This Week in Sales - The Most Important Word in Sales is 'Next'

Mike Brooks, aka Mr. Inside Sales, is on the show with host Kevin Gaither to debate whether or not cold-calling is dead.

00:00 Cold Open
00:30 Introduction
00:55 Nightmare Sales Job: When I Was Hating Sales
02:20 Mike's impressive work history and his books,
03:05 With Sales 2.0, is cold calling dead?
04:20 With inbound leads and Sales 2.0 technology, do we need to redefine cold calling?
05:20 You still need to learn how to make a phone call the right way
05:35 Product dumps and monologues, what's the right way to make a cold call?
06:55 What are the rules for a successful cold call?
08:40 How long should your cold call introduction be?
09:10 Short introductions are important, listening to the answer is more important.
09:55 The three statements to throw away as a sales professional
10:55 The importance and controversy behind scripting calls and responses
12:20 80% of the situations a sales rep will encounter are predictable and able to prepped for
13:35 NFL teams run plays based on research and patterns.
14:05 Ever been told to "send me your information"? Mike has a tip on how to take this common response and convert it into a prospect.
17:20 Part of your job is to disqualify leads in a respectable manner: out of a 100 prospects, only 5 may eventually buy from you. Identify them!
18:35 The most important word in sales is "next".
19:50 Where are sales managers screwing up?
20:50 The Manager's Dilemma
23:10 Mike talks directly to sales managers: "the magic happens during the sale."
24:00 Tools, scripts, and tracking adherence by sitting shoulder to shoulder or recording the calls is a manager's job.
25:45 How do you train inexperienced salesman quickly?
27:20 Discipline is defined as teaching. New sales reps need your discipline.
27:50 What your team is doing on the field while the game is played is what drives sales.
29:20 Ask Kevin: who do I email, a high-level powerful referral or a LinkedIn contact I researched?
31:20 Mike says pick up the phone and start calling!

Category:

• Learning & Education

Produced by:

• Mo Ali
• Ryan Summers

Tags:

• Mike Brooks
• Mr Inside Sales
• Business Development
• sales
• cold call
• pitch
• interview
• email
• voicemail
• phone call
• phone
• SEO
• startup
• entrepreneur
• close
• closing
• CTR
• outbound
• inbound
• leads
• specialization
• CRM
• direct sales
• outside sales
• top down
• process
• tips
• tricks
• techniques
• strategy
• tactics
• sales pitch
• hiring
• training
• contact
• LinkedIn
• Highrise
• Rapportive
• motivation
• management
• sales job
• B2B
• B2B sales
• advertising
• prospect
• lead gen

[DragonParamotors]

KILLER VIDEO!!! Thank you! I'm going to download a free PDF copy of that guys book right now.

[RobKramble]

Between this and Pensado's Place ThisWeekIn has become my favorite Youtube publisher. :)

[swankrecords]

Both of these guys watch porn at their desks.

[kellyjamespro]

Love the show... Just subscribed

[kevingaither]

Glad you enjoy it! Join next week when I interview vince Thompson of middleshift

[fillthefunnel]

Great work here Kevin. I will be recommending your show to others.

[fillthefunnel]

Great work here Kevin. I will be recommending your show to others.

[dekpep]

Great show! Thanks Kevin & Mike. Awesome tips.