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 [...]
In this video, we show you how to create a sales pitch that is more about the prospect. This can be helpful and likely different from what you are currently doing because most salespeople use a product-focused sales pitch. This is where they talk primarily about their product and company when interacting with prospects. And [...]
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, I am going to show you a system you can use for how to train sales development resources. I created this system while building and running our cold call outsourcing business because we had to constantly hire new sales development reps and frequently move them from one project to another. Because I [...]
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 selling a product and trying to build interest and credibility, there is a lot to discuss. You may want to discuss what the product is, how it works, and why the prospect should consider purchasing it. What makes this difficult is that when performing cold outreach, you only have a few minutes of time [...]
In today’s Tactic Tuesday, we are going to talk about how to get conversations centered around the prospect’s pain when B2B cold calling. Which might sound easy, but executing that can be tricky, and we will provide very clear tactics for how to do this in today’s session. Talk About the Prospect’s Pain I [...]
In this video, I’m going to share a simple process you can use for how to sell anything to anyone. And the great thing is that this process works with any product or service. To demonstrate this, I’ll use one of the most popular sales role-play exercises: “Sell me this pen.” The “Sell Me This [...]
As AI continues to disrupt industries, many people are wondering: Will AI replace salespeople? With automation taking over tasks once thought to be uniquely human, it’s a fair question — especially if you work in sales. In this article, we’ll break down the sales role into two main categories and use that lens to assess [...]
What if you could turn selling into a game? Would it make working in sales more enjoyable and boost your motivation? The good news is—you can. And with a few simple tweaks, you can turn your daily sales routine into something that feels more like play than pressure. Sales Is Already a Game In [...]