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 discuss how to build more rapport with sales prospects. Can you manufacture rapport with prospects? I used to believe that you could not manufacture rapport with prospects and built that on witnessing salespeople trying to be overly nice with sales prospects. It was clear that these salespeople were trying to [...]
In this video, we discuss how to sell when you are an introvert. In some ways, it can be more challenging to be a successful salesperson when you are an introvert, but I believe there are small things you can do to overcome those challenges, and I discuss those in this video. Mindset The [...]
In this video, we discuss how to sell yourself in an interview for a sales job, and below is a summary of some of the main things discussed. Pre-Interview Tips Before your interview, it is recommended that you take some time to organize your sales performance for previous years. Create a spreadsheet and try [...]
In this video, we provide a training module on how to deliver sales presentations that make closing deals easier. Pre-Presentation Tips One of the best ways to improve your sales presentations and sales demonstrations involves the steps you take that lead up to your presentation. To make this tip clear, in other training videos, [...]
In this video, we talk about how to follow up on LinkedIn. We are able to do that because we have a great example from a salesperson who sent a voice message on LinkedIn, then sent a cold email, and then made a cold call. There are a lot of great things to reflect on [...]
One of the first steps to improving your sales efforts is to try to understand the prospect. By that, we mean to try to understand the person you are communicating with and trying to sell to. This can help you in two ways. First, by taking a step back to try to understand the prospect [...]
One tool that you can use to improve closing sales is a partnership plan. This is basically a document that lists out all of the steps that you and the prospect will take together leading up to the purchase and implementation of your product. Here is an example: This sales tool is just a table with [...]
Here are some tips and tactics that can improve getting around the gatekeeper when cold calling. UNDERSTAND THE GATEKEEPER One of the reasons that getting around the gatekeeper can sometimes be difficult and unpleasant is that they are sometimes instructed to keep salespeople out. Gatekeepers are often trained on how to identify when calls [...]
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? [...]