In this video and blog post, we talk about how to improve sales appointments by focusing more on the prospect. What we show you here is part of a prospect-focused sales approach, which is where we make our communications and sales process steps more about the prospect than about the product we are trying to [...]
What I am going to show you in this video will completely change and improve how you sell. And I am confident that this will be different from what you are doing today because what I will discuss is different from what any salesperson I work with does. Product-Focused Selling I receive a lot [...]
In this video, we share an example of a cold call for tech sales. This is a real cold call from a salesperson trying to generate leads and set an appointment for a tech sales product that is a SaaS solution. She does a couple of things really well, and we outline them in the [...]
In this video, we discuss how to perform cold outreach in B2B sales. In the previous three videos in this training program, we discussed cold calling, cold emailing, and voicemail messages. We will now show you how to integrate these contact and cold outreach methods into a structured schedule designed to improve your ability to [...]
When you’re cold calling into different industries, it can be difficult to have any level of industry expertise. When your prospect list spans dozens of different industries, there simply isn’t enough time in the day to become an expert in each one. That makes it almost impossible to gain deep, meaningful knowledge of any of [...]
Here are ten cold calling tips that are guaranteed to take you to the next level. Don’t Lead with Your Product Focus on the Value You Deliver Avoid the “All About Me” Trap Talk about the prospect’s pain points Ask the Right Questions Sell the Conversation, Not the Product Find a Reason to Continue the [...]
In this video, we discuss the best way to open cold calls. This is critical because what you do and say in the first 30 seconds of a cold call will determine your success. Don’t Trigger Guardedness The first thing you need to do to improve the first 30 seconds of a cold call [...]
In this video, we discuss how to apply the conversation-based selling approach to networking. Networking is one of the best ways to generate leads if you are a business owner or salesperson who sells in the geographic area they live or work in. Networking can either involve going to formal networking events, or it can [...]
In this video, we discuss how to sell in tech sales. This can be helpful because tech sales can be one of the more difficult areas for a salesperson to operate in. Tech Sales is More Difficult While sales can be challenging regardless of the product being sold, it can be unclear how to [...]
In this video, we discuss how to use a conversation-based selling approach. This sales methodology cannot only improve your results, but it can also make selling easier. Sales Process The starting place for explaining the conversation-based selling methodology is to outline the sales process you will take a sales prospect through, and that includes [...]