In this video we talk about how to use pain points when cold calling. And just to level-set what we are talking about, when we refer to pain points we are referring to something that is not working well for the prospect, something that could be working better, or something that they are concerned about. [...]
In this video we provide a cold call example for how to respond to we are not interested. We provide the actual call recording from the salesperson and after that we break down the call and discuss the objections and how to respond. Background The background for this could call example for how to respond [...]
In this video we discuss how to build interest when cold calling. Dismiss two ways of thinking When I was a salesperson, I often felt like there was not a lot I could do to make prospects more interested on cold calls and that I needed to get lucky to connect with prospects that were [...]
In this video we outline an example of a first sales call appointment. This is actually a sales appointment that was scheduled from a cold call that we also provided a review of. We don’t have a recording of this meeting but we can easily divide the meeting into four sections: Open About Us About [...]
In this video, we discuss how to ask good questions on a cold call. This is a very helpful area to spend some time because one of the best ways to close the prospect at the end of the cold call is by finding a reason to keep talking. And one of the best ways [...]
In this video you will hear a cold call from an investment banker. It is actually most likely an SDR that works for an investment banker and we outline what went well, what could have been better and also provide a recommended cold call script for this salesperson. Introduction The introduction on this cold call [...]
In this video, we talk about how to close on a cold call and below is a summary of what we discuss in the video. Start with Your Sales Message Even though we are focusing on how to close on a cold call, we recommend taking a step back and creating your sales message. This [...]
In this video, we discuss how to have the best cold call intro. The introduction of your cold call is the most important part of the cold call and what you say will greatly impact how the call goes. If you have a good cold call intro, you will improve your cold calling results and [...]
In this video we discuss the best way to sell SaaS software. This tactic and approach is something that I was exposed to when I got hired for a software sales job in the middle of my sales career and that is to go out and have business conversations instead of talking about products and [...]
This is a cold call example for wireless services. This is a great call recording to analyze because she did something very well and there are also some areas for improvement. Introduction In this cold call example for wireless services, this is how the salesperson opened the call: I wanted to see if I could [...]
In this video, we outline a step-by-step process for how to sell enterprise software. The topic of selling enterprise software is big and we try to squeeze a 2 to 3-day workshop into a short training video so we move quickly and don’t cover everything. If you happen to like what is discussed in this [...]
