Mr. Inside Sales

MAY 30, 2022

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. And now with A.I., How about: “We wouldn’t be interested right now?”. They won’t.

Top of Funnel 156

Top of Funnel Face-to-face Sales Qualified Lead Inside Sales 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? Response #1: “I was hoping you’d say that!

Gatekeeper 156

Gatekeeper Face-to-face eBook How To 156

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. Unlimited License: One to 100 reps can attend for one low price!

Gatekeeper 178

Gatekeeper Face-to-face Decision Maker Licensing 178

No More Cold Calling

JULY 29, 2021

They just gave a demo and the standard pitch. Bypass the gatekeeper and score meetings with decision-makers every time. They didn’t plan agendas, do their research, or even check the clients’ LinkedIn profiles to identify shared interests, connections, and similarities. Image attribution: Canva Studio ).

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Mr. Inside Sales

JULY 24, 2022

And then: “And do you have that budget available should you like what you see during our demo?”. 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. Ask: “Ballpark, what is your budget for this?”.

Objections 156

Objections Face-to-face Sales Qualified Lead Gatekeeper 156

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 script. You see, even if you think you would never use a script, the truth is, you already are! And prospects like that! #2:

Face-to-face 258

Face-to-face Hiring Sales Qualified Lead Gatekeeper 258

Mr. Inside Sales

MARCH 8, 2020

Over the course of seven pre-recorded webinar sessions, you and your team will learn: The New Rules of Prospecting How to Overcome Call Reluctance How to Breeze Past Gatekeepers Qualifying Fundamentals Email & Voicemail Best Practices How to Give Winning Demos and Presentations Overcoming Objections Time Management And Much, Much More….

Training 180

Training Licensing Scale Gatekeeper 180

Mr. Inside Sales

NOVEMBER 2, 2020

But seriously, {first name}, this (product/service/investment) has some great features that aren’t readily available in the (demo/material/information) I sent you, and it’ll only take a couple of minutes to find out if they would be a fit or benefit for you. Unlimited License: One to 100 reps can attend for one low price!

Face-to-face 178

Face-to-face Gatekeeper Hiring eBook 178

No More Cold Calling

APRIL 15, 2021

They don’t want to see your demo. They don’t have to worry about getting past gatekeepers or heading off the competition, because they have the best possible competitive advantage—a relationship built on trust. Problem is, buyers don’t actually buy software. Can I Trust You?

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

No More Cold Calling

MAY 25, 2023

B2B buyers don’t want to see your demo. They don’t have to worry about getting past gatekeepers or heading off the competition, because they have the best possible competitive advantage—a relationship built on trust. But buyers don’t actually buy software. You have a choice. Why Does a Referral Program Ensure Trust?

B2B 177

B2B Buyer Referrals Sales Qualified Lead 177

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. to set those demos/presentations. How many demos/presentations are you focused on getting in a day? How many demos/presentations are you focused on getting in a day? You should, too.

Face-to-face 159

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

Mr. Inside Sales

SEPTEMBER 27, 2019

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. For demos where you have an appointment, don’t ask if this is still a good time for them. And then get into your demo…. Good to hear.

Face-to-face 141

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

DiscoverOrg Sales

APRIL 12, 2017

It’s easy to see the correlation between data accuracy and sales efforts: If phone numbers are correct and link sales reps directly to their buyers, they can spend more time talking to likely prospects at the other end of the line, rather than shaking down a phone tree of gatekeepers. 50% fewer encounters with gatekeepers.

Data 222

Data Scale ROI Gatekeeper 222

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. And now with A.I., How about: “We wouldn’t be interested right now?”.

Top of Funnel 144

Top of Funnel Face-to-face Sales Qualified Lead Inside Sales 144

Mr. Inside Sales

APRIL 22, 2019

As such, they are ‘flying blind’ and have no idea what the prospect is thinking throughout and at the end of their demo. You must engage your prospect at the beginning of the presentation, re-qualify as much as possible, and use tie-down’s and escalating trial closes throughout your demo so you know exactly when your prospect is ready to buy.

Closing 169

Closing Face-to-face Inside Sales Gatekeeper 169

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. And you can help them do that…. You: “I completely understand.

Objections 169

Objections Face-to-face Inside Sales Gatekeeper 169

Mr. Inside Sales

APRIL 25, 2020

I understand that things may be on hold for now but was wondering: How do you feel about what we covered in our demo last week? Another example: Dear Prospect, Good to hear you’re keeping well. Do you feel this had value for you? Let me know so I can follow up appropriately. Unlimited License: One to 100 reps can attend for one low price!

Face-to-face 159

Face-to-face Objections Gatekeeper Licensing 159

Mr. Inside Sales

APRIL 1, 2019

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. —and one of the sales reps brought up today’s quote as we were reviewing calls during the training.

Closing 140

Closing Strategy Face-to-face Inside Sales 140

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! What’s wrong?” Why didn’t I see that coming?”. Who Should Attend?

Face-to-face 148

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

Mr. Inside Sales

JUNE 2, 2019

If your sale cycle involves giving a demo or presentation that includes showing pricing options, then a mistake you may be making is moving into the pricing before you have confirmed that your prospect is completely sold that your solution will give them what they want (or help them accomplish what they need). Who Should Attend?

Face-to-face 146

Face-to-face Gatekeeper Inside Sales Decision Maker 146

Mr. Inside Sales

OCTOBER 7, 2019

Mike offers customized keynotes and breakout sessions on subjects like: Prospecting – Both B2B & B2C Setting demos and appointments Overcoming call reluctance Presentation Skills Closing Skills Motivation and Attitude Adjustment And much more! Mike’s keynotes and breakouts are engaging, energizing and highly motivational!

Face-to-face 121

Face-to-face B2C Inside Sales Gatekeeper 121

Mr. Inside Sales

JUNE 6, 2017

Now, imagine having over 500 more responses to help overcome other objections, get past gatekeepers, build rapport with decision makers, handle presentations and demos better, leave better voice mails, etc.? How much more successful would you and your team be if they finally had access to techniques that are fresh and actually work?

Cold Calling 136

Cold Calling Gatekeeper Discount Decision Maker 136

LevelEleven

JULY 25, 2019

The Gatekeeper. Running into a gatekeeper is a fairly common sales prospecting scenario, especially when trying to get ahold of C-level decision-makers. Some skills your reps should practice before dealing with a gatekeeper include: Demonstrate knowledge of the prospect so they’ll know you’ve done research. The Demo Pusher.

Gatekeeper 54

Gatekeeper Negotiation Decision Maker Call-back 54

Mr. Inside Sales

JUNE 6, 2017

Now, imagine having over 500 more responses to help overcome other objections, get past gatekeepers, build rapport with decision makers, handle presentations and demos better, leave better voice mails, etc.? How much more successful would you and your team be if they finally had access to techniques that are fresh and actually work?

Cold Calling 120

Cold Calling Gatekeeper Discount Decision Maker 120

Zoominfo

OCTOBER 21, 2021

And just like an ICP can be segmented into various cohorts, go-to-market teams should understand how to engage various stakeholders, influencers, decision makers and – gasp – gatekeepers involved in the purchasing process. Total Connections → Demos Created: How many connections does it take for one of them to ask for a demo?

Top of Funnel 130

Top of Funnel Funnel Data Sales Qualified Lead 130

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. How’s that for a good thing to come from this pandemic! 2) Become an expert at Zoom. As such, why not study, learn, and become a Zoom Expert!

Strategy 159

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

No More Cold Calling

JUNE 7, 2018

They don’t want to see your demo. They don’t have to worry about getting past gatekeepers or heading off the competition, because they have the best possible competitive advantage—a relationship built on trust. Problem is, buyers don’t actually buy software. You have a choice. To Know You Is to Trust You (or Is It?).

Referrals 276

Referrals Sales Qualified Lead Leads Marketing Qualified Lead 276

Mr. Inside Sales

MARCH 10, 2017

But seriously, this (product/service/investment) has some great features that aren’t readily available in the (demo/material/information) I sent you, and it’ll only take a couple of minutes to find out if they would be a fit or benefit for you.

Hiring 157

Hiring eBook Gatekeeper How To 157

Mr. Inside Sales

OCTOBER 19, 2019

They won’t improve. Again, what’s important is how they perform during a sales call that matters. And your number one goal as a manager or business owner is to know how each of your reps performs while in the sale, and then to teach them the most effective, best practice techniques to win more sales. Who Should Attend?

Company 120

Company Face-to-face Inside Sales Gatekeeper 120

SBI

JULY 23, 2019

My sales team used to send multiple emails to get our inbound leads booked for a demo – it was a lot of back-and-forth and great prospects were dropping off before we could get them booked. We finally bought Outreach, an automated demo-scheduling tool that integrates into webforms. We were leaving money on the table.

Data 111

Data Strategy Decision Maker Inbound 111

DiscoverOrg Sales

OCTOBER 4, 2016

ISPs and email providers are the gatekeepers, and they’re employing increasingly sophisticated algorithms to ensure their users are only getting the email they want. Schedule a personalized demo with one of DiscoverOrg's sales intelligence experts Be On Your Way to Closing More Deals.

Email Marketing 254

Email Marketing Policies Campaigns Gatekeeper 254

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. There is a disturbing trend I’ve heard with the companies I’m working with. Who Should Attend?

Negotiation 137

Negotiation Closing Face-to-face How To 137

Hubspot Sales

AUGUST 21, 2023

Prospect: Actually, this isn't a great time … Rep: Are you interested in a product demo of how we are in the magic quadrant? This is where you're going to ask them to attend a demo, or continue the conversation with an Account Executive, or take whatever next steps are part of your sales process.] Is this a priority for you today?

Cold Calling 98

Cold Calling Call-back Inbound Follow-up 98

John Barrows

MARCH 5, 2020

Now with all of the different gatekeepers, administrative assistants, phone systems, that can kind of block your way, the model is really shifted. So we had a little bit more success there. What I learned was to create. You really need to create in sales development.

Prospecting 140

Prospecting Top of Funnel Compensation Decision Maker 140

DiscoverOrg Sales

MARCH 30, 2017

Sales reps aiming to displace the current provider were stuck dialing into dead-end corporate switchboard phone numbers, getting stonewalled by gatekeepers, never to reach their buyer’s voicemail box—let alone pitch their product to a decision-maker. Request a DiscoverOrg Demo Today! When deals close faster, business grows faster.

Data 120

Data Lead Rank Decision Maker Account Based Marketing 120

Zoominfo

MAY 21, 2020

If you don’t have their direct-dial phone number , you could plan to spend a lot of time negotiating with admins and other gatekeepers, or pressing buttons to navigate the phone tree. Our rep was able to schedule a demo that resulted in an ongoing opportunity, and we’re working to replace Diego’s current data provider.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

Hubspot Sales

MARCH 20, 2018

The Gatekeeper. After qualification : "Typically, people find it more valuable to see how this works in a demo.". a demo, or a discovery call with the sales rep). Types of Objections. The Brush-Off. Competition. Procrastination. Getting in the Weeds. Competition. What this sounds like : "We already work with Competitor X.".

Objections 145

Objections Prospecting Call-back How To 145