I received this question from a reader of my blog last week: “Mike, I have a question for you. “Being that people are more accessible with iPhones, text, laptops, computers, email, messenger, FB, Instagram to name a few, why are business owners/decision makers so hard to reach? It’s almost like they are hiding. They don’t even […]
One Technique to Avoid Ghosting
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?” you think. “Why didn’t I see that coming?” Wouldn’t it […]
Gatekeeper Best Practices
Last week I was contacted by the American Association of Inside Sales Professionals and asked if I would share my best practices for dealing with the gatekeeper. Sure! I said. In under 10 minutes they recorded a slide presentation, and I want to share that with all of you. Do pass this on to others […]
Getting Buy-In Before Going Over Price
Want to instantly make asking for the sale easier? Then make sure and get buy in that your prospect is sold on your solution before you go over pricing options. 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 Harder You Work, The Luckier You’ll Get
I was working with a sales manager last week—he manages a team of 20 inside sales reps with a direct report manager who helps manage half that team—and I asked him what kind of producer he was when he was selling. “I was number one!” he answered proudly. “And if you look at your team […]
Metrics—Which One is Most Important?
Feeling a little overwhelmed by all the new technology that seems to come out every month (almost every week)? 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, […]
Close More Sales with this One Training Tip
Do you want to be a top producer in sales? If yes, then do what I did: Get the best training you can and use what you learn. Enroll yourself or your team in next week’s 7-week online training program. See it here. All sessions are recorded so you can watch—and re-watch them—at times that […]
Early Bird Pricing Ends Soon!
Get the training you need to close the sales you want. And don’t miss saving 15% on our powerful, online training course! Use the code: “Early” until midnight of May 13th only! If you or your team struggles with call reluctance and would rather send emails than pick up the phone, then we will change […]
Sell More! New Online Training—Early Bird Pricing!
Want to get your team excited about selling again? Would you like to be motivated to pick up the phone instead of sending yet another email? Do you want to be confident when speaking with gatekeepers and decision makers? Are you ready to double or even triple your sales—in 2019? You can. Better training = […]
A Gift to Our Readers: MIS Wins 2019 Service Provider Award!
Chicago: AA-ISP Leadership Summit: I’d like to take a quick moment to acknowledge all my readers and clients who nominated MIS in two categories this year, 2019. At the Summit in Chicago last week, MIS was awarded (for the third year in a row!) the “2018 Service Provider of the Year Award”! We are deeply […]