Communicating Value

27 11, 2015

What is Missing from the AIDA Sales Process Outlined in Glengary Glen Ross

By |2021-01-12T08:01:56+00:00November 27, 2015|Building Interest, Communicating Value, Sales Coaching, Sales Methodology, Sales Process, Sales Prospecting, Sales Training|

In the cult classic sales movie title Glengary Glen Ross, there is this scene where Alec Baldwin’s character outlines a sales process that uses the acronym A-I-D-A. While the movie is quite entertaining, this scene reminds me of many things that I feel like are missing from sales processes and techniques that are taught to [...]

21 06, 2015

You Offer Many Different Types of Value

By |2021-01-12T07:57:29+00:00June 21, 2015|Building Interest, Communicating Value, Sales Pitch, Sales Prospecting, Sales Tips|

It can be easy for us salespeople to often get stuck on talking too much about our products and services instead of talking about their value. And if we do remember to talk about benefits, we usually just talk about the first level of benefits which are the ones that are most obvious and visible [...]

31 01, 2015

Warning: You Actually Need More than One Sales Pitch

By |2021-01-12T07:49:08+00:00January 31, 2015|Communicating Value, Sales Pitch, Sales Prospecting, Sales Scripts, Sales Tips|

Many sales people operate by using one sales pitch and they essentially say the same thing to every prospect that they talk to.You can get by with this approach and be an OK sales person. But if you want to operate at a high level, you really need more than one pitch and we will [...]

24 01, 2015

Whatever You Do, Don’t Sound like a Sales Person

By |2021-01-12T07:49:17+00:00January 24, 2015|Communicating Value, Inside Sales, Lead Generation, Sales Coaching, Sales Methodology, Sales Pitch, Sales Prospecting, Sales Tips|

When you are cold calling a prospect, the contact will have their guard up at a medium level when they answer the phone. Everything that you say will either increase or decrease their guardedness. If you can simply improve your ability to not trigger their guard so that it either stays level or decreases, you [...]

26 12, 2014

12 Keys for Effective Networking

By |2021-01-12T07:49:42+00:00December 26, 2014|Communicating Value, Lead Generation, Sales Coaching, Sales Process, Sales Prospecting, Sales Tips|

Effective networking is the best way to generate leads and improve sales. Follow these 12 easy steps and you will see an immediate improvement in results. 1. Set a quota for yourself It is easy to find an excuse to not go to a networking event. To help with this, set a quota for yourself [...]

8 12, 2014

How to Develop a Great Sales and Marketing Message

By |2021-05-20T12:55:52+00:00December 8, 2014|Communicating Value, Finding Prospect Pain, Lead Generation, Sales Pitch, Sales Tips|

While struggling with a cold this week, I thought of a company that has a great sales and  marketing message and that is because they focus solely on the pain that they fix. This example that I thought of is NyQuil. Take a quick look at their main tagline: NyQuil: the nighttime sniffling, sneezing, coughing, [...]

15 11, 2014

How to Have “Business Conversations” When Sales Prospecting

By |2021-01-12T07:47:22+00:00November 15, 2014|Communicating Value, Inside Sales, Lead Generation, Sales Coaching, Sales Prospecting, Sales Tips|

There was a point in my sales career where I sold enterprise software and the message coming down from my management was to have “business conversations” when you are sales prospecting. This was actually a really good directive from the top as what they were saying was to get away talking about products and features [...]

25 10, 2014

Don Draper Demonstrates How to Focus on Your Value Proposition

By |2021-01-12T07:47:57+00:00October 25, 2014|Communicating Value, Sales Pitch, Sales Scripts|

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 a 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 [...]

7 04, 2014

3 Types of Value Propositions

By |2021-01-12T07:42:21+00:00April 7, 2014|Communicating Value, Sales Coaching, Sales Prospecting|

Having strong value propositions is critical to successful selling. And many people will spend time trying to think of the perfect value prop. But the reality is that you can have multiple value propositions. Meaning, the value you offer to different types of buyers can be different – You help a manufacturing company in different [...]

12 01, 2014

Why SalesScripter?

By |2021-01-12T07:38:19+00:00January 12, 2014|Cold Call Script, Communicating Value, Sales Coaching, Sales Consulting, Sales Growth, Sales Management, Sales Pitch, Sales Prospecting, Sales Scripts|

At first glance, someone might see the name SalesScripter and think "I don’t need (or like) sales scripts so this is not a fit for me" and they move on. The unfortunate thing about this occurrence is that SalesScripter does more than just provide sales scripts and there are multiple reasons to use the solution. [...]

8 01, 2014

What is SalesScripter?

By |2021-01-12T07:38:27+00:00January 8, 2014|Cold Call Script, Communicating Value, Sales Coaching, Sales Consulting, Sales Growth, Sales Management, Sales Pitch, Sales Prospecting, Sales Scripts, Sales Tips, Sales Training|

A question that gets asked all the time is “What the heck is SalesScripter?” It is actually not an easy question to answer because there is nothing like it out there and the scripter actually does many different things. Quick One Minute Video To help answer this, here is a quick one minute video that [...]

22 11, 2013

Using Content Marketing to Generate Leads

By |2021-01-12T07:35:41+00:00November 22, 2013|Building Interest, Communicating Value, Lead Generation, Sales Growth, Training Videos|

Michael Halper, CEO of SalesScripter, recently presented at Email World 2013 on how to use content marketing to improve Here is a recording of the presentation. Producing good content is becoming increasingly more important when it comes to excellence in the areas of sales and marketing. You need to have good content that grabs the [...]