Monthly Archives: January 2016

//January
3101, 2016

How to Provide Sales Coaching When You Are Also the Sales Manager

By |January 31, 2016|Sales Coaching, Sales Management|0 Comments

It can be tricky to provide sales coaching when you also play the role of sales manager. For real high quality coaching, you will want a real open line of communication between the coach and the person being coached. This will allow the salesperson to be very open with sharing what is going on.

A salesperson […]

3001, 2016

3 Ways to Respond to Sales Objections

By |January 30, 2016|Inside Sales, Sales Objection Rebuttals, Sales Tips|0 Comments

We delivered a sales training webinar on How to Consistently Get Around Sales Objections. In that webinar, we outlined 3 different ways to you can respond to objections and that is shown in this video clip from the sales training webinar.

Here are some quick notes on the three options you have for sales objection responses.

1. […]

3001, 2016

Including Sales Role-Play in New Sales Hire Onboarding

By |January 30, 2016|Inside Sales, Sales Methodology, Sales Prospecting, Sales Training|0 Comments

One of the most important elements to include in a new sales hire onboarding process is a step for sales role-play. This would include some form of practicing sales scenarios before a sales hire is put into action.

Decrease the Amount of Learning Through Trial-and-Error
There is no way to teach a new sales hire everything they […]

2801, 2016

Sales Training Webinar – Build Email Drip Campaigns that Convert Sales

By |January 28, 2016|Email Marketing, Lead Generation, Sales Prospecting|0 Comments

We had a sales training webinar this week on the topic of “Build Email Drip Campaigns that Convert Sales”. Here is a video of the webinar and also the slides if you were not able to make it.

 

 

Here are some of the main topics that we cover in this sales training webinar.

Building Your Email […]

2501, 2016

How to Use Social Selling When Cold Calling

By |January 25, 2016|Cold Calling, Sales Prospecting, Sales Tips|0 Comments

There is no doubt that social selling is continuing to become a more important of sales prospecting every day. In a recent webinar that we delivered on How to Operate in a World Where Prospects Don’t Answer the Phone, we discussed the topic of social media and provided some things for you to think about when […]

2301, 2016

One of the Worst Sales Questions to Ask When Prospecting

By |January 23, 2016|Cold Calling, Inside Sales, Qualifying Prospects, Sales Prospecting, Sales Questions, Sales Tips|0 Comments

It is critical to ask sales questions when you are out there selling. But the difference between being a good salesperson and one that is consistently over achieving is asking the RIGHT questions.

Let’s take a look at one of the common sales prospecting questions that many salespeople think is good and we will show you why this […]

2201, 2016

Cold Call Voicemail Examples

By |January 22, 2016|Cold Call Script, Cold Calling, Sales Pitch, Sales Prospecting, Sales Tips|0 Comments

Sometimes it can help to look at some cold call voicemail examples in order to get some ideas of what to say when prospecting. In this video, we go through some examples for you.

Value Message
The first of the sales prospecting voicemail examples is a value message. It is one that just focuses on some of the […]

2101, 2016

It Can be Easy to Not Ask the Right Sales Questions

By |January 21, 2016|Inside Sales, Qualifying Prospects, Sales Management, Sales Pitch, Sales Questions|0 Comments

Most salespeople do not ask enough or the right sales questions. While this is not good and can be having a negative impact on sales results, it is actually very understandable for few reasons.

Companies Don’t Train Salespeople to Ask the Right Sales Questions
If you looked at most new hire sales training programs, you would see […]

2001, 2016

Examples of Sales Closing Questions

By |January 20, 2016|Closing Sales, Qualifying Prospects, Sales Prospecting, Sales Questions, Sales Scripts, Sales Tips, Sales Training|0 Comments

In a previous blog post we discussed how to use soft sales closing questions. There are also times when you will want to be more direct and hard close a sales prospect.

Here are some examples of hard sales closing questions and some explanation with each closing question.

Are you ready to move forward to the next […]

1901, 2016

How to Use Soft Tactics When Closing the Sales

By |January 19, 2016|Sales Coaching, Sales Prospecting, Sales Questions, Sales Tips|0 Comments

One of the things salespeople or business owners care most about is closing the sale. With that, everybody is looking for ways to become a better closer. In this video, we talk about some soft closing tactics that, when you do everything else right, can be more effective that trying the traditional hard close.

What is […]

1601, 2016

Closing Sales Prospects Should be the Easiest Step in the Sales Process

By |January 16, 2016|Sales Tips, Sales Training|0 Comments

If you were to ask a group of salespeople what the one thing they wanted to be better at was, in many cases most would answer that they would like to be better at closing sales prospects. This is understandable because closing the sale is actually the most important step and what directly leads to the […]

1501, 2016

Sales Training Webinar Recording – Sell More by Screening Good Prospects from Bad

By |January 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 only have […]