This is a special bonus “Sales Insights” episode of Insight Out with my guest Mike Terry. As I mentioned in part 1 of my interview with Mike, he was one of my first mentors and I owe much of my early success in sales to him. Mike’s approach to sales has helped to make his teams reach incredible levels of success and I’m excited to share his ideas and insights in this episode.
On the show, we learn what Mike means when he says most salespeople have too many Call Me Maybes, how the concepts from Moneyball could be applied to sales so that we start looking at metrics that make a bigger impact, and why having a follow-up plan is not just important, it’s often most critical indicator he looks at to determine the effectiveness of his salespeople. We also discuss the idea of being casually confident, how sales can be compared to dating, and why most CRMs have completely missed the mark and are designed the wrong way.
We also explore why queue building correctly will deliver better pipeline management results, how to leave an effective voicemail, and how to get more decisions, especially NOs, that will ultimately lead to more sales. Mike also shares a magical question he has all his salespeople ask to ensure they understand why customers aren’t moving forward. This one is jam-packed with tactical tips to help you get more sales by blocking out the noise focusing on what matters most. I loved this conversation and I hope you enjoy this special Sales Insights bonus episode of Insight Out!
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