It can sometimes seem daunting to train salespeople to ask the right sales prospecting questions. This is understandable because a conversation can go so many different directions. 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. Question Branches One [...]
The biggest challenge when cold calling is getting prospects to answer the phone. Having the best product and 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 When Cold [...]
Let's face it: the daily life of a salesperson can be tough. There are many highs and lows and a lot of rejection along the way. To help with that, we created this video that uses some Office and Officespace type of humor to help you get through the day.
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 we hosted that outlines some practical changes to improve how you onboard new sales hires. Impacts of Not Onboarding New Sales Hires Properly New sales hire [...]
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. 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 inside [...]
During my sales career, I had the experience of going through many different sales training programs. There were training programs I had to go through as a new hire and then also many recurring and annual training programs. Based on my experience, I believe there are five significant gaps in the training that most companies [...]
Do you know what your ideal sales process looks like? In the movie "Glenngary Glen Ross", there is a well-known speech by Alec Baldwin to a team of salespeople where he preaches the concept of "ABC: Always Be Closing". If you haven't seen the movie, the main message in the speech is that you should [...]
Whether you realize it or not, you likely experience someone giving you a sales pitch just about every day. I experienced one yesterday, and I was very impressed with the salesperson’s approach, so I thought it might be good to point out some of the things he did well. Quick Background I was in [...]
With the continued growth of inside sales, the need for telesales resources is increasing along with it. Here are some quick keys to help with training telesales. How to Build a Strong Inner Game One step that is often skipped in sales training is talking about the mental aspects and the inner game. The [...]
