I was recently sent a 50-page document that someone referred to as a sales playbook. And while the document was very informative, it is not what I would consider to be a playbook. If only for one reason: if you give a 50-page document to a salesperson, it will not be a tool they can [...]
The first thing I learned on my first day as a salesperson was that you do not sell over email. I think this is worth stopping to talk about because I get between 50 to 100 cold emails and DMs per day, and almost none of those salespeople ever pick up the phone to call [...]
In this video, we discuss how to create a cold call script that works. And we use the term cold call script, but we are actually showing you how to make a cold call outline that organizes your key talking points, rather than a script to read from. Cold calling is one of the most [...]
This is module 6 of the SMART Sales System, where we discuss how to improve and simplify the sales process. The sales process isn't particularly exciting, but it is actually one of the most important modules in our training program. The SMART Sales System is designed to improve and optimize what you say and ask, [...]
When selling a product and trying to build interest and credibility, there is a lot to discuss. You may want to discuss what the product is, how it works, and why the prospect should consider purchasing it. What makes this difficult is that when performing cold outreach, you only have a few minutes of time [...]
In my opinion, the best salesperson is the one who asks the best questions. A lot of salespeople probably spend time thinking about how to describe their product in the most attractive way. That is important, but what is more helpful is to spend time thinking about what questions to ask. Don't "Wing It" [...]
This is module three in the SMART Sales System sales training program. In this video, we will talk about how to use pain points to generate leads and sell more. Focus on the Prospect’s Pain I first learned about the concept of pain points at the mid-point of my career, when I was working [...]
Almost every cold call opens with the salesperson asking, “How are you doing?” Which, at first glance, seems like the best and most appropriate thing to ask at the beginning of a cold call. But there are a few reasons why this is not the best way to start a cold call: Empty gesture Flags [...]
In this week’s Mindset Monday, we discuss how to decrease the fear of cold calling. Regardless of your level of sales experience, we all can feel a fear of cold calling, or at least a dread of cold calling when it is time to pick up the phone. This anxiety or dread will always be [...]
The tactic for today is to sell like a detective when working in B2B sales. Which probably does not make sense because when you think of a detective, you probably don’t think of selling being something that a detective does. A detective will typically start with a description of a person who committed a crime. [...]