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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 [...]
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 [...]
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 outline a step-by-step process for how to sell enterprise software. The topic of selling enterprise software is big and we try to squeeze a 2 to 3-day workshop into a short training video, so we move quickly and don’t cover everything. If you happen to like what is discussed in this [...]
In this video, we outline a step-by-step process that you can use for building a sales message. This is a foundational step and video in our SMART Sales System sales methodology. What Is a Sales Message? Before discussing building a sales message, it is important to note that we are not discussing creating a [...]