A few months ago I was in Las Vegas training at a very large company’s sales summit. I love these events because I not only get to train wonderful groups of sales professionals, but because I always learn so much myself. Below is an example of five things I learned from one of the regional […]
How to Leave Effective Voice Mails
One of the hardest things for sales reps to handle is a prospect who is not responding to them after they have done a presentation to them. I’m sure you’ve got some of them in your pipeline right now. You’ve given them your 45 minute demo, answered their few questions, asked for the deal and […]
How to Qualify Inbound Leads
New marketing funnels and lead nurturing campaigns have created what has always been a salesperson’s dream: more inbound leads. Sales reps love receiving these leads and tell me all the time that these “warm” leads must be better because they called in requesting information. “These leads are more qualified because they are calling in,” I […]
The “Turkey Shoot” Motivation Technique
I’d like to thank all those readers who commented on the eZine article: “Using Bingo to Increase Sales.” I’m glad you found it useful, and I especially like how many of you sent in ideas and techniques of your own that you’ve used to motivate your sales team. One of our readers, Yvonne, sent in […]
How to Use Bingo to Increase Sales
Last week I was in Las Vegas presenting to a team of about 150 directors of inside sales and the subject was how they could to help their inside sales teams set more appointments. The problem their teams were having (and they are not unique in this way as many of you know through experience) […]
5 Elements of a "Best In Class" Inside Sales Team
Recently I was asked by a client what a best in class inside sales organization looks like. This got me thinking about all the companies I’ve worked with, and after a while I picked a client company in Canada that I believe is practicing the 5 crucial elements that define it as “Best in Class.” […]
Would you nominate me?
If you’ve benefitted from any of my sales articles, scripts or webinars, then would you be willing to nominate me as one of the 25 Most Influential Inside Sales Professionals working in the industry today? It’s sponsored by the American Association of Inside Sales Professionals (the AA-ISP). Simply Click this link: http://www.surveymonkey.com/s/Top25ISP2013 Thank you! Mike […]
5 Tips On How Not to Sound Like a Salesperson
First, let’s start with the real problem which is that most sales reps just don’t know how to really engage and talk to people. That’s really the bottom line. Most sales reps are more interested in pitching their products or services and don’t treat the people they are speaking with like people. A long time […]
2 Great New Year’s Questions for Your Clients
Welcome back to the office, how do you feel? Overwhelmed? Under pressure already? If so, then you’re not alone. Most company’s management and sales teams are under immediate pressure already to begin accomplishing their new goals and sales targets. In fact, this pressure is also felt in the accounting department, the marketing department, and everywhere […]
5 Qualifying Questions You Must Ask Every Time
Would you like a way to become instantly better at closing more sales over the phone? If so, then simply incorporate these “must know” questions into your first qualifying call and you will immediately have better results when you call back to close. How can I be so certain knowing the answers to these 5 […]