In this video, we provide an example of cold calling small business owners. The salesperson appears to sell some type of business process outsourcing that helps to simplify or improve accounts payable and accounts receivable. Sharing the Value Proposition While this example of cold calling small business owners might sound like a not-so-great cold [...]
This is the seventh video in our series on how to sell software to businesses, and we discuss closing the deal. Deals Should Close Themselves While it can be easy to see the close as the most difficult step in the sales process, I believe that if you do everything else properly, closing should [...]
This is the sixth video in our series on how to sell software to businesses, and we discuss how to improve your demonstrations. The Most Common Demonstration Mistake The most common mistake that we can make with how to sell software to businesses is to go straight to demonstrating the software when first engaging [...]
This is the fifth video in our series on how to sell software to businesses, and we discuss the subject of generating leads. This is a fairly large topic, and with that, we primarily skip through a variety of different tips and tactics that you consider for your strategy with how to sell software to [...]
This is the fourth video in our series on how to sell software to businesses, and we discuss the subject of how to structure the sales process that you use. Don’t Sell the Product When we start to look at a common sales process, we can clearly label the first step as our first [...]
In the third video in our series on how to sell software to businesses, we discuss gathering information. This is a key step because knowledge is power, and the more information you gather from your prospects, the more knowledge and power you will have. The Best Salesperson Asks the Best Questions The key to [...]
This is video number two in our video series on how to sell software to businesses and we dive into the subject of reaching out. We divide this video into four sections: Finding Contacts Prospecting Cadence Organizational Movement Concentrated Prospecting Finding Contacts The first step in reaching out with how to sell software to [...]
This is the first video of a series on how to sell software to businesses. This is a big subject that we are going to dive deep into and in order to do that, we are going to divide the subject across many different videos. Strategy Reaching Out Gathering Information Sales Process Generating Leads Meetings [...]
In this video, we discuss what I think is a good LinkedIn outreach example. It is from a salesperson that sells health insurance and it is not revolutionary, but she does some good things that are worth discussing. Invitation to Connect She starts her LinkedIn outreach example with an invitation to connect, and this is [...]
In this video, we discuss how to respond to the what to say to "what is this in regards to” sales objection. Most Common Objection This is one of the most common objections and you can expect this objection and question to come up in as many as one out of every three cold [...]