Close.io

JANUARY 21, 2020

And that person won’t stop blowing up your inbox. But really, how important is it to follow-up ? A study by Harvard Business Review found that 56% of prospects complain about poor follow-ups. And 48% of those prospects will tell at least 10 people about their poor follow-up experience.

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Follow-up Prospecting Data Lead Rank 107

Hubspot Sales

JANUARY 11, 2023

Follow-up emails can help establish a connection with your prospects. They’re also essential to your sales operation. Fifty percent of all sales happen after the fifth follow-up attempt, according to Inside Sales. The solution: Automate your follow-up emails. Here’s how.

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Follow-up Hubspot How To Promotion 85

Sales and Marketing Management

SEPTEMBER 23, 2019

Author: Giuseppe D’Angelo Inside sales have never been hotter, and the sales field is experiencing considerable change. Much of this is due to the technology that is beginning to drive the sales process much the way it has driven marketing for the past several years. Increasing demand for skilled inside sales reps.

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Inside Sales Trends Outsourcing Services Face-to-face 209

Mr. Inside Sales

APRIL 14, 2024

I can’t believe this company is asking me to actually show up to an office!” We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

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Face-to-face Gatekeeper Decision Maker Licensing 224

Mr. Inside Sales

AUGUST 21, 2022

I watched a sales rep making cold calls the other day. He was making one crucial error that was leading to him not getting very far with prospects. I want to share with you what this common prospecting error is and how to immediately fix it. What was missing was the common currency of human interaction to set up the call.

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Prospecting Face-to-face Sales Qualified Lead Cold Calling 156

Mr. Inside Sales

AUGUST 4, 2018

The Sale is in The Follow Up. Learn how to sell and improve sales skills with secrets of closing more leads and deals via follow up prospecting message, phone call and letter techniques. The first company, Air Aggressive, followed up five days later. In other words, I don’t give up.

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Follow-up Up-Sell Lead Rank Closing 124

Carew International

OCTOBER 10, 2019

We’ve recently written about the importance of responsiveness and the use of the exploratory process in inside sales. This week, we’re writing about the third key aspect of any inside sales process – follow-up. Following Up in a Digital World. Effective Follow-up Demonstrates Awareness.

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Follow-up Inside Sales Face-to-face Social Media 45

Mr. Inside Sales

APRIL 14, 2023

To follow up on the blog post from two weeks ago (about the one quick fix to get your VMs returned ), here is the second quick fix: Stop trying to trick your prospect! So do your prospects. Bottom line: Stop trying to be tricky, and stop sounding like a desperate sales rep. Search my blog if you missed them.)

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Face-to-face Gatekeeper Decision Maker Licensing 254

Hubspot Sales

JANUARY 5, 2024

So here we are — a little over a year after OpenAI changed the landscape of what can be sped up or fully automated for anyone using the internet. I’ve been in contact with sales experts about how AI has helped them. Salespeople don’t need to be tech gurus to scour the internet for info on a prospect before they make a call.

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Inside Sales Lead Rank Lead Scoring Churn 87

Mr. Inside Sales

NOVEMBER 20, 2023

A few months ago, both AT&T, and then Google Fiber, dug up our street and lawns and bushes to install fiber Internet cable. Then a Google rep showed up out of the blue, canvassing the neighborhood. Then they showed up because my neighbor switched to them. ON DEMAND SALES TRAINING THAT GETS RESULTS! Or Google Fibers?

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Google Face-to-face Gatekeeper Decision Maker 222

Mr. Inside Sales

MARCH 2, 2024

Too many sales reps like to talk. What this tells the hiring manager is that you’re likely to “talk past the close” when on the phone with a prospect! Unfortunately, many sales reps just show up, are not prepared, and haven’t done any research on the company they’re interviewing for. appeared first on Mr. Inside Sales.

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Hiring Face-to-face Gatekeeper Decision Maker 241

Mr. Inside Sales

JUNE 26, 2017

Let me ask you this: If you just met with a really hot prospect, how long would you wait before you followed up? Now, how long do you think it took for them to follow up with us? Did we get a follow up email? Did we get a follow up phone call? What’s wrong with these sales people?

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Follow-up Real Estate Hiring Referrals 136

Mr. Inside Sales

AUGUST 7, 2020

This week, I listened to a closing call from one of their reps, and here is how the prospect opened the call: Prospect: “Let me just tell you upfront that we’re looking at a lot of different options right now of which yours is just one…”. Here’s what I teach: Prospects have all the answers. Take what a prospect gives you.

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Prospecting Decision Maker Face-to-face Gatekeeper 199

Zoominfo

DECEMBER 5, 2017

Everything from the channel you select to the language you use impacts how your prospect will respond. Today we’ll cover a list of insights around sales follow-up productivity, channels, cadences, and effectiveness. B2B Sales Follow Up Statistics Sales Follow Up Productivity 1.

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Follow-up Lead Rank Marketing Qualified Lead Cold Calling 100

Mr. Inside Sales

AUGUST 18, 2018

Inside Sales Management Made Easy. Learn effective inside sales force team rep performance management training ideas, tips, techniques and plan with best practices. Being an inside sales manager is tough these days. Provide your team with clear, easy to follow sales messaging.

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Inside Sales Top of Funnel Training Film 137

Score More Sales

APRIL 30, 2014

Recently we posted about a study that showed the power and necessity of follow up in building relationships with buyers who ultimately do business with you. Here are three ways to follow up better and gain more opportunities: Look at Data. They set a time to meet and ultimately his company became a client.

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Follow-up Ideal Customer Profile Decision Maker Buyer 222

Mr. Inside Sales

JUNE 26, 2017

Let me ask you this: If you just met with a really hot prospect, how long would you wait before you followed up? Now, how long do you think it took for them to follow up with us? Did we get a follow up email? Did we get a follow up phone call? What’s wrong with these sales people?

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Follow-up Real Estate Hiring Referrals 120

Mr. Inside Sales

AUGUST 4, 2023

You can sign up to receive one on my author’s site. Click here and scroll to the middle and sign up for free. ON DEMAND SALES TRAINING THAT GETS RESULTS! To attain Wisdom, remove things every day.”—Lao Lao Tzu If you enjoy quotes like these, I send a new one out every Wednesday. Have a great week!

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Face-to-face Gatekeeper Decision Maker Licensing 251

SalesHandy

MAY 6, 2021

B2B sales can be complex and confusing with many different processes, practices and models it’s made up of. Inside sales is one such model. With more than 50% of new B2B sales jobs being inside sales roles, it’s no longer a niche operating model. What is Inside Sales? Sales cycle times.

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Inside Sales Ideal Customer Profile Benefit Top of Funnel 75

Mr. Inside Sales

DECEMBER 9, 2023

A city bus pulled up outside and a bunch of people got off. One guy—mid 40’s, tall and lanky—started walking towards the Starbucks, and when he entered the store, I recognized him from many years before when we were both struggling inside sales reps trying to sell investments over the phone. Yes” I said. I remember,” I said.

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Face-to-face Inside Sales Gatekeeper Decision Maker 220

Mr. Inside Sales

JULY 9, 2023

Goethe If you do, then you can receive one each Wednesday by signing up here. Hundreds of other sales reps are already enjoying an amusing or enlightening quote in the middle of their week—you should, too! Sign up today. ON DEMAND SALES TRAINING THAT GETS RESULTS! Scroll to the middle of the page).

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Face-to-face Gatekeeper Decision Maker Licensing 222

Mr. Inside Sales

AUGUST 13, 2021

But when you’ve done a presentation and then don’t hear back from a prospect, it can often mean the kiss of death. While it seems counter intuitive, I’d rather know up front if I’m wasting my time or if this is a real prospect. Speaking about prospects hiding behind emails, etc., sales reps hide behind them, too.

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Face-to-face Call-back Gatekeeper Decision Maker 317

Mr. Inside Sales

APRIL 30, 2023

Problem: Salespeople talk too much when they finally get a prospect on the phone. They talk over their prospects and generally learn very little about what it takes to close a sale. with your voice lifting up at the end of the word. Then hit MUTE again and listen as your prospect reveals more.

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Sales Qualified Lead Face-to-face Gatekeeper Decision Maker 212

Mr. Inside Sales

SEPTEMBER 25, 2021

Be honest: Do you dutifully send an email and then ask when you can follow up when you get this blow off objection? Believe it or not, over 90% of sales reps do just that. Script #1: Make sure and have an email already prepared while you’re prospecting. Allow you to set a definite follow up appointment.

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Sales Qualified Lead Face-to-face Gatekeeper Decision Maker 284

Mr. Inside Sales

FEBRUARY 19, 2023

At first, it seemed almost rude to utter it… But let me ask you: out of ten prospects you pitch to, how many end up actually buying? Yep, two out of ten prospects you speak with turn into buyers. That’s why most people get burned out in sales. That’s why most salespeople find sales discouraging.

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Face-to-face Gatekeeper Decision Maker Licensing 255

Mr. Inside Sales

JULY 30, 2021

Wouldn’t it be convenient to have a list of 5 questions you could use to get your prospect talking, to get them to open up about how they’re feeling and what you might need to concentrate on? If you’re a manager, this is a great exercise for a sales meeting. You could do two: one for prospecting and one for the close.

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Closing Gatekeeper Face-to-face Decision Maker 334

Mr. Inside Sales

MARCH 10, 2018

Think about it: you wouldn’t want a dentist to make it up as he goes along, would you? You count on your dentist to be prepared and trained on the up to date, best practices for handling your dental situation. The same is true in sales. Adapt this script to your own personality and product or sale. Of course not!

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Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 124

Mr. Inside Sales

OCTOBER 14, 2023

You can sign up for free by clicking here. If you are interested in being a part of this journey, do sign up above. —Victor Hugo, writer If you enjoy quotes like these, you’ll be pleased to know that I send out three new ones every Wednesday. As some of you know, I’m beginning my new career as a writer.

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Face-to-face Gatekeeper Decision Maker Licensing 259

Mr. Inside Sales

MAY 11, 2023

Here’s how: When you lose a sale or suffer a difficult call (could be a prospecting call), you hang up and find your attitude is a bit negative, simply say to yourself: “Okay. appeared first on Mr. Inside Sales. That’s okay.” And then leave it at that. It is what it is, and you can’t change it.

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Face-to-face Call-back Gatekeeper Decision Maker 250

Mr. Inside Sales

FEBRUARY 21, 2020

How good are you at requalify existing accounts, or prospects you haven’t spoken with in a while? And that means that just because a prospect or client was in charge of a certain function last month or 6 months ago, it doesn’t mean they are in charge of it today. Transition sentence two: “ __, let me get up to date on things with you.

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Prospecting Sales Qualified Lead Face-to-face Decision Maker 158

Mr. Inside Sales

JUNE 23, 2019

This is a good question and many sales reps are wondering the same thing: With so many ways of being contacted, why is it harder to reach them? The answer is simple: Prospects now have more ways of identifying sales reps they don’t want to speak with, and now have more ways of evading them. It’s the same for your prospects.

Prospecting 147

Prospecting Face-to-face Decision Maker Call-back 147

Mr. Inside Sales

JULY 6, 2021

Rookie mistake: You’ve got several products or services you can offer a prospect, and you start by offering the first, or main one, then hear an opening for another one so pivot to that one, and describe another—and then another. Stalled sale. You can use the intel you got from your initial pitch to open up the upsell.

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Face-to-face How To Pivotal Call-back 317

Mr. Inside Sales

JULY 24, 2023

He looked up at me, not smiling, shrugged his shoulders and said, “I don’t know.” Throughout my inside sales career, as both a sales rep and as a sales coach, I have always stressed the importance of those two words, “Thank you” and “Please.” Mark’s Square. Abruptly, I asked, “Where is St. Mark’s Square?”

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Face-to-face Gatekeeper Call-back Inside Sales 235

Mr. Inside Sales

JUNE 6, 2020

What’s the biggest mistake sales reps make with prospecting or cold calling? You know, that desperation sales people have when they finally get someone on the phone. Your prospecting will go a lot better if you do! Cold calling mistake #2: Don’t pitch your prospect—yet. and allow your prospect to engage with you.

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Prospecting Gatekeeper Cold Calling Face-to-face 161

Mr. Inside Sales

OCTOBER 21, 2022

One of the most important things I learned early on in my sales career is that attitudes are contagious. My manager told me that when I’m on the phone with a prospect or customer, someone was going to sell someone—either the customer was going to sell me on why he wouldn’t buy, or I was going to sell him on why he should buy.

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Face-to-face Gatekeeper Decision Maker Licensing 271

Gong.io

JULY 11, 2022

These are the luxuries afforded to the typical inside sales rep. But aside from the obvious environmental difference, there’s a lot more that separates inside from outside sales teams, and that’s what we’re going to explore here. What is inside sales? . Inside sales vs. outside sales .

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Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

Mr. Inside Sales

OCTOBER 14, 2022

I don’t know why sales reps always default to: “I’ll call you again in a month…” Or 60 days or 90 days, etc. Why would you want to miss all the sales this prospect will place in the meantime? The smart thing to do is ask a prospect what their buying schedule is. When would be the best time for me to follow up with you?”

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