One key to being a successful salesperson is finding a way to be persistent without being annoying. Most salespeople try to minimize or avoid being annoying by not reaching out too much. However, it is not the reaching out that is annoying to prospects; it is what most salespeople say when they reach out that [...]
In this video, we discuss how to have a good headspace when working in sales. This can be helpful because working in sales can be a rollercoaster ride with many highs and lows. If you do not have or maintain a good headspace, that can not only negatively impact how you feel but can also [...]
Regardless of what you sell, generating leads and closing deals can often feel difficult and complex. In this video, we discuss one of the factors that can contribute sales being difficult and we provide a few very simple changes you can for how to simplify selling. Four Categories of Prospects To help make it [...]
In this video, we look at how sales is like dating to give us more clarity on what to do and not do when working in sales and pursuing prospects. Even if you aren’t an expert or experienced at dating, you can still use that as an external example to gain more clarity on what [...]
In this video, we provide a cold call example with a salesperson who is lying about previous communications in order to open and warm up the call. Even though most salespeople would probably not do this on a cold call, this does create an opportunity to discuss how selling is not lying and manipulation. [...]
This is a video I have been wanting to create for years because when I receive cold emails and cold calls every day, I think about what 99% of salespeople do wrong. I will explain what that is and how to prevent or solve it in this video. What Salespeople Do Wrong All of [...]
In this video, we discuss three things to do before making cold calls that can transform your sales efforts. 1. Think about how your product helps The first thing to do before cold calling is to stop and think about how your product helps your customers. This is important because we typically are thinking [...]
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 [...]
In this video, we discuss how to role-play objections. Create a list of anticipated objections The first step in how to role-play objections is to create a list of sales objections that you can anticipate having to face. To help with this, here is a list of common objections that we all face regardless [...]