In the cult classic sales movie titled Glengarry Glen Ross, there is this scene where Alec Baldwin’s character outlines a sales process that uses the acronym A-I-D-A. While the movie is quite entertaining, this scene reminds me of many things that I feel are missing from sales processes and techniques that are taught to salespeople. Here [...]
In this webinar, we look at the subject of what to do (and not do) with voicemail boxes when sales prospecting. Getting a prospect’s voicemail box is the most likely outcome. Prospects can be difficult to reach. You can call a prospect dozens of times, and it would not be crazy to get his [...]
The biggest challenge when cold calling is getting prospects to answer the phone. Having the best product and pitch means nothing if you can’t talk to someone. If you feel like a lot of your calls go straight to voicemail, watch this webinar recording on “How to Get Prospect to Answer the Phone When Cold [...]
Your effectiveness in onboarding new sales hires will have a direct impact on the overall sales results of your sales organization. This video is a sales training webinar we hosted that outlines some practical changes to improve how you onboard new sales hires. Impacts of Not Onboarding New Sales Hires Properly New sales hire [...]
When you are cold calling a prospect, the contact will have their guard up at a medium level when they answer the phone. Everything that you say will either increase or decrease their guardedness. If you can simply improve your ability to not trigger their guard so that it either stays level or decreases, you [...]
If you are in sales, you might find yourself chasing a desire to be a better salesperson. You may be new to sales and just trying to figure out what to do. Or you may be a seasoned rep and you are always looking for ways to get to the next level. Or you may [...]
A lot of people might disagree with whether learning sales and how to be a good salesperson is possible. The reason being some believe that you’re either born to be a salesperson, or you’re not. If you’re not, you can’t be a successful salesperson. Now, let’s dig deeper into this. Sales Myth – You [...]
One common goal you might be working toward is making appointments with target prospects during outbound sales. There are very clear and simple things that can be done to improve your results and effectiveness, even though it sometimes can seem challenging. 1. Stay Focused on the Primary Goal Staying focused on the primary goal [...]
One of the key steps where it is important to execute well when making cold calls is scheduling telephone appointments. There are clear things that we can do to improve our success rate in this area which is good news. 1. Communicate Value The area of effectively communicating the business value that we have [...]
It can be the difference that leads to success in having powerful sales messages. You can improve your level of lead generation when you’re able to grab the prospect’s attention as well as effectively communicate how you can help. You should see positive improvements in overall sales growth by having more leads. Focus on [...]
