Monthly Archives: May 2013

2905, 2013

How to be a Good Sales Manager

By |May 29, 2013|Sales Coaching, Sales Management, Sales Tips, Sales Training|0 Comments

Figuring out how to be a good sales manager helps those in management as well as all the staff which report to the sales managers. Before looking at some principles to create improvements, let’s talk about some of the common practices.

Common Sales Manager Practices

A sales manager plays the role of leader and educator which is […]

2805, 2013

Building a Marketing Script

By |May 28, 2013|Communicating Value, Sales Pitch, Sales Prospecting, Sales Scripts|0 Comments

Building a marketing script is an important step which can be taken to improve results no matter your role in an organization. A script for marketing can be used during presentations, when speaking with prospects, or it could also influence your website and marketing collateral. The following are some principles to consider when building your […]

2605, 2013

Challenges with Managing via the Sales Funnel

By |May 26, 2013|Sales Coaching, Sales Management, Sales Prospecting, Sales Training|0 Comments

The concept of a sales funnel is one of the most common models for managing sales activities and sales teams. This model is built on the understanding that you put in some amount of activity into the top of the funnel and then out of that you’ll get a particular number of conversations. Then, from […]

2505, 2013

Call with a Calling Script

By |May 25, 2013|Cold Call Script, Cold Calling, Sales Prospecting|0 Comments

Speaking from past experiences, it’s typically the case that we don’t call with a calling script when sales prospecting. Usually, we just pick up the phone and improvise as to what we say and ask. Although the majority of sales people do this, there are very powerful benefits to using some sort of calling script.

What […]

2305, 2013

Building a Prospect List to Improve Sales Prospecting

By |May 23, 2013|Cold Calling, Qualifying Prospects, Sales Prospecting, Sales Tips|0 Comments

When sales prospecting, having a good prospect list can be a very large factor in the level of success you have. The cold call script we use and what we say during our prospecting has a large impact on how well our conversations go. If we’re not working from a good list of target prospects, […]

2205, 2013

Sample Sales Email

By |May 22, 2013|Cold Calling, Inside Sales, Lead Generation, Sales Coaching, Sales Emails, Sales Pitch, Sales Prospecting, Sales Scripts|0 Comments

One thing that can be helpful for a sales person is to have a sample sales email. As we look at some samples, it is important to point out that there are a few different types sales emails.

 

Follow-up Emails
One of the most common types of emails that sales people need to send are follow-up emails […]

2105, 2013

Building the Elevator Pitch

By |May 21, 2013|Building Interest, Communicating Value, Sales Pitch, Sales Prospecting, Sales Tips|0 Comments

One thing which every sales person should have is the elevator pitch. You’ll be seriously hampering your sales efforts if you can’t precisely and clearly explain what you have to offer.

What not to do with Your Elevator Pitch

First, let’s look at some things which you might want to avoid before we discuss some of the […]

2005, 2013

Is learning sales possible?

By |May 20, 2013|Cold Calling, Sales Coaching, Sales Prospecting, Sales Training|0 Comments

A lot of people might disagree with whether learning sales and how to be a good sales person are possible. Reason being some believe that you’re either born to be a sales person or you’re not. If you’re not, you can’t be a successful sales person. Now, let’s dig deeper into this.

Sales Myth – You […]

1905, 2013

Developing the Sales Message

By |May 19, 2013|Communicating Value, Sales Pitch, Sales Prospecting, Sales Scripts|0 Comments

A very important part of the sales process is developing the sales message. Even though it’s important, often it’s skipped over and we lean toward just “winging it.” The following are some things to think about in order to improve your development of sales messaging.

Identify Your Value

The value you offer is one of the key […]

1705, 2013

How to Set Appointments

By |May 17, 2013|Cold Call Script, Cold Calling, Sales Prospecting, Sales Tips|0 Comments

Determining how to set appointments has a direct improvement on a salesperson’s results and performance. The following are eight easy steps which you can do to improve your appointment setting.

1. Identify your core value

What is the core value you have to offer? What is the value that the clients receive that purchase your products and […]

1705, 2013

A New Approach to Sales Messaging

By |May 17, 2013|Cold Calling, Communicating Value, Sales Pitch, Sales Prospecting, Sales Tips|0 Comments

Everything you and your sales people say when communicating with prospects is sales messaging. You have the choice to go with what naturally pops up in your head or you can take a different approach.

Conventional Sales Messaging Approach

First, let’s look at a conventional approach or what many companies are doing for messaging before looking at […]

1505, 2013

Value Proposition Definition

By |May 15, 2013|Cold Call Script, Communicating Value, Sales Pitch, Sales Prospecting, Sales Scripts|0 Comments

Commonly we try to stop to think about the value proposition definition. We take an attempt at simplifying how we look at value propositions.

Not the Value Proposition Definition

Before moving ahead, let us initially focus on what isn’t a value proposition. It’s important because there’s a trap we all fall into and that’s referring primarily to […]