The tactic for today is to sell like a detective when working in B2B sales. Which probably does not make sense because when you think of a detective, you probably don’t think of selling being something that a detective does. A detective will typically start with a description of a person who committed a crime. [...]
In this video, we discuss creating questions for cold calling. To help with that, we use a sample from a cold call recording with a real salesperson. In that call, the salesperson asks: Wanted to see how you guys were doing over there? Any projects planned for this year that you wanted some assistance hiring [...]
Whatever you do, do not ask this sales question: What does a typical day for you look like? And you might read that question and think you would never ask that question anyway. What I want to talk about here is more the type of question, and here are three additional examples that could be [...]
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 [...]
If it does not look like the gatekeeper is going to let you through, try getting around the gatekeeper by treating the gatekeeper like the target prospect. There are two different ways to do this. First, if the gatekeeper does not understand who you are, who you should talk to, or why the target prospect [...]
In this training video, we talk about how to screen and qualify sales prospects in order to separate good prospects from bad prospects. This is extremely important because your time is one of your most valuable assets and in order to maximize sales, you need to protect that time by maximizing time spent with good [...]
We regularly how cold call demo webinars and we try to share some of the calls and this is an outbound B2B cold call from a recent event. What Went Well On this call, you hear an outbound b2b cold call where I try to confirm availability right at the beginning of the call by [...]
In this video, we provide some qualifying questions for sales. One way we try to make it easier to determine what qualifying questions to ask is to break them down into four categories. Need to Purchase When talking with a prospect, one thing to try to identify is whether they “need” what you sell [...]
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 [...]
You hear salespeople and sales managers use the term consultative sales. But the reality is that the majority of people who talk about this are not performing consultative selling at all. To demonstrate this, in this video, we outline what is not consultative sales. In this video, we list out what sales reps often and [...]