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Author: Mike Brooks
Company: www.MrInsideSales.com
Region: Los Angeles, Ca
Website: www.MrInsideSales.com
Author Comment / Biography:
Mike Brooks is founder and principle of Mr. Inside Sales, a Los Angeles based inside sales consulting and training firm, and author of the award winning books on inside sales: “The Real Secrets of the Top 20%”, and his new book, “The Ultimate Book of Phone Scripts”. Mike has been voted one of the most Influential Inside Sales Professionals two years in a row by The American Association of Inside Sales Professionals, and he is recognized as a leader in the industry. Mike works as an executive coach working with business owners and V.P.s of inside sales, and also conducts inside sales training for front line sales reps and for inside sales managers. Mike started his career in the financial and securities industry and quickly became the top producer out of 5 branch offices in Southern California. Promoted to Executive Vice President of Sales, he developed a Top 20% Inside Sales Training program that doubled corporate sales of private placements from 27 million a year to over 58 million in 1988, and then more than doubled that again in 1989 – total revenue over 112 million. Since that time Mike has consulted with business owners in a many different industries, and his experience has proven that the 80/20 rule applies to all sales teams regardless of industry and, moreover, that once sales reps and managers learn and apply best practice Top 20% techniques and strategies, their sales performance (and morale) immediately improves. You can read more about his sales philosophy by visiting: www.MrInsideSales.com
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| Articles by Mike Brooks |
21. Why Most Inside Sales Reps Fail - and What to Do About It
July 15, 2012
Copyright (c) 2012 Mr. Inside Sales
If you're in charge of hiring, training and developing inside sales reps, then what you're about to read may shock you a little bit, but it will also resonate with you and explain why many of the reps you hire ultimately fail.
In their book, "How to H...
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22. What the NFL Can Teach You about Your Inside Sales Team
July 04, 2012
Copyright (c) 2012 Mr. Inside Sales
Every so often, a person comes along who changes their field of study in a major way. Louis Pasteur changed the world of medicine with his introduction of the germ theory. Thomas Edison changed our world through the use of electricity. Albert Einstein change...
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23. The Road To Success Is Simplicity
June 29, 2012
Copyright (c) 2012 Mr. Inside Sales
I want to share a simple concept with you that can help you grow your business, close more sales, make more money and be more successful in just about everything you do. The good news with what I'm about to share is that it isn't complicated or hard, in fact...
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24. 3 Secrets to Setting Qualified Appointments
May 13, 2012
Copyright (c) 2012 Mr. Inside Sales
If you have to set appointments over the phone then you know that delicate balance between building rapport, creating interest, qualifying and asking for and getting an appointment. It can be difficult knowing exactly when and how to ask for the appointment ...
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25. The Real Secret to Qualifying Leads
May 09, 2012
Copyright (c) 2012 Mr. Inside Sales
OK, now I want you to pay very careful attention….
I'm going to give you, right now, the Real Secret to what it takes to really qualify a lead. Before I do, though, let me back up just a minute.
Here's how all this came about. Right now I'...
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26. 5 Mistakes to Avoid when Building an Inside Sales Team
April 10, 2012
Copyright (c) 2012 Mr. Inside Sales
According to CSOinsights.com less than half of inside sales teams make their revenue goals each month. If you're a business owner or sales manager of an inside sales team, then I'll bet you can relate. So what differentiates the half that makes their numbers...
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27. How to Hire Successful Sales Reps
April 07, 2012
Copyright (c) 2012 Mr. Inside Sales
Many business owners and sales managers ask me if I have a proven system or a way to identify and hire top sales reps. They have tried everything, they tell me. They check references, review similar work experiences, talk to ex co-workers, hold multiple job ...
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