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

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!

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

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

Both of these guys? ...
Both of these guys? watch porn at their desks.

Love the show... ...
Love the show... Just? subscribed

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

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

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

Great show! Thanks? ...
Great show! Thanks? Kevin & Mike. Awesome tips.