Monthly Archives: November 2014

21 11, 2014

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

By |2021-01-12T07:47:15+00:00November 21, 2014|Cold Call Script, Cold Calling, Inside Sales, Sales Pitch, Sales Prospecting, Sales Scripts, Sales Training, Telemarketing, Telesales|

“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 |2021-01-12T07:47:22+00:00November 15, 2014|Communicating Value, Inside Sales, Lead Generation, Sales Coaching, Sales Prospecting, Sales Tips|

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 |2021-01-12T07:47:33+00:00November 11, 2014|Finding Prospect Pain, Qualifying Prospects, Sales Prospecting, Sales Questions, Sales Tips|

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 |2021-01-12T07:47:40+00:00November 8, 2014|Sales Training|

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 |2021-01-12T07:47:49+00:00November 1, 2014|Uncategorized|

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 [...]