The Best CRM Solution

Many times a week I’m asked several things:

“Is cold calling dead?”

“What is the best way to keep track of your calls and call backs?”

“Is there an easy way to record your calls?”

“How can you keep all your scripts near you so they are easy to get to when you need them?”

Whenever I asked these types of questions, my answer is always the same:

Have you tried the best CRM solution on the planet for inside sales: VanillaSoft? VanillaSoft does it all – keeps track of your leads, organizes your call backs, displays your scripts, records your calls, and SO MUCH MORE.

They even have a “Lite” version that will fit many selling situations for just $16 a month!

Try it for free for 30 days here.

I want to share an email the owner of the company, Ken Murray, sent me the other day:

Dear Mike,

You and I always joke about the naysayers that claim the phone is dead, cold calling is old school, social medial has the answers and so on. Well my friend, you still remain a leading force in helping those that sell by phone do it more professionally and successfully and VanillaSoft remains the leading software platform driving phone sales. Perhaps we are getting the last laugh.

If we had listened to the pundits we would have pulled the plug years ago. Selling by phone is dead they yelled. We heard it all. No one uses the phone anymore; people can’t be reached. If you reach them they do not want to be bothered. When sales people kept selling by phone in growing numbers, the voices remained loud but changed directions slightly. The new chant was “cold calling is dead.” To be successful by phone, you must social-sell. Well Mike, here we are at the end of 2011 and I am here to tell you that the phone is still alive and well, cold calling still works and companies still sell and acquire customers by phone. Why? Because as you and I know, it still works!

Knowing this does not give one permission to stick you head in the sand and ignore the changing dynamics of selling by phone. Yes– you can still cold call and be successful. But, you can do it more professionally, more productively and more successfully. The pundits were wrong on many accounts, but the concerns they raised led to many new market innovations and selling techniques (and training) that greatly enhanced selling by phone. Think of the early DNC (Do Not Call) regulations. It was said that this will kill the industry and end selling by phone once and for all. It actually had the opposite effect. Today, companies benefit from DNC by not calling those individuals that have opted out. They were the “guaranteed NOs” that in past days you would have had to spend time and effort on. Today, the government has removed them for you. The legislation actually saves businesses money. Nice! How often do we hear that about any government regulation?

The same is true for software and the many innovations that have taken place in the last several years. Using your father’s CRM, contact management, or a “dialer” to sell by phone is like- well, sticking your head into the sand again. Today, many choices are flourishing that can make your phone selling efforts more professional, more productive and more successful. Gone are the days of one-trick ponies. Today’s software can be deployed as SaaS, up and running in hours and deliver amazing functionality for cold calling, setting appointments and selling by phone. The functionality, features and modules can be tailored to your specific selling needs. An abundant amount of research has been conducted in the last few years highlighting what features “best-in-class” companies are deploying to maintain their success. Many features are covered in the white paper, “Why Traditional CRM is Not Enough.” Simply visit: click on the title and you can have it for free.

Selling by phone is alive and well. The pundits and naysayers have not killed it. Doing it right, leveraging the new tools available and garnering new success… that is up to you. Get the best training and marry it to the best software. That is my story and I am sticking to it.

Great Selling in 2012!

Ken

Grab a Free Trial of VanillaSoft from Mike’s page at http://www.vanillasoft.com/mrinsidesales

Thanks, Ken. Again, if you are looking for an affordable, robust and highly effective CRM solution for your calling situation, check out VanillaSoft.

3 Skills to Succeed in 2012

As we head into the holidays, you’re probably reviewing your year and wondering what you can do to have an even better 2012.  Here are three areas you can focus on that will pay you huge dividends in the year ahead

1)      Focus on building an attitude that expects success.  Your number one priority for the New Year should be to do everything you can do to develop, protect, and nurture a contagiously enthusiastic attitude. The ultimate key to success in this and every year is your ability maintain a positive attitude.  Think about all the negative people you’re going to run into today, this week and this month.  Are you going to infect them with your positive, can do attitude, or are you going to get more and more negative with each phone call?  IT IS UP TO YOU!!

Starting this week, get into the habit of feeding your mind and attitude daily with affirmations, by listening to motivational CD’s, by reading two pages a day in a positive book, and by goal setting. If you haven’t read books like, “The Success Principles” by Jack Canfield, or “Beyond Positive Thinking” by Dr. Robert Anthony, then go to Amazon and order them today.

My favorite way to feed my positive attitude is to use hypnotic recording CD’s or MP3’s.  Click Here for the best selection of quality programs at unbelievably low prices!

2)      Sharpen Your Sales Skills.  Let’s face it – there is no room for error in today’s selling environment.  Sloppy sales presentations, poorly qualified leads, and just plain lazy or bad habits are going to make you miserable in your job in 2012.  You must, and I mean must, learn, practice and use effective sales techniques that will allow you to identify buyers and then deliver effective presentations to close more business.

The Top 20% will do well because they already use effective skills and spend time getting better, but the bottom 80% are going to struggle.  I would say that up to one quarter of all sales reps will lose their jobs in 2012 because they won’t improve enough to make it in today’s competitive marketplace.

What are YOU doing now to improve your skills each day?  Obviously there are many good books and training CD’s on the market, but if you are really committed to improving, then start by learning and using better scripts.  You can get over 220 scripts by investing in my best-selling book, “The Ultimate Book of Phone Scripts.”  See it here.

If you want an even more comprehensive core selling skills training program for you or your team, then Click Here.

3)      Start Listening To Your Prospects.  Now more than ever, it’s crucially important that you learn how to connect with your prospects and show them you really care about what they’re going through and what their needs are.  80% of your competition is going to pitch and pitch and pitch, and this is going to turn off the people they are trying to sell.  The Top 20% are going to take the time to understand the choices their prospects and clients have and they’re going to find ways to help them.  And it all begins with listening.

People are going to buy from people they like, know and trust, and the best way to build this rapport is by asking questions and actually listening to their answers.  I’ve written many articles on listening skills, and you can see many of them here.  Whatever you do, though, you must begin showing your prospects you care, and best way to do that is by learning how to listen.

So there you have it.  Three simple things you can do that will guarantee you success in 2012.  Just remember, 80% of your competition won’t do these things but if you will you will out sell and out-perform them in sales.  In fact, you will become a Top 20% producer, and I’ll bet that will make your 2012 successful, won’t it?

So commit to yourself today and start implementing these three techniques.  Believe me, this time next year, you’ll be glad you did!

If you found this article helpful, then you will love Mike’s new book: “The REAL Secrets of the Top 20% – How To Double Your Income Selling Over the Phone.”  You can read about it by clicking here: http://www.mrinsidesales.com/bookmarketing.htm

Mike Brooks, Mr. Inside Sales, works with business owners and inside sales reps nationwide teaching them the skills, strategies and techniques of top 20% performance.

He offers a FREE audio program designed to help you double your income selling over the phone, as well as an internationally acclaimed FREE ezine. If you’re looking to catapult your sales, or create a sales team that actually makes their monthly revenues, then learn how by visiting: http://www.MrInsideSales.com

Why You Don’t Want to Be Successful

I was in Las Vegas giving a Keynote speech at a sale conference the other week, and a rep came up to me and told me this story:

“Mike, I was out playing golf with a really successful business coach a few years ago, and after I hit my first ball about 150 yards, we got back into the golf cart and I said to him, ‘I really want to be able to hit the ball 200 yards.’  The business coach looked at me (we’ll call him Bob), and he said, ‘No you don’t.’ 

“I looked at him and said, yes I do.  I really want to be able to hit the ball 200 yards.”

 “No you don’t,” Bob said. 

“By now, Mike, I’m getting pretty mad because, yes, I do really want to hit the ball 200 yards, so I said to Bob, ‘What do you mean, no I don’t?  I do!  I really want to be able to hit the ball 200 yards!

“So Bob looks at me and he says: ‘Well, do you have a golf coach that you’re working with every week?’  And I said, no.  He then asks me, ‘Well, do you practice every week?’  And I said, no. 

“So he says, ‘Well, see.  You don’t really want to hit the ball 200 yards!’” 

I nodded at the rep and he smiled at me.  He then said, “I’ll tell you, Mike, after that ride in that golf cart, I went and hired a pro, committed to practicing regularly, and now I hit the ball 200 yards!” 

That story really hit home for me.  I can’t tell you how many times I “wanted” to have or do something, but nothing happened until I committed to it and took consistent action.  In fact, I can’t remember anything that I didn’t get or accomplish once I did that!  

And that’s why I love coaching and working with business owners and sales reps who have made the commitment to getting better.  I know through my own experience and the experience of hundreds of other people I’ve worked with over the years, that if you are finally ready to do what it takes to succeed, then I can give you the tools that ensure success.  

Think about your own situation for a moment.  What are your goals or resolutions this year?  Are you committed to getting in better physical shape?  Are you committed to a certain income level this year?  To completing a creative task?  

If so, have you hired a fitness trainer?  Do you have a sales coach or have you joined a mastermind group to support you and give you the tools you need to succeed?  Have you joined a writing or photography group?  

Just what actions ARE you taking right now to accomplish your goal?  

The bottom line is that we all want lots of things, but only a few of us are willing to actually do something about it.  Is this the year that you finally have what it is you’ve always wanted?  The good news is that it’s there for the taking if you’re ready to do something about it.  I hope you are.

I'm going to predict your future for 2012

Forgive me in advance if this rubs a bit too close to the bone.

It’s not meant to be offensive, but it is meant to be objective. (I’ll explain in a second.)

1. You will break your resolutions by the end of January.

2. You will make the same amount of money as the average of your last 5 year’s total income.

3. You will gain 2 pounds of body fat.

4. You will struggle with the same habits, patterns, and behaviors that you always have.

5. You will get to the end of the year and have made very little progress in your life.

Why do I make these predictions?

Well, statistically speaking, that’s what will happen to almost everyone, including you.

So, it’s a safe bet that the same will happen to you this year.

That is, if you don’t make some necessary changes and STICK TO THEM.

I know … I know …

What nerve? Who the heck am I to say such things?

Exactly!

No one can make accurate predictions about an individual. Only about populations.

The fact is, it’s only the people who are outside of the “norm” that really do anything significant with their lives.

So, are those people made that way?

Is it just the luck of fate or genetics?

C’mon, both you and I know better than that.

In fact, I’d like to introduce you to someone that has a large volume of evidence that shows that exactly the opposite is true.

The fact is, success “can” be reverse engineered and reproduced.

You don’t have to accept what everyone else is getting but you MUST make a few new choices.

Suppose you decided today – right now – that you’re finally serious about making a REAL commitment to turning your dreams into actions… AND your goals into achievements.

And suppose you had more fun doing it than you ever imagined!

It can happen… but you need to be challenged and you’ve got to take the first bold step.

Is 2012 going to be the year you accomplish all you’ve dreamed of…forever?

You can do it, and I’ve found a way that will show you how.

Say hello to Gary Ryan Blair and the 30 Day – Got Resolutions Challenge!

This extreme performance acceleration program will be the kick in the behind you need so YOU can change your life for the better, and I mean MUCH BETTER!

All you have to do is say YES, I’m ready for a challenge, and Gary will show you how to make this the best year of your life!

I recommend the program, I recommend that you act quickly, and more importantly I recommend Gary as he is the BEST at what he does.

Click here to turn your dreams into reality.

You’ll love this very special program!

Mike Brooks
Mr. Inside Sales

P.S. Be sure to check out the video that explains the entire system. It’s a very unique approach with cartoons that is one of the best I’ve ever seen.

Go here now:

Click here: