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 document. […]
It can be very understandable for a salesperson to have questions around how many cold calls to 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 think […]
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 Effectively […]
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 use try to take a prospect through.
In this short video, we outline three key steps to an inside sales process and this is part of […]
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 sales prospecting is not knowing who you should call or pursue. This is one of […]
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 Not Consultative […]
In this video, we present our sales training webinar on “How to Improve Your Control Over the Sales Process”. Here is a brief summary of what we discussed in this training session.
Sales Process Stages
The first thing that can help you with improving your control over the sales process is to have more clarity around […]
While setting a first sales call appointment can be challenging and require a lot of skill, there is still work to be done in terms of being prepared and executing well in the appointment in order for you to consistently make progress toward your goal of closing sales. In this webinar, we outline what you […]
Here are 8 steps to go through when using appointment setting scripts:
Step 1 – Focus on the Right Goal
The first step in creating your appointment setting scripts is to focus on the right goal. If you are calling to set an appointment, your ultimate goal is to sell the product but your immediate goal is to […]
Setting appointments can be a key part of a salesperson’s job. And while this can sometimes seem challenging, there are some small steps that you can take to make this step easier and we have outlined those in this recent sales training webinar.
Step 1 – Focus on the Right Goal
The first step in this […]
