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? Your prospects will trust you more, and you’ll appear more professional. And prospects like that! #2:

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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)? 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?”. ON DEMAND SALES TRAINING THAT GETS RESULTS!

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Mr. Inside Sales

JULY 24, 2022

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

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Score More Sales

APRIL 14, 2014

It is not just being busy that gets appointments and gets demos and gets deals. The act of dialing and emailing enough “more probable” potential prospects each day to give you enough prospects to talk with every day and every week. Inside Sales Power Tip 122 was about Keeping Your Focus.

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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…”.

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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…”.

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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

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Mr. Inside Sales

SEPTEMBER 27, 2019

for demo call backs), is alive and well—unfortunately. Just last week, I received this email question from a reader: “Hi Mike, question: After I send out information to prospects, and I come back to them with an idea do I ask them if they have a minute before going into my pitch?”. That’s how you handle prospecting calls.

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Mr. Inside Sales

MARCH 16, 2020

Anyway, how do you handle this objection when you’re prospecting? Sales reps have a hard time with this, but now is the perfect time to practice this skill. Second: It’s important to stress to prospects and clients that what we’re going through now is temporary. Let your prospect or client vent. This will pass.

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Mr. Inside Sales

DECEMBER 21, 2020

If you want to instantly improve at getting better at: Getting past gatekeepers Connecting with decision makers easier Qualifying prospects better and learn their buying motives Giving better demos and presentations Overcoming objections easier. The post Holiday Sale! appeared first on Mr. Inside Sales.

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Nutshell

AUGUST 24, 2018

Inside sales refers to any form of selling that isn’t done face-to-face. Unlike outside sales (or field sales ) reps, inside sales reps connect with potential customers remotely through phone, email , and web conferencing. Among B2B companies, the use of inside sales reps has exploded in popularity.

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Mr. Inside Sales

NOVEMBER 2, 2020

I still get requests from clients, as well as readers, about how to handle getting blown off when they call a prospect back. Here are three proven scripts you can use the next time your prospect tells you “I looked it over and I’m not interested…. The post I looked It Over and We’re Not Interested appeared first on Mr. Inside Sales.

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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. Just remember what’s crucially important in all of sales: You can’t write any business if you don’t have prospects and clients to pitch to. to set those demos/presentations.

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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 way most sales reps set appointments now is to just ask when a day and time might be good for a prospect.

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Mr. Inside Sales

APRIL 1, 2019

—and one of the sales reps brought up today’s quote as we were reviewing calls during the training. The call was a closing presentation—a demo, really—and after about an hour of slides and features and benefits, the rep was anxious to set next steps: schedule another demo call, schedule another Q & A session, etc.

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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.”. Do you feel this had value for you?

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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! appeared first on Mr. Inside Sales. Upcoming Schedule.

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Mr. Inside Sales

MAY 20, 2019

If you’re like most companies, then you’ve probably got enough technology in place to measure just about everything: talk time, conversion rates, number of demos being given, lead flow and lead placement in the funnel—top end, middle, and end stage of leads. appeared first on Mr. Inside Sales. And now with A.I.,

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Mr. Inside Sales

JUNE 2, 2019

Then make sure and get buy in that your prospect is sold on your solution before you go over pricing options. The post Getting Buy-In Before Going Over Price appeared first on Mr. Inside Sales. Upcoming Schedule.

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Sales Hacker

JULY 1, 2020

Fortunately, by leveraging a few inside sales best practices, outside sales reps can successfully pivot to remote sales. Reshaping Your Sales Process. Ready to reshape your sales process, implement a few proven remote sales techniques, and become a remote sales expert? Calling your prospects.

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Mr. Inside Sales

OCTOBER 19, 2019

If you’re in inside sales management, then you know all about metrics. You see, it isn’t the activity around the sale that’s most important (and that everyone measures), but rather, it’s the activity that happens during the sale that matters most. They won’t improve. Upcoming Schedule.

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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. If you’ve done this yourself, then you know all too well the sickening feeling of “giving away the store” only to have the prospect then refuse to do business with you.

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Sales Hacker

SEPTEMBER 16, 2019

What is inside sales? What is outside sales. Should you use inside or outside sales? How can inside and outside sales work together? Skills and qualifications necessary for inside sales. Skills and qualifications necessary for outside sales. What Is Inside Sales?

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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.

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Nutshell

APRIL 28, 2020

We’ll show you how to create the perfect work environment, build an outreach strategy, host a virtual product demo, and more. This tool enables users to host team meetings and client calls, record and send product demos, and host live webinars. Four Tactics You’ll Need for Better Virtual Sales. And that’s alright.

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Sales and Marketing Management

DECEMBER 14, 2020

Will demos, for example, look more like an online trade show exhibit where buyers engage virtual sales presentations, video demonstrations and precise content based on a “choose your journey” approach? These are the exact moments where salespeople, who are continually being marginalized by buyers, can step in and add value.

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Mr. Inside Sales

JULY 13, 2015

I was working with a client the other day listening to one of their rep’s qualifying call, and when the rep presented the cost of the product and asked if that fit within the prospect’s budget, the prospect gave an interesting answer. And this is how most sales reps operate. She said: “Well maybe, but it depends.

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Vengreso

DECEMBER 8, 2022

And, what sales leaders must do to keep their sales teams motivated and improve their customer service experience are exactly what we dive into in this episode of The Modern Selling Podcast. Her innovative inside sales training tactics and proven approach gets her clients results every time.

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Mr. Inside Sales

MAY 7, 2018

So before we went through all the trouble of sending even more information or sitting through a demo, I emailed them and declined. Unfortunately, most sales reps operate the exact opposite way. And after this long and frustrating process, the majority of these prospects end up not being a sale.

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Close.io

NOVEMBER 25, 2019

5 ways to leverage direct sending for inside sales teams. Now, I’m not talking about a Rolex watch with your prospect’s name inscribed in the back. Send a $5 coffee gift card before a meeting or demo. It’s only $5, and your prospect will appreciate the gesture. Send a handwritten note when your prospect goes dark.

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Nutshell

AUGUST 27, 2018

There are hundreds of different sales tactics that you can use to find prospects, qualify leads, and make a sale. To point you in the right direction, we’ve compiled a list of some of the best and most popular B2B sales tactics from general practices to specific sales techniques you can use to close more of your deals.

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Mindtickle

JUNE 29, 2021

This is an essential exercise for any sales rep, but particularly BDRs who need support in identifying the buyers’ problems. A good elevator pitch is everything to a sales rep. This role-play sales training is especially valuable for those transitioning from field sales to inside sales. Product demo.

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Mr. Inside Sales

JULY 15, 2016

Top Characteristic Part Four: Thoroughly qualify each and every prospect and client before you set up your close or demo or run your appointment. I’ll start with a story: I was in the Bay Area giving a training to a group of tech sales reps, and I was talking about what makes up a qualified lead and how important it is.

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Mindtickle

DECEMBER 8, 2022

Being a sales rep is tough but rewarding. Day after day, you plan your conversations, prep your sales collateral, make dozens of calls, face a lot of rejection, and, hopefully, make progress on moving prospects down the funnel. Managing a sales team is a lot of work, too. On a good day, you’ll close a deal or two.

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Sales Hacker

JULY 10, 2019

As the CEO of an On-Demand Inside Sales Coaching Company, I review literally hundreds of hours of recorded discovery and demo calls. As you might guess, my team and I have picked up on the subtle and surprising patterns followed by successful inside sales reps. Less Powerpoint, and more demo.

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Bigtincan

OCTOBER 13, 2021

On how inside sales teams can help generate sales. If you’re wondering how your sellers will meet the increasing demands of more sophisticated and informed buyers in digital sales cycles, Bigtincan may be the right fit for your organization. On the need to pilot different things and build a fail-fast culture. “If

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Mr. Inside Sales

FEBRUARY 12, 2016

I’ve even begun hearing sales teams jump on the “Oh, things are terrible, the world is coming to an end…” objection and actually agreeing with their prospects! As soon as a sales rep gets this objection, I’ve heard them pile on with, “Oh, I’ve been hearing that a lot and things are bad out there! Empowering, huh?

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