As you try to determine which sales prospects to pursue and which ones you should continue to invest time in, it can help to have clarity around which ones are likely to purchase from you. Your time is very valuable, and you need to protect it from being wasted on poor-quality sales prospects. To improve your ability [...]
One of the most essential elements to include in a new sales hire onboarding process is a step for sales role-play. This would consist of practicing sales scenarios before a sales hire is put into action. Decrease the Amount of Learning Through Trial and Error There is no way to teach a new sales hire [...]
There are many different opinions about whether or not someone can truly develop selling skills. Many believe that salespeople are born and that you either have the natural ability or you don’t. I personally don’t agree with that. I see selling as a skill that can be developed and improved regardless of your personality or [...]
If you want to become a better closer, you should trial close your prospects in almost every interaction with them. Trial closing is performing a test close. You do this by checking in with the prospect and asking questions to see where their head is and if you are heading in the right direction. Here [...]
In the cult classic sales movie Glengarry Glen Ross, Alec Baldwin’s character outlines a sales process using the acronym A-I-D-A. While the movie is quite entertaining, this scene reminds me of many things I feel are missing from sales processes and the techniques taught to salespeople. Here is a quick breakdown of those. Missing Item #1 - [...]
While working at a software company in my first sales role, I attended a workshop on the Sandler Sales Methodology. This was actually one of the first real sales training programs I went through during my sales career, and I loved it. Here is a quick review and summary of what I liked about their [...]
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 [...]
During my sales career, I had the experience of going through many different sales training programs. There were training programs I had to go through as a new hire, as well as many recurring and annual training programs. Based on my experience, I believe there are five significant gaps in the training that most companies [...]
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 [...]