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 [...]
Here is a real cold call example from a salesperson that appears to sell PEO services, which is a type of HR and payroll outsourcing. In this video, we provide the recording of the call and after that we provide an assessment of the call in terms of what went well and what could have [...]
Getting into new accounts can be one of the biggest challenges for salespeople. To have the ability to do this is also where a lot of money can be made and career growth can be achieved for a salesperson. And being able to do this can be the difference between failure and success for a [...]
Here is a cold call example from a call that I received from a financial advisor with some analysis on what went well and what he could have done better. What Went Well I think the guy on this cold call example did a pretty good job in the area of tone and overall impression [...]
We recently hosted a webinar on "How to Clone Yourself and Scale Your Sales Results". You can watch a recording of that webinar here.
We recently held a webinar on “How to Always Know the Right Sales Questions to Ask” and here is a recording of that with the slides available for download. The Best Salesperson is the One that Asks the Best Questions A lot of salespeople spend energy trying to figure out what to say to make [...]
If you are prospecting into enterprise-level organizations, there is a need to perform some planning ahead of time and to also take and organize good notes along the way regarding all of the details and contacts at the account. You can either do all of this in a physical notebook or in a blank word [...]
It can be very understandable for a salesperson to have questions around how many cold calls should I make to a prospect before either moving on or before starting to appear to be a pest. We will try to outline a process in this blog post and attached video to give you some ideas to [...]
Following up with sales prospects can be tricky. Sometimes you don’t follow up enough and might be missing out on the business. Other times you might follow up too much where the only thing you are doing is damaging the relationship and wasting valuable time. If you can relate to that, you should watch our webinar recording “How to [...]
While you never know how a conversation will go with a prospect, there are still some things you can do to build out an inside sales process that your sales reps can use and try to take a prospect through. In this short video, we outline three key steps to an inside sales process and [...]
We recently held a webinar titled “How to Effectively Use LinkedIn as a Sales Prospecting Tool” and you can watch a recording and get the slides here. Finding Target Prospects One of the first things that can slow you down with is not knowing who you should call or pursue. This is one of the [...]
You often hear the term consultative selling. But what exactly does that refer to and how do you become a consultative salesperson? If that is something that you are curious about, you may want to watch this recording of a recent webinar that we hosted on “How to Become a Consultative Salesperson”. What is [...]
