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 116 – Call Deep

Score More Sales

A common issue among newer remote (inside) sales pros is that we tend to latch on to one person within a company to call on. This is one of the TOP issues I see when meeting with an inside sales team or with individual sellers.

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.

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.

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.

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….

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.

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.

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.

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?

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.

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.

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).

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.

Putting the Human Back in Sales Conversations

DiscoverOrg Sales

This is second installment detailing DiscoverOrg’s TiLT Sales Development Challenge and it’s 10 core learning modules. Are you leaving money on the table by not empowering your sales development teams with the ability to connect with prospects?

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.

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.

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

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

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.

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.

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.

Sales is a Numbers Game | Track Phone Cold Call Lead Activity Daily

Mr. Inside Sales

Find out why sales is a numbers game and why using a daily phone cold call lead activity tracker and prospect management system such as a team goal tracking spreadsheet or calendar is vital to success. Ever ended the month below your sales quota? Some Will, Some Won’t, Whose Next?

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.

Inside vs. Outside Sales: How to Structure a Sales Team for Success

Hubspot Sales

Inside vs. Outside Sales. Inside sales reps often sell remotely, from an office base, while outside sales reps travel, brokering face-to-face deals. 47% of all salespeople work in inside sales, with 53% representing outside sales. Outside Sale

How to Cold Call for Sales | Cold Calling Techniques that Really Work

Mr. Inside Sales

Discover cold calling tips, best practices and techniques to avoid and learn ways that really work on how to make effective B2B cold calls for sales. By following the 3 tips below, you can begin building better rapport with all the sales leads you’ve taken the time to learn more about.

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.

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.

Best Ways & Techniques How to Improve & Increase Closing Sales Process

Mr. Inside Sales

Close More Sales Using More Assumptive Questions. Learn the best ways on how to increase, improve and boost your sales process performance with more effective tips, techniques strategies and ideas including top closing lines and assumptive questions.

Sales Prospecting in Beast Mode

Score More Sales

What if that decision maker you have been wanting to reach IS around today? ” Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. The post Sales Prospecting in Beast Mode appeared first on Score More Sales.

The Reason You are calling, is… – Sales eXecution 320

The Pipeline

As a reader of this blog you have heard me say that whoever coined the phrase “sticks and stones may break my bones, but words will never hurt me” was not in sales. As more and more sales organizations turn to an inside sales approach, this becomes a greater factor.

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.

6 Top Reasons Sales Leaders are Scared of Social Selling

Sales Benchmark Index

Trust is the name of the game in sales. 84% of B2B decision makers begin their buying process with a referral. You are the SVP of Sales at your company. This is an important decision for you. So why are so many sales SVPs afraid to embrace social selling?

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?

How optimization increased sales development rep leads by 304%

B2B Lead Blog - Inside Sales

There’s something I wish I would have known when I wrote my best-seller, Lead Generation for the Complex Sale. Anyone who has worked in inside sales knows that sales professionals are always informally testing to learn what works and what doesn’t.