28 09, 2020

How to Navigate B2B Organizations

By |2020-09-28T07:44:39+00:00September 28, 2020|Cold Calling, Lead Generation, Sales Methodology, Sales Prospecting, Telemarketing, Telesales|Comments Off on How to Navigate B2B Organizations

If you are cold calling and trying to get your foot in the door of an account and the target prospect never answers his or her phone, this will seem like a significant barrier preventing you from selling to that account. The simple workaround for this is to find other contacts at the account that [...]

25 09, 2020

Don’t Ask the Prospect to Call Your Back

By |2020-09-25T09:51:37+00:00September 25, 2020|Sales Prospecting|Comments Off on Don’t Ask the Prospect to Call Your Back

I personally believe that it is not optimum to ask prospects to call you back on voicemail messages that you leave during cold calling efforts and I say this for a couple of reasons: It is rude: If you ask a prospect to call you back in a voicemail message, you are asking them to [...]

16 09, 2020

Never Do This In Your Cold Email Message

By |2020-09-16T09:23:07+00:00September 16, 2020|Lead Generation, Sales Emails, Sales Prospecting, Sales Tips|Comments Off on Never Do This In Your Cold Email Message

When you are sending cold emails to prospects, do not ask the prospect if they saw or read the emails you have sent them in the past. For example, some salespeople will send a second email that starts out with something like this: Did you see my last email? Did you read my last email? [...]

15 09, 2020

Why Prospects Don’t Call You Back

By |2020-09-15T11:21:30+00:00September 15, 2020|Cold Calling, Sales Prospecting, Telemarketing, Telesales|Comments Off on Why Prospects Don’t Call You Back

Salespeople often complain about prospects not returning their calls after they leave voicemail messages, and they ponder what to say to get prospects to call back. It is not good to spend time and energy thinking about this because it is my belief that prospects do not return calls from voicemails that are left by [...]

9 09, 2020

The Dos and Don’ts of Sending Cold Emails on LinkedIn

By |2020-09-14T10:20:20+00:00September 9, 2020|Inside Sales, Lead Generation, Sales Methodology, Sales Pitch, Sales Prospecting|Comments Off on The Dos and Don’ts of Sending Cold Emails on LinkedIn

Sending cold emails on LinkedIn has become one of the most popular ways to try to get new prospects and generate leads. And while LinkedIn makes it very easy to connect with and message prospects, it is also very easy to make mistakes with your messages. With that being the case, here is a brain [...]

29 07, 2020

How to Secure Your First Customers

By |2020-08-03T12:56:52+00:00July 29, 2020|Lead Generation, Sales Consulting, Sales Prospecting|Comments Off on How to Secure Your First Customers

The ability for a startup to secure early stage customers and adopters can often be the difference between failure and success. And while it can be difficult to get net new customers at any stage of the business, there are definitely some things that you can do and focus on to help secure those first [...]

14 06, 2020

How to Prospect for Leads on LinkedIn

By |2020-06-22T09:18:16+00:00June 14, 2020|Lead Generation, Sales Prospecting, Sales Training, Training Videos|Comments Off on How to Prospect for Leads on LinkedIn

This is a recording of a webinar that we hosted on how to prospect for leads on LinkedIn. This material is actually from Chapter 26 of the book The SMART Sales System - SELL SMARTER, NOT HARDER. If you would like to purchase a copy of The SMART Sales System, you can do that here. [...]

3 06, 2020

How to Improve Cold Emails By Adding Video Email Messages

By |2020-06-03T11:33:49+00:00June 3, 2020|Email Marketing, Lead Generation, Sales Emails, Sales Prospecting, Sales Tips|Comments Off on How to Improve Cold Emails By Adding Video Email Messages

In this sales training webinar recording, we discussed how you can improve your cold emails by adding video email messages to your emails. Here is a link to Potion's website - video email Here is a link to the Google chrome store where you can download the chrome extension for free.  

14 05, 2020

How to Deal With and Get Around Gatekeepers When Prospecting

By |2020-06-22T08:38:51+00:00May 14, 2020|Sales Objection Rebuttals, Sales Pitch, Sales Prospecting, Sales Tips, Sales Training|Comments Off on How to Deal With and Get Around Gatekeepers When Prospecting

This is the recording from week 10 from our 15-week webinar series on the SMART Sales System. In this session, we review Chapter 22 and we discuss a process forgetting around gatekeepers. If you would like to purchase a copy of The SMART Sales System book, you can do that here. If you would like to [...]

11 05, 2020

Improve Cold Email Opens and Click-Through-Rate With Video Email

By |2020-05-11T05:25:26+00:00May 11, 2020|Lead Generation, Sales Emails, Sales Prospecting|Comments Off on Improve Cold Email Opens and Click-Through-Rate With Video Email

We have started using a third-party tool called Potion to help us improve our cold email open and click-through rates and we wanted to share this tool with our customers and followers. This tool is a Chrome extension app that makes it easy for your to create video email messages. I demonstrate how this works [...]

16 04, 2020

A Better Way to Handle Cold Emailing and Email Prospecting

By |2020-05-24T03:09:40+00:00April 16, 2020|Email Marketing, Inside Sales, Lead Generation, Sales Emails, Sales Methodology, Sales Prospecting, Sales Scripts, Sales Tips, Sales Training, Telesales|Comments Off on A Better Way to Handle Cold Emailing and Email Prospecting

This is a recording from week 6 from our 15-week sales training webinar series on The SMART Sales System. .If you would like to purchase a copy of the book The SMART Sales System - SELL SMARTER, NOT HARDER, go here.