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Inside/Digital Sales Webinars, Research, Best Practices, and Expert Q&A for Sales Leaders & Reps

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Question: Why Aren’t You Asking More Questions?

We all know the importance of asking questions of our prospects and clients, yet how many do you ask? How many does your sales teams ask? If you’re like most sales reps, then you’re probably doing a lot more talking (read pitching) than you are listening. And that’s because you&rsq...

Published: Jan 27th, 2021

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Stop Telling and Start Asking!

Once every couple of years, I like to re-run this article on the importance of asking questions as opposed to pitching. While this context is presented as an interview, it is completely translatable to sales—and that means YOU. If I gave you a pencil and asked you to sell it, how would you go...

Published: Jan 19th, 2021

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Two Great Questions for 2021

Welcome back to your home office; how do you feel?  Overwhelmed?  Under pressure already?  If so, then you’re not alone. Most company’s sales teams are under immediate pressure to begin accomplishing their new goals and sales targets for 2021.  As you speak with your...

Published: Jan 5th, 2021

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One Simple Technique to Learn Buying Motives

Question for you: How often do you take notes while you’re on Mute and your prospect is revealing their buying motives? What? You don’t take notes? How about using your Mute button? Are you actively doing that? (If not, start using it today: search my blog to read articles on how to do ...

Published: Nov 19th, 2020

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How to Avoid Call Reluctance

Nobody likes rejection, and fear of being rejected, of being unsuccessful, is what causes sales reps to avoid picking up the phone; it causes them to send emails instead of having a conversation with prospects. The solution to this is to reframe rejection. And here’s how—answer this que...

Published: Nov 10th, 2020

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I looked It Over and We’re Not Interested

I’d like to revisit an objection and give you, once again, the scripts to deal with it. I still get requests from clients, as well as readers, about how to handle getting blown off when they call a prospect back. Here are three proven scripts you can use the next time your prospect tells you &...

Published: Nov 6th, 2020

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Are You Still Asking: “Is this a good time”?

The debate of whether to open your calls asking, “Did I catch you at a good time?” or “Is this time still good for you?” (for presentation call backs), is alive and well—unfortunately. I still receive emails asking me whether to ask this or not. Some swear by it, while...

Published: Oct 27th, 2020

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A Better Way to Follow Up

If you begin your follow up calls like this: “Hi, I just wanted to see if you read the email I sent you?” Then you’re going to want to read this post all the way through and adopt a better practice way of opening your follow up calls. Couple of reminders before we begin: #1: ...

Published: Oct 23rd, 2020

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How to Overcome the Email Stall

What do you say when you get this stall while prospecting? If you’re like many sales reps, you accept it and become a willing participant in the follow up chase that ensues. And you know how frustrating that is. Let’s face it: This blow off is just a variation that prospects have been...

Published: Oct 9th, 2020

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One Question to Close More Demos

How many of you hold your breath at the end of your demo? Wondering if the prospect is sold and/or what they’re going to do next? If this describes you, then using today’s ‘one question’ before your demo can eliminate almost 100% of that dreaded feeling… Remember: You ...

Published: Oct 6th, 2020

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3 Easy Ways to Better Listening

When you open your mouth, you close your ears. We all know the importance of listening to our prospects and clients, so why are we doing so little of it? Simple—salespeople love to pitch, to tell prospects of all the features and benefits, and to find the one selling point that might make the...

Published: Sep 29th, 2020

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5 Best Practices for Online Video Meetings: HR edition

Online videoconferencing has been a game changer for businesses in general. From an HR standpoint, videoconferencing can be used to prescreen and interview candidates and onboard new hires, thereby saving time and money. However, many employers still relied on face-to-face interactions for recruiti...

Published: Sep 23rd, 2020

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1-800-604-7085 x 130
American Association of
Inside Sales Professionals
1593 112th Court W.
Inver Grove Heights, MN 55077