Monthly Archives: November 2014

26 11, 2014

Selling is not About Performing Magic and Manipulation

By |2019-07-03T12:38:56+00:00November 26, 2014|Sales Coaching, Sales Prospecting, Sales Tips|0 Comments

When some people think about the act of selling something, they often think that the sales person is going through a process of convincing the prospect to buy what they have to offer - that they are “talking them into it”. With this frame of mind, the belief is created that the best sales people [...]

21 11, 2014

“I don’t need to use a cold call script.”

By |2019-06-17T10:24:02+00:00November 21, 2014|Cold Call Script, Cold Calling, Inside Sales, Sales Pitch, Sales Prospecting, Sales Scripts, Sales Training, Telemarketing, Telesales|0 Comments

“I don’t need to use a cold call script” is what a lot of sales people will say or think when the subject of a cold call script s mentioned. And when someone says this, it is usually because they either think that scripts are for junior sales people or for those that work more [...]

15 11, 2014

How to Have “Business Conversations” When Sales Prospecting

By |2019-07-03T12:31:25+00:00November 15, 2014|Communicating Value, Inside Sales, Lead Generation, Sales Coaching, Sales Prospecting, Sales Tips|0 Comments

There was a point in my sales career where I sold enterprise software and the message coming down from my management was to have “business conversations” when you are sales prospecting. This was actually a really good directive from the top as what they were saying was to get away talking about products and features [...]

11 11, 2014

10 Powerful Sales Questions

By |2019-07-03T12:25:57+00:00November 11, 2014|Finding Prospect Pain, Qualifying Prospects, Sales Prospecting, Sales Questions, Sales Tips|0 Comments

Here are ten sales questions that will could immediately improve your sales results. These simple questions can help you to extract key details and that will help you to better qualify prospects leading to a healthier pipeline of deals that are easier to close. 1. Why are you looking to make a change? If you [...]

8 11, 2014

5 Gaps with Common Sales Training Programs

By |2019-07-03T09:09:55+00:00November 8, 2014|Sales Training|0 Comments

During my sales career, I had the experience of going through many different sales training programs. There were training programs I had to go through as a new hire and then also many recurring and annual training programs. Based on my experience, I believe there are 5 significant gaps in the training that most companies [...]

1 11, 2014

Two Tips that Will Make You a Better Closer

By |2019-07-03T09:06:15+00:00November 1, 2014|Uncategorized|0 Comments

The most common thing that sales people want to improve is to get better at closing. They often want to know what they can do or change to become a better closer. The interesting thing here is that closing should actually be one of the easiest steps in your sales process. If you do the [...]