Sales Methodology

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7 05, 2022

How to Sell Enterprise Software

By |2022-05-07T16:57:48+00:00May 7, 2022|Communicating Value, Inside Sales, Lead Generation, Sales Coaching, Sales Methodology, Sales Pitch, Sales Prospecting, Sales Training|Comments Off on How to Sell Enterprise Software

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 [...]

27 04, 2021

Building A Sales Message

By |2021-04-27T12:34:33+00:00April 27, 2021|Cold Call Script, Communicating Value, Sales Methodology, Sales Pitch, Training Videos|Comments Off on Building A Sales Message

In this video, we outline a step-by-step process that you can use for building a sales message. It is important to point out that we are not talking about creating a sales script, and more so creating just a sales message. The sales message is simply all of the key points and talk tracks that [...]

18 04, 2021

Introduction to Consultative Sales (Week 2 of 16-Week Webinar Series)

By |2021-04-18T16:28:17+00:00April 18, 2021|Sales Methodology, Sales Pitch, Sales Prospecting|Comments Off on Introduction to Consultative Sales (Week 2 of 16-Week Webinar Series)

This is a recording of week 2 of our 16-week SMART selling webinar series where we introduce the concept of consultative selling. Listen to "Introduction to Consultative Sales (Week 2 of 16-Week Webinar Series)" on Spreaker.  

14 10, 2020

Do This During the First Step of the Sales Process

By |2020-10-14T07:38:36+00:00October 14, 2020|Sales Methodology, Sales Process|Comments Off on Do This During the First Step of the Sales Process

The first sales process step is the Initial Contact. This is basically the first time that you interact with the prospect, and this can take place in any of the following formats: Cold call: You are talking to the prospect on a cold call. Inbound call: The prospect calls you or your company by either [...]

28 09, 2020

How to Navigate B2B Organizations

By |2020-09-28T07:43:43+00:00September 28, 2020|Cold Calling, Lead Generation, Sales Methodology, Sales Prospecting, Telemarketing, Telesales|Comments Off on How to Navigate B2B Organizations

If you are cold calling and trying to get your foot in the door of an account and the target prospect never answers his or her phone, this will seem like a significant barrier preventing you from selling to that account. The simple workaround for this is to find other contacts at the account that [...]

10 09, 2020

This is What Your Sales Process Should Look Like

By |2020-09-10T10:13:58+00:00September 10, 2020|Sales Methodology, Sales Process|Comments Off on This is What Your Sales Process Should Look Like

You never know what direction conversations will go with a prospect and what steps you will have to go through between the first interaction and either a closed deal or a closed file. But even though each prospect is unique, you can take your prospects through a structured set of sales process steps and here [...]

9 09, 2020

The Dos and Don’ts of Sending Cold Emails on LinkedIn

By |2020-09-09T14:23:43+00:00September 9, 2020|Inside Sales, Lead Generation, Sales Methodology, Sales Pitch, Sales Prospecting|Comments Off on The Dos and Don’ts of Sending Cold Emails on LinkedIn

Sending cold emails on LinkedIn has become one of the most popular ways to try to get new prospects and generate leads. And while LinkedIn makes it very easy to connect with and message prospects, it is also very easy to make mistakes with your messages. With that being the case, here is a brain [...]

28 05, 2020

Introduction to The SMART Sales System

By |2020-05-28T13:02:47+00:00May 28, 2020|Sales Methodology, Sales Pitch, Sales Prospecting, Sales Scripts, Sales Tips, Sales Training, The SMART Sales System Training Program|0 Comments

This video is module 1 of a full sales training program called The SMART Sales System. You can go through the full sales training program for free on YouTube. The training aligns with a book by the same name and here are all of the training modules: Introduction to SMART Consultative Selling Building Your Consultative [...]

15 05, 2020

What is Consultative Selling

By |2020-05-15T08:49:41+00:00May 15, 2020|Sales Methodology, Sales Training, The SMART Sales System Training Program|Comments Off on What is Consultative Selling

In this sales training video, we outline one view on what consultative selling is and how to be a consultative salesperson. If you would like to purchase a copy of the book The SMART Sales System - SELL SMARTER, NOT HARDER, go here. Listen to "SMART Sales System - Module 2: Consultative Selling" on Spreaker.

18 04, 2020

How to Manage and Structure Your Sales Process

By |2020-04-18T15:45:40+00:00April 18, 2020|Sales Methodology, Sales Prospecting, Sales Tips, Sales Training, The SMART Sales System Training Program|Comments Off on How to Manage and Structure Your Sales Process

This is a recording from week 4 of our 15-week sales training webinar series on The SMART Sales System. If you would like to purchase a copy of the book The SMART Sales System - SELL SMARTER, NOT HARDER, go here   Listen to "SMART Sales System - Module 5: Sales Process" on Spreaker.  

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