeeper Inside Sales Decision Maker 150

Zoominfo

JULY 29, 2020

To avoid monotony and disconnect, making your cold outreach data-driven puts more focus on customization and personalization. Why do Sales Cold Calling Scripts Matter? So unless you have your prospect’s direct contact info , you’re likely to have to deal with a gatekeeper receptionist. Inside Sales Cold Call Scripts.

Cold Calling 240

Cold Calling Data Hiring Intent Data 240

Mr. Inside Sales

SEPTEMBER 14, 2015

I received an email from a reader who said that he sometimes gets the objection from the gatekeeper of, “I am sorry but he/she does not take outside calls, he/she only responds to emails.” Could I have customer service, please?” (And And then just go through them to be put through to your prospect).

Prospecting 120

Prospecting Gatekeeper Decision Maker Call-back 120

Mr. Inside Sales

JULY 29, 2019

“If you are looking for a dependable way to build an uncommon sales career, understand this fact: Rejection is an unavoidable part of the sales process. An old adage reminds us that the sale doesn’t really begin until the customers says ‘no.’ It is never to be taken personal. “An Robert Ingersoll “What is defeat?

Face-to-face 121

Face-to-face Gatekeeper Inside Sales Decision Maker 121

No More Cold Calling

JANUARY 24, 2019

My definition of a cold call is any attempt to reach a prospect who doesn’t know you and doesn’t expect to hear from you. Regardless of the way you reach out—via email, social media, text, direct mail, or even a knock on the door—prospects are cold as ice unless they know who you are and expect to hear from you. What Is Cold Calling?

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

Mr. Inside Sales

SEPTEMBER 6, 2022

By booking Mike Brooks, Mr. Inside Sales, you will ensure that your inside sales team returns to their offices not only pumped up, but also equipped with proven sales skills they can use to instantly perform better! Mike is also available for: Onsite, customized training for your team. Get Access Today.

Face-to-face 31

Face-to-face Inside Sales Gatekeeper Decision Maker 31

Sales and Marketing Management

MARCH 26, 2018

Think of someone who disrupts an executive’s day by getting past the gatekeeper explaining he/she knows that person and is following up ‘our previous discussions’ – yeah right! During this first meeting is generally when the salesperson and the prospect discover common interests and determine if the business can be moved forward.

How To 218

How To Face-to-face Sales Qualified Lead Lead Capture 218

Zoominfo

JULY 29, 2020

To avoid monotony and disconnect, making your cold outreach data-driven puts more focus on customization and personalization. Why do Sales Cold Calling Scripts Matter? So unless you have your prospect’s direct contact info , you’re likely to have to deal with a gatekeeper receptionist. Think: Intent data.

Cold Calling 100

Cold Calling Data Hiring Intent Data 100

Close.io

DECEMBER 3, 2019

Most successful sales reps have a wealth of experience with cold calling. They are used to consistent action: qualifying prospects , sending cold emails , booking meetings, maybe following up a couple of times, and finally closing the deal. The book shreds such beliefs and outdated sales tactics in a no-nonsense and engaging style.

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

Bernadette McClelland

JANUARY 15, 2017

Prospects and customers either answered the phone (or pager) or their PA did. Besides many today have their own gatekeepers. And this is happening in large enterprise customer bases and not just retail outlets. Marketing has also impacted the sales landscape. Contact was relatively simple.

Telemarketing 150

Telemarketing Lead Rank Margin Retail 150

Sales Hacker

MAY 24, 2020

This includes your interaction with the gatekeeper. Believe it or not, your interactions with the gatekeeper is just as important as those you have with the decision maker. We like to keep things short and sweet and also reference collateral the prospect has received from us. That way, it’s not an entirely cold call.

Cold Calling 94

Cold Calling Examples How To Sales Qualified Lead 94

Sales Hacker

OCTOBER 22, 2020

This strategy has worked wonders for me in jobs asking for donation money, complex enterprise sales, and transactional selling. That’s what you plan to say throughout the entire call (including objection responses , messages with a gatekeeper, etc.). The prospect is rejecting your talk-track, not you. Repetition is Key.

Account 70

Account Analysis Gatekeeper Call-back 70

EyesOnSales

JULY 10, 2017

And when I ask audiences what they think it is, they guess things like: “Asking for the sale!” ” “When would the customer like delivery?” The problem for 90%+ of sales people is that they want to talk instead of suffer through what they interpret as an uncomfortable silence.

eBook 49

eBook Gatekeeper Objections Call-back 49

OnePageCRM

JUNE 15, 2017

How to get past gatekeepers. The best way to get past a gatekeeper like this is to reframe how you approach the call. The best way to get past a gatekeeper like this is to reframe how you approach the call. Use your CRM or something like FullContact to gather rich intel on your prospects. 6 goals of a good call script.

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Gatekeeper Social Media How To Decision Maker 46

Tony Hughes

FEBRUARY 22, 2018

Dave Brock says it the best ever: Prospecting is the New Prospecting ! But it's actually a profound commentary on the decadent global state of interrupt and push-button selling, a condition that social sales has allowed some to slip into. I prefer a cell phone to show localized caller ID so prospects actually pick up.

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

Mr. Inside Sales

JULY 8, 2019

If any of you have thought about developing a greeting card campaign to stay in front of your customers and prospects, this is the perfect time to do it! Some of you know that I use Send Out Cards to keep in front of my clients and prospects, and did you know that you can now use that same system without a sign up fee?

Face-to-face 140

Face-to-face Call-back Inside Sales Gatekeeper 140

OnePageCRM

FEBRUARY 6, 2017

All the market and product knowledge in the world is useless if you cannot explain it simply for a prospect to understand. Great sales people take complex strategies and simplify them into key messages and action items, that a prospect can follow and feel in control of. Know how to handle customer objections.

Hiring 52

Hiring Lead Rank Lead Scoring Sales Qualified Lead 52

Hubspot Sales

AUGUST 21, 2023

Ultimately, you want to create a plan that sets the product apart from the competition and generates leads and customer retention. Go-to-Market Strategy Benefits As you develop a new product or service, it’s vital to start drawing a go-to-market strategy that’s customized to fit your budget and your buyer persona.

Paid Content 98

Paid Content Top of Funnel Lead Rank Webinar Metrics 98

Cience

JULY 9, 2020

Ideal Customer Profile and Buyer Persona. Gatekeeper. How to Handle Objections In Sales Calls. Cold Calling Tips From Sales Pros. In B2B outbound marketing, cold calling is a prospecting technique used to start business conversations with decision-makers over the phone. Warm Calling. The CIENCE Of Cold Calling.

Cold Calling 79

Cold Calling Ideal Customer Profile Hiring Decision Maker 79

Sales Hacker

MARCH 2, 2020

Sales Development and Prospecting. The Sales Development Playbook. Outbound Sales, No Fluff. Fanatical Prospecting. Combo Prospecting. High-Profit Prospecting. Predictable Prospecting. The Challenger Customer. The Challenger Sale. The New Handshake. Top of Mind. Smart Calling.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Hubspot Sales

NOVEMBER 21, 2018

As cliché as it might seem, the first thing to do when preparing your product for market is to consider your customer. decision makers for every sale who have a say in whether a product is purchased. Gatekeeper: Blocker in getting a product implemented or approved. From your customer’s perspective, the buying process is linear.

Paid Content 139

Paid Content Top of Funnel Lead Rank Webinar Metrics 139

Sales Hacker Training

SEPTEMBER 5, 2018

For sales reps, Advantage provides learning experiences for every role — on diverse topics such as sales negotiation, customer empathy, task prioritization, emotional intelligence , and B2B sales acceleration. ASLAN promises to hyper-customize its training solutions for each organization and learner.

Training 103

Training Scale Lead Qualification Lead Rank 103