8 11, 2014

Common Gaps Found in Most Sales Training Programs

By |2024-07-23T11:05:39+00:00November 8, 2014|Sales Training|0 Comments

During my sales career, I had the experience of going through many different sales training programs. There were training programs I had to go through as a new hire and then also many recurring and annual training programs. Based on my experience, I believe there are five significant gaps in the training that most companies [...]

25 10, 2014

Don Draper Demonstrates How to Focus on Your Value Proposition

By |2023-10-28T07:14:47+00:00October 25, 2014|Communicating Value, Sales Pitch, Sales Scripts|0 Comments

Figuring out your value proposition can often be a tricky thing. And even if you know what your value prop is, it can be easy to fall into the trap of not mentioning it and skipping to talk primarily about your products and features. Here is one of my favorite clips from the show Mad [...]

14 10, 2014

An Overview of A Not-So-Great Cold Call Script Example

By |2023-10-28T07:21:17+00:00October 14, 2014|Cold Call Script, Cold Calling, Sales Coaching, Sales Pitch, Sales Prospecting, Sales Script Examples|0 Comments

I received a call today, and I think that it is a great "not so great" cold call script example. Here is how it started off: Ring Ring Halper: Hello, this is Michael. Caller: Hi Mr. Halper. How are you doing today? Halper: I am good. How are you doing? Let’s jump in here at [...]

12 10, 2014

ABC: Always Be Closing – Is it Right for Your Sales Process?

By |2024-08-09T04:51:59+00:00October 12, 2014|Sales Prospecting, Sales Tips, Sales Training|0 Comments

Do you know what your ideal sales process looks like? In the movie "Glenngary Glen Ross", there is a well-known speech by Alec Baldwin to a team of salespeople where he preaches the concept of "ABC: Always Be Closing". If you haven't seen the movie, the main message in the speech is that you should [...]

5 10, 2014

Create a Compelling Voicemail Script to Reach Decision-Makers

By |2023-10-29T02:40:51+00:00October 5, 2014|Cold Call Script, Cold Calling, Sales Pitch, Sales Prospecting, Sales Scripts, Sales Tips|0 Comments

A lot of people often wonder what they can do with their voicemail script to get the prospect to call them back. Here are a few things to consider on that subject.   Qualified prospects do not typically call back. If you are calling B2B, something very important for you to always keep in mind [...]

28 09, 2014

How to Improve Your Mindset During Sales Prospecting

By |2023-10-29T02:43:55+00:00September 28, 2014|Sales Coaching, Sales Prospecting|0 Comments

Sales prospecting is one of the more mentally taxing activities that a salesperson has to perform. Most salespeople love selling and interacting with prospects, but the activity of finding new prospects can often be very difficult and guaranteed to include some amount of rejection, and this can wear on any individual. There are a few [...]

21 09, 2014

An Impressive Sales Pitch in 5 Easy Steps

By |2024-08-09T04:54:29+00:00September 21, 2014|Sales Coaching, Sales Pitch, Sales Prospecting, Sales Scripts, Sales Training|0 Comments

Whether you realize it or not, you likely experience someone giving you a sales pitch just about every day. I experienced one yesterday, and I was very impressed with the salesperson’s approach, so I thought it might be good to point out some of the things he did well.   Quick Background I was in [...]

13 09, 2014

Set Up a Great Cold Call: 5 Tips for Building Rapport

By |2023-10-30T03:39:07+00:00September 13, 2014|Cold Call Script, Cold Calling, Sales Prospecting|0 Comments

Building rapport with sales prospects can be challenging, but there are actually some small things to do on a cold call to help.   Confirm that you are not interrupting anything It is safe to assume that your prospect will be busy when you cold call them. This is because they are either busy working [...]

7 09, 2014

Crafting a Cold Call Script to Uncover Prospect Pain

By |2024-08-09T04:59:06+00:00September 7, 2014|Cold Call Script, Finding Prospect Pain, Sales Pitch, Sales Prospecting, Sales Scripts|0 Comments

If you can design your cold call script so that you find out what pain and challenges the prospect is experiencing, you will greatly improve your ability to generate leads. Unfortunately, that is a little easier said than done, as pain is often something fairly difficult to uncover in a quick cold call. But there [...]

Go to Top