Direct Dials: More than Meets the Eye

DiscoverOrg Sales

A lot of people don’t dig very deep into the possibilities of direct contact information – but in today’s whiteboard session, you’ll see the real impact on your sales team. This was just bang the phones, get the decision makers, sell the deals.

Inside Sales: Listen Up!

No More Cold Calling

What salespeople—and sales managers— need to understand is that calls are either hot or cold. No One Wants to Get a Cold Call I don’t answer cold calls, and I don’t respond to cold emails—and neither do the decision-makers you want to reach.

10 Inside Sales Ideas From Ken Krogue

Score More Sales

Last week I had the pleasure of spending a day with Ken Krogue, co-founder of InsideSales.com , inside sales pioneer, and Forbes columnist It was great. A CSO Insights study found that companies who had put CRM into their sales process only increased revenues by 17%.

Treasure Trove of Inside Sales Tips

Score More Sales

That’s why we went back to the Score More Sales blog vault and put together our top tips from the popular “Inside Sales Tips” series we ran this past year. Get a valuable conversation going with a decision maker.

Inside Sales Power Tip 134 – Show Appreciation

Score More Sales

Those of us in remote, professional selling (also known as Inside Sales) need to be more aware of the massive, incredible power of appreciation. Subscribe to the award-winning blog and the “Sales Ideas In A Minute” newsletter for sales strategies, tactics, and tips in selling.

Inside Sales Power Tip 146 – Strengths

Score More Sales

talking to decision makers? Sales teams that perform the best tend to have specialists at every part of the sales pipeline. How can you focus on your strengths to grow your pipeline and ultimately your sales?

Inside Sales Power Tip 100 – Personalize

Score More Sales

If you are an inside sales person, it is important to put yourself in the receiver’s shoes – the person who you are trying to connect to. Uh, I have a sales team of 2, ok? I can be harsh about it, but it is for your sales survival.

Sell More! New Online Training—Early Bird Pricing!

Mr. Inside Sales

Do you want to be confident when speaking with gatekeepers and decision makers? Are you ready to double or even triple your sales—in 2019? Better training = more sales. Starting on Tuesday, May 21 st , we’re launching our powerful, 7-week Online Inside Sales Training!

Inside Sales Power Tip 141 – Get a Second Opinion

Score More Sales

In talking with a wide number of sales pros in the last week it hit me that our profession keeps us somewhat isolated. Subscribe to the award-winning blog and the “Sales Ideas In A Minute” newsletter for sales strategies, tactics, and tips in selling.

Close More Sales with this One Training Tip

Mr. Inside Sales

Do you want to be a top producer in sales? The reason this technique—among others—took my sales career to a new level is because by using it I avoided talking past the close and chasing what wasn’t even the real objection. It forced me to listen rather than ad-lib poor sales technique.

12 inside sales skills you need to master to be a top-performing rep

Close.io

If you’ve got ambitions of becoming a top inside sales rep at your company, you’re going to have to build and sharpen these critical sales skills first. Want to master today's most important sales skills? GET FREE ACCESS TO THE SALES LIBRARY NOW. Closing the sale.

Catch & Release: Not a Closing Strategy

Mr. Inside Sales

and one of the sales reps brought up today’s quote as we were reviewing calls during the training. There was no attempt to see what they thought so far, no attempt at a trial close, and not even a discussion about timeline and next steps toward moving towards a decision….

10 Reasons Why Inside Sales Will Displace Field Sales Teams by 2015

Pointclear

To read an excerpt from her latest book, Smart Sales Manager , click here. Today’s “new normal” sales landscape has sales leaders scratching their heads, wondering about the best way to structure their sales organizations. Should they keep their expensive sales duo: inside sales AND field sales? Or just go with inside sales? The following trends indicate that field sales teams are becoming extinct.

12 inside sales skills you need to master to be a top-performing rep

Close.io

If you’ve got ambitions of becoming a top inside sales rep at your company, you’re going to have to build and sharpen these critical sales skills first. Want to master today's most important sales skills? GET FREE ACCESS TO THE SALES LIBRARY NOW. Closing the sale.

Early Bird Pricing Ends Soon!

Mr. Inside Sales

Get the training you need to close the sales you want. Better training = more sales. Starting on Tuesday, May 21 st , we’re launching our powerful, 7-week Online Inside Sales Training! Here’s why: This is the best, award winning inside sales training you can get—anywhere!

A Gift to Our Readers: MIS Wins 2019 Service Provider Award!

Mr. Inside Sales

We are deeply honored to be singled out as the top inside sales training and coaching firm among the many other fine companies in this space. In addition, I was named one of the “Top 25 Most Influential Inside Sales Professionals”— for the ninth year in a row!

Why do Customers Lie?

Don on Selling

After several conversations, presenting an online tour or two, submitting a sales proposal or contract, and setting up a free trial, you’re now confident that your prospect is ready to become a buyer. Several reasons – First, your potential buyer was never a decision maker.

In Sales, How to Climb out of a Slump

Don on Selling

We all experience highs and lows in sales. Your sales manager loves you. Unless you are working for a company with a short sales cycle, you usually won’t experience a slump unless it’s during an industry’s slow season. Meet with your sales manager.

How to handle Post-Trade Show Trauma

Don on Selling

Lots of doing sales pitches and presentations. First, they don’t have the budget to make purchasing decisions. Second, they are not the decision maker as they promised you. He said he was a sales manager? You had a successful time at a trade show.

Practice Doesn’t Make Perfect

Mr. Inside Sales

If it did, then we’d all be great golfers, tennis players, and sales reps. And, unfortunately, this is what happens to so many sales teams. Does it pay off in the long run in terms of a more enjoyable career and a whole lot more money from making more sales?

3 Ways to Overcome Call Reluctance

Mr. Inside Sales

No one likes to be rejected, and the resistance you get from gatekeepers, receptionists, decision makers, etc., And the good thing is that once you do get into a groove of making successful calls, your confidence will grow as will your sales.

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.”. Join Our Next Training: Agenda 7-Week, Comprehensive B2B & B2C Inside Sales Training Program.

5 Questions Every Account-Based Marketing Pro Has Answered

Velocify

Sales has been targeting contacts at key accounts for decades. On the marketing side, account-based marketing (ABM) has gained major traction, becoming a key strategy to better align with sales and close quality deals. Sales stages. Individual sales rep effectiveness.

Guest Post: Sales Teams Have More to Worry About Than Just Losing Clients

Don on Selling

If you conduct searches on Google and look at popular sales blogs, you will find plenty of articles about what it takes to locate the perfect sales representatives. You could go to the HubSpot Sales Blog and find articles about finding and hiring the best Sales Development Rep (SDR).

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.

Pitching the Gatekeeper Won’t Get You to the DM

Mr. Inside Sales

One of the biggest mistakes I still hear sales reps making is pitching the gatekeeper or receptionist in hopes of them being so impressed that they will put them through to the Decision Maker (DM). Cold Calling Scripts sales skills cold calling scripts receptionist gatekeeper

Metrics—Which One is Most Important?

Mr. Inside Sales

How well does your sales team respond to the objection given at the end of the demo: “Can you send me those slides and let me share this with a colleague?”. Measuring your team’s response to these crucial selling situations is what drives everything else , especially your bottom line: Sales.

3 Reasons Storytelling Skepticism creates Decision Making Mistrust

Babette Ten Haken

When storytelling skepticism creates decision making mistrust, your storytelling strategy falls short of convincing customers to do business with you. Sometimes, even a live inside sales person calls the individual downloading the asset.

Stop Talking Past the Close

Mr. Inside Sales

In an earlier blog , I introduced the term, “Spray and Pray” as way to describe how many sales rep’s presentations go. For example, a sales rep may continue pitching and say, “And our warranty covers 90 days of live support, and if you want to continue that afterwards, it’s only $49 a month.”.

Avoid these 3 Mistakes when Dealing with the Gatekeeper

Mr. Inside Sales

In fact, just last week I was reviewing a client’s sales team’s calls, and I repeatedly heard many of the reps making these common mistakes. In fact, when you just give your name and pause, it telegraphs to the gatekeeper that you are a sales rep and that you should be screened out.

Qualifying: Why Timeline is So Important

Mr. Inside Sales

If there are steps or processes or other decision makers on their end (or competition they are evaluating), then these are the real roadblocks that will stall your deal. The sooner you understand their timing, the sooner you’ll know how to drive the sale.

The Biggest Contributor to B2B Revenue

B2B Lead Blog - Inside Sales

To keep valuable field sales resources productive, many of the more innovative sales and marketing departments build “sales development” teams. Her company, The Bridge Group , has helped over 305 companies design and optimize various inside sales operations.

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.

Gatekeepers : Six Things NOT to Do

Mr. Inside Sales

The first step to getting put through to decision makers is to make the receptionist’s job easy. Some sales people think that if they just bully their way in, the gatekeeper will step aside and let them through.

Mad Men Era: 3 Timeless Sales Techniques

Velocify

How the sales profession has evolved from the Mad Men era, the tools change but the basics endure. Wining and dining is much less frequent in today’s sales environment with more deals done remotely; however, sales reps have an advantage that didn’t exist 50 years ago — the worldwide web.

7 tips to improve your cold calling and lead generation

B2B Lead Blog - Inside Sales

How to Get Started Cold Calling the right way: To use phone calls as an effective lead generation strategy, I recommend you create a specialized sales development rep position within the sales or marketing group or hire a firm that specializes in teleprospecting.

Two Killer Questions to Open & Close a Sale

Mr. Inside Sales

Here’s what happened: As he was leaving, and right after meeting with the IT Director, he asked him how he could get in front of the new CFO (knowing that the CFO was the ultimate decision maker). He continued: “This situation revealed the real challenge we face as inside sales reps.

Sales Management: The One Metric That Matters Most

Mr. Inside Sales

I’m here this week presenting at the American Association of Inside Sales Professionals (AA-ISP) Leadership Summit. And the one metric I’ll be speaking about is the one that is the most important one for driving sales and making revenues. Sales Management Sales Tips

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. The post 5 Quick Secrets to Compelling Emails appeared first on Mr. Inside Sales. Want to get your emails returned?

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. To start with, the gatekeeper is just that – someone whose job it is to screen salespeople from getting through to the decision maker. Again, they are gatekeepers – not decision makers.