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 [...]
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 [...]
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 [...]
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 [...]
In this sales training webinar, we not only provide tips and a methodology for how to deal with and get around sales objections, but we also provide actual objection responses that you can copy and use. If you would like to purchase a copy of The SMART Sales System book, you can do that here. [...]
This is the recording from week 8 from our 15-week webinar series on the SMART Sales System. In this session, we review Chapter 20 and we discuss processes and strategies for getting into net new accounts. If you would like to purchase a copy of The SMART Sales System book, you can do that here. [...]
In this sales training video, we discuss a process and methodology for how to deal with the prospect's voicemail box. .If you would like to purchase a copy of the book The SMART Sales System – SELL SMARTER, NOT HARDER, go here.
This is a recording from week 6 from 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.
This is a recording from week 4 from 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
Here is a recording of week one of our 15-Week SMART Sales System Webinar Series. If you would like to register for this webinar series, click here. If you would like to purchase your copy of The SMART Sales System book, click here.
Here is a cold call script example from a salesperson that is selling cable and internet services. In this video and blog post, I will break down the call into the different steps of the SMART cold call process. At each step, I will share what she does and then share what I would do [...]
Hosting webinars and events is a great way to generate leads for your business. Usually after you have an event, you will have a spreadsheet of registrations or attendees. This is a great list to work but it can often be unclear what best to do to convert the list of attendees into leads. We [...]