18 08, 2016

How to Have Awesome First Sales Call Appointments

By |2020-03-18T20:39:52+00:00August 18, 2016|Lead Generation, Sales Methodology, Sales Process, Sales Prospecting, Sales Tips, Sales Training|0 Comments

While setting a appointment can seem more difficult than going on the appointment, you can't just show up for the appointment and completely improvise if you want to have consistent results. In this webinar, we outline what you can do to have awesome appointments with prospects. Three Common Traps that You Can Fall Into Here [...]

16 06, 2016

8 Steps for Appointment Setting Scripts

By |2020-03-18T20:39:56+00:00June 16, 2016|Cold Call Script, Cold Calling, Inside Sales, Lead Generation, Sales Methodology, Sales Pitch, Sales Process, Sales Prospecting|0 Comments

Here are 8 steps to go through when using appointment setting scripts: Step 1 - Focus on the Right Goal The first step in creating your appointment setting scripts is to focus on the right goal. If you are calling to set an appointment, your ultimate goal is to sell the product but your immediate [...]

9 06, 2016

How to Make Setting Appointments Easy

By |2020-03-18T20:39:56+00:00June 9, 2016|Cold Call Script, Cold Calling, Inside Sales, Lead Generation, Sales Methodology, Sales Pitch, Sales Process, Sales Prospecting, Sales Scripts, Sales Tips|0 Comments

Setting appointments can be a key part of a salesperson's job. And while this can sometimes seem challenging, there are some small steps that you can take to make this step easier and we have outlined those in this recent sales training webinar.   Step 1 – Focus on the Right Goal The first step [...]

6 03, 2016

Why We Often End Up Chasing the Wrong Sales Prospects

By |2020-03-18T20:40:04+00:00March 6, 2016|Cold Calling, Inside Sales, Qualifying Prospects, Sales Methodology, Sales Process, Sales Prospecting, Sales Tips, Sales Training|0 Comments

One of the biggest things that can hurt your sales is wasting time talking to poor quality . Your time is extremely valuable and every hour spent on a sales prospect that has a low probability of purchasing should be avoided if possible. We Sometimes Try to Sell to Everybody The challenge is that we [...]

4 03, 2016

Four Qualities to Look for to Qualify a Sales Prospect

By |2020-03-18T20:40:07+00:00March 4, 2016|Cold Calling, Inside Sales, Qualifying Prospects, Sales Methodology, Sales Process, Sales Prospecting, Sales Questions, Sales Tips|0 Comments

It is very important to be able to identify when a is qualified and worth spending valuable time with. Having this skill will enable you to determine if a prospect has a low probability of moving forward and if you are able to clearly see that, you will be able to prevent yourself from wasting [...]

15 01, 2016

Sell More by Screening Good Prospects from Bad

By |2020-03-18T20:40:10+00:00January 15, 2016|Qualifying Prospects, Sales Coaching, Sales Pitch, Sales Process, Sales Prospecting, Sales Questions, Sales Tips, Sales Training|0 Comments

We had a very productive sales training webinar this week and here is the recording and slides. The topic was “Sell More by Screening Good Prospects from Bad.”   Your Time is Valuable and Must Be Protected In this sales training webinar, we focus on the key principle that you time is extremely valuable. You [...]

9 01, 2016

Do I need an inbound call script?

By |2020-03-18T20:40:10+00:00January 9, 2016|Cold Call Script, Inside Sales, Sales Pitch, Sales Process, Sales Scripts|0 Comments

It can be easy for us to see that there is a need for a cold call script when making outbound calls and then have a feeling that there is not a need for an inbound call script when receiving calls from prospects. Why We Feel this Way This is very understandable for two reasons. [...]

27 11, 2015

What is Missing from the AIDA Sales Process Outlined in Glengary Glen Ross

By |2020-03-18T20:40:11+00:00November 27, 2015|Building Interest, Communicating Value, Sales Coaching, Sales Methodology, Sales Process, Sales Prospecting, Sales Training|0 Comments

In the cult classic sales movie title Glengary Glen Ross, there is this scene where Alec Baldwin’s character outlines a sales process that uses the acronym A-I-D-A. While the movie is quite entertaining, this scene reminds me of many things that I feel like are missing from sales processes and techniques that are taught to [...]

26 12, 2014

12 Keys for Effective Networking

By |2020-03-18T20:40:14+00:00December 26, 2014|Communicating Value, Lead Generation, Sales Coaching, Sales Process, Sales Prospecting, Sales Tips|0 Comments

Effective networking is the best way to generate leads and improve sales. Follow these 12 easy steps and you will see an immediate improvement in results. 1. Set a quota for yourself It is easy to find an excuse to not go to a networking event. To help with this, set a quota for yourself [...]

11 05, 2013

Five Steps to Successfully Making Appointments

By |2020-03-18T20:40:22+00:00May 11, 2013|Cold Call Script, Cold Calling, Inside Sales, Lead Generation, Sales Methodology, Sales Process, Sales Prospecting, Sales Scripts, Sales Tips, Telemarketing, Telesales|0 Comments

One common goal you might be working toward is making appointments with target prospects during outbound sales. There are very clear and simple things which can be done to improve your results and effectiveness even though it sometimes can seem challenging. 1. Stay Focused on the Primary Goal Staying focused on the primary goal during [...]

1 05, 2013

The Ultimate Goal When Making Sales Telephone Calls

By |2020-03-18T20:40:23+00:00May 1, 2013|Closing Sales, Cold Calling, Inside Sales, Sales Coaching, Sales Methodology, Sales Process, Sales Prospecting, Sales Tips, Telemarketing, Telesales|0 Comments

We improve our results by keeping our eye on the ultimate goal when making sales telephone calls. It’s sometimes best to have appointment making be our primary goal when making true cold calls. It’s easy to lose sight of that goal by getting side tracked and trying to go beyond that goal to selling something [...]