What are your three most important metrics you measure to track and predict revenue? That was the question I asked my LinkedIn “Inside Sales Management Group,” and the answers I received were quite interesting. Whether you’re a business owner, sales manager or even a sales rep, you know that metrics are a crucial way to […]
Now that Labor Day is past, it’s time to think about getting back to work, pushing hard in September to set yourself up for the fourth quarter and….and….wait a minute. Fourth quarter? That reminds me the NFL season has just begun! Are you ready for some football? I sure am! In preparation for the season, […]
Today you’re going to get six ways to handle the “I’m not interested” blow off. Did you notice that I didn’t call that an objection, but rather a “blow off”? The first thing you must recognize about blow off statements – things like “Just send me information” or “We don’t have the budget” or “I’m […]
I’ve been listening to sales rep pitch their products and services for over 25 years now, and there are still words, phrases and techniques that send shivers down my spine. And I’ll tell you now they send shivers down the spines of their prospects and clients, too. Let’s face it – when selling over the […]
I was reading an article in Sports Illustrated by Boomer Esiason (the ex-NFL Cincinnati Bengals quarterback) and he was breaking down what makes Peyton Manning such a great quarterback. He discussed specifically how, on November 17th of this season when Payton was playing the undefeated Chiefs, Peyton was challenged with surviving a defense that was […]
(This article is by Guest Author: Gareth Goh, InsightSquared.com) When faced with a bevy of objections – particularly from top-of-the-funnel prospects – sales reps might see their slim chances of closing this customer fading away. Sometimes, sales objection handling can feel like throwing up a Hail Mary, especially when the sales rep is unprepared, with […]
Introduction: According to CEOInsights.com, over 48% of inside sales companies surveyed reported that they missed their monthly revenues goals more times in a 12-month cycle than they reached them. Other sales indicators like time on the phone, closing ratios, percentage to monthly goal, etc, pipeline accuracy inevitably suffered as well as sales teams struggled to […]
I was in Staples the other day and saw their promotion using a little red button that says, “Easy” on it. You know the one? They have commercials on it and essentially whenever a business person needs any help around the office, all they have to do is hit this button and BAM! their need […]
Out of all the possible objections you get when selling your product or service, the nebulous, “I want to think about it” is probably one of the hardest ones to overcome. The prospect isn’t saying no, exactly, but he isn’t giving us an objection that we can overcome either. So what do you do? If […]
If you set appointments by phone, then you know how hard it can be. Getting past gatekeepers, identifying decision makers, overcoming brush offs, overcoming objections, it can get pretty discouraging, can’t it? What if I told you that the hardest thing about setting appointments is often something that you yourself create? That would be even […]
