Monthly Archives: September 2015

//September
2709, 2015

What I Really Like About the Sandler Sales Methodology

By |September 27, 2015|Sales Training|0 Comments

When I was in my first sales position working for a software company, I went through a workshop that taught the Sandler sales methodology. This was actually one of the first real sales training programs that I went through and I loved it. Here is a quick review and summary of what I liked about […]

2509, 2015

Do’s and Don’ts for Leaving a Voicemail

By |September 25, 2015|Sales Prospecting, Sales Tips|0 Comments

Here are a few do’s and don’ts to help you with leaving a voicemail when you are performing cold outbound prospecting.

Do: Use brevity – 20 to 30 seconds in length
There are many reasons to not leave a long voicemail message when calling a prospect and those don’t need to be spelled out for you. But […]

1709, 2015

3 Reasons Training Salespeople is Difficult

By |September 17, 2015|Sales Training|0 Comments

Let’s face it, training salespeople can be downright difficult sometimes. A first step to make this area less difficult can bet to look at some of the contributing factors. Having this knowledge will help you to take the right steps to improve your training processes.

1. There is so much information you need to share with them.
The […]

1309, 2015

Sometimes You Need a Warm Call Script Too

By |September 13, 2015|Cold Call Script, Cold Calling, Inside Sales, Sales Prospecting, Sales Scripts|0 Comments

I was doing some warm calling this week and since it was to people that just attended my webinar, I felt confident and that I did not need to use a warm call script. It is easy for all of us to feel like this and that you can just “wing it”. Well, I ended up […]

709, 2015

How to Know if You Are Selling to the Ultimate Decision Maker

By |September 7, 2015|Qualifying Prospects, Sales Prospecting, Sales Tips|0 Comments

I had a salesperson trying to sell to me today and when shed could not close me, she tried to figure out if I was the decision maker. For some reason, the way she tried to figure this out did not feel great to me as the prospect so I thought it might be good to outline […]

609, 2015

7 Inside Sales Tips that Will Immediately Transform Your Game (Part II)

By |September 6, 2015|Cold Calling, Inside Sales, Sales Objection Rebuttals, Sales Pitch, Sales Prospecting|0 Comments

<< 7 Inside Sales Tips that Will Immediately Transform Your Game (Part II) <<

5. Have a game plan for gatekeepers
When you are going through some outbound phone prospecting, you can spend as much as 50% of your time having your call answered by some sort of gatekeeper. This could be a front-desk receptionist, switchboard operator, or […]

509, 2015

7 Inside Sales Tips that Will Immediately Transform Your Game (Part I)

By |September 5, 2015|Cold Calling, Inside Sales, Sales Objection Rebuttals, Sales Pitch, Sales Prospecting|0 Comments

Here are 7 inside sales tips that can immediately improve everything you are doing.

1. Don’t sound like a salesperson
Your prospects get sold to a lot. Their phone will ring all day with people like you trying to sell them something. Being aware of this could be used to modify how you approach them.

Having a constant […]