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In the cult classic sales movie title Glengary Glen Ross, there is this scene where Alec Baldwin’s character outlines a sales process that uses the acronym A-I-D-A. While the movie is quite entertaining, this scene reminds me of many things that I feel are missing from sales processes and techniques that are taught to salespeople. [...]
When I was in my first sales position working for a software company, I went through a workshop that taught the Sandler Sales Methodology. This was actually one of the first real sales training programs that I went through, and I loved it. Here is a quick review and summary of what I liked about [...]
Let’s face it, training salespeople can be downright difficult sometimes. A first step to make this area less difficult can be to look at some of the contributing factors. Having this knowledge will help you to take the right steps to improve your training processes. 1. There is so much information you need to share [...]
It can sometimes seem daunting to train salespeople to ask the right sales prospecting questions. This is understandable because there are so many different directions that a conversation can go. But it does not need to be so difficult and we will provide some structure here that you can apply to your sales training processes. [...]
The words you say are your most powerful sales tool. Are you fully utilizing this tool and generating as many leads and sales as possible? Don't be like most salespeople and just talk about your products to trigger interest. There is a better way and we will clearly outline that in our next webinar "Small [...]
Getting prospects to answer the phone is the biggest challenge when cold calling. Having the best product and the best pitch means nothing if you can’t talk to someone. If you feel like a lot of your calls go straight to voicemail, watch this webinar recording on “How to Get Prospect to Answer the Phone [...]
Selling can be tough. So we thought we would try to add a little humor to the process and try to brighten up your day. Please enjoy this video that we put together. Also, Read How to Provide Sales Coaching When You Are Also the Sales Manager
Your effectiveness in onboarding new sales hires will have a direct impact on the overall sales results of your sales organization. This video is a sales training webinar that we hosted that outlines some practical changes to make that can improve how you onboard new sales hires. Impacts of Not Onboarding New Sales Hires [...]
If you are in sales, you might find yourself chasing a desire to be a better salesperson. You may be new to sales and just trying to figure out what to do. Or you may be a seasoned rep and you are always looking for ways to get to the next level. Or you may [...]
“I don’t need to use a cold call script” is what a lot of salespeople will say or think when the subject of a cold call script is mentioned. And when someone says this, it is usually because they either think that scripts are for junior salespeople or for those who work more in an [...]
