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3 Keys to Successfully Dealing with Influencers

Mr. Inside Sales

Influencers are key to both getting through to decision makers, and to eventually making a sale. The question is: How do you properly qualify them and get them to influence the sale in your favor? They are: Key Number One: Understand exactly how much influence the influencer has. Get Access Today.

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5 Questions for Influencers

Mr. Inside Sales

More and more these days, decision makers hid behind their assistants or other influencers. Many sales reps get frustrated by this and often try to get past these very important people, thinking that only the decision maker is worth talking to. Question Five: “How much influence (or input) do you have on the final decision?”.

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5 Must-Follow B2B Sales Influencers

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In a recent post, we explored the qualities that made someone an influencer. We also introduced you to some of our favorite B2B marketing influencers —including the socially-savvy Ann Handley, Joe Chernov, and Joe Pullizi, just to name a few. The B2B sales arena has a few social celebs of its own. Wondering who they are?

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3 Keys to Dealing with Difficult Prospects

Mr. Inside Sales

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…”. Then: “And also, I’m not the decision maker on this, I’m just an influencer.

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Stop Jumping Through Hoops to Get a Sale

Mr. Inside Sales

So many sales reps are anxious when they speak with a prospect. And, if they are an influencer collecting information, then: “What is the timeline of the (decision maker) to put something like this to work for them?” And, to qualify the influencer: “How do you get involved in the decision process?”

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10 Sales Influencers You Should Be Following On Social Media

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But in reality, many people who work in sales are also motivated to help other salespeople succeed and advance their careers. Following the right sales influencers on social media channels can give you a lot of insight into best practices, new trends, tips and advice, and help you find ways to connect with prominent thought leaders.

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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 specialization model in inside sales yields a 7 point higher close rate – do you have specialists? In inside sales, leading indicators are effort and results.