In this video we discuss the best way to sell SaaS software. This tactic and approach is something that I was exposed to when I got hired for a software sales job in the middle of my sales career and that is to go out and have business conversations instead of talking about products and [...]
In this video, we outline a step-by-step process for how to sell enterprise software. The topic of selling enterprise software is big and we try to squeeze a 2 to 3-day workshop into a short training video so we move quickly and don’t cover everything. If you happen to like what is discussed in this [...]
In this video, we provide a cold call script for a recruiter. This script was built after receiving the cold call in the recording and we also provide a breakdown of the call and what she did well and could have done better. What Went Well The call opened a little differently from most cold [...]
This is a recording of a cold call example for lending services. In this video we share the actual call recording and then provide an analysis of what went well and what could have been better. At the end of the video, we provide a recommended cold call script that this salesperson could use when [...]
In this video, we discuss how to perform a sales discovery meeting. What is sales discovery? Before we jump into how to perform a sales discovery meeting, let’s take a step back and just clarify what sales discovery is. This is basically a meeting where the salesperson will ask the prospect a series of questions [...]
In this video we discuss how to open and establish cold calls. In another video we go through a full cold call process that goes from the open to close and that video includes discussion around the open. But since we discuss the entire process, we move really quickly through some of the tips and [...]
In this video, we share a real cold call example from a salesperson that appears to be selling IT consulting services. After the cold call recording example, we provide a review of what went well, what could have been better, and then a recommended cold call script that he could have used. Product Selling Sales [...]
In this video, we provide a real cold calling example of a salesperson cold calling to sell accounting services. After the video, we provide and analysis of what went well and what could have been better. And after the analysis is a recommended cold call script that we put together that we believe would improve [...]
This is a recording of a commercial real estate cold call and we have included an analysis of what went well and what could have been better. At the end of the cold call analysis, we provide a recommended cold call script that this salesperson could have used for making real estate calls specific to [...]
This is a recording of week 2 of our 16-week SMART selling webinar series where we introduce the concept of consultative selling. Listen to "Introduction to Consultative Sales (Week 2 of 16-Week Webinar Series)" on Spreaker.
This is a recording of a warm call script example that we received from one of our service providers. After the call recording is a play-by-play analysis where we outline what he could have done better. Included with the analysis is a cold call script example that takes our recommendations into consideration that he could [...]
When prospecting on LinkedIn that you want to contact, it is time to figure out how to reach out, and you have a few different options: Send an invitation to become LinkedIn connections Send an email message through LinkedIn Send an email outside of LinkedIn Call the prospect INVITING TO BECOME CONNECTIONS If you see [...]
