I get a lot of cold calls and cold emails every day, and most salespeople make the same sales process mistakes. This is so common that you're likely making one of them. In this video and blog post, I will outline these three mistakes and show you how to fix them easily. 3 Common [...]
In this week’s livestream, we discussed how to improve your cold call connect rate and get prospects on the phone. TLDR Getting prospects on the phone is the biggest challenge for a salesperson. Start by understanding the prospect and why they are difficult to reach by phone. Prospects are extremely busy and get a [...]
Being good at objection handling is critical to success in B2B sales. To help, we will provide tips and responses to the most common objections you will face. What Is Objection Handling in Sales? Objection handling is the process of responding to prospect resistance during sales conversations—especially during cold calls and outreach. Common sales [...]
This is module 9 in the Smart Sales System, where we will discuss how to use voicemail messages most effectively in sales. You might not think much about what to do with voicemail: you might just hang up most of the time, then leave a voicemail every once in a while, asking the prospect to call you [...]
When selling a product and trying to build interest and credibility, there is a lot to discuss. You may want to discuss what the product is, how it works, and why the prospect should consider purchasing it. What makes this difficult is that when performing cold outreach, you only have a few minutes of time [...]
This is module three in the SMART Sales System sales training program. In this video, we will discuss how to leverage pain points to generate leads and sell more. Focus on the Prospect’s Pain I first learned about the concept of pain points at the midpoint of my career, when I was working as [...]
Welcome to the Intro to SMART Selling module of The SMART Sales System. This is a full sales methodology that is very focused on providing clarity for what to do and say when prospecting, performing cold outreach, and meeting with prospects and potential customers. This series of videos aligns with the book titled The SMART [...]
In this video and blog post, we discuss how to create a winning sales pitch. When you’re talking to a prospect, you only have a small window to grab their attention. It might be a couple of minutes on a phone call, the first few lines of an email, or the opening of a presentation. [...]
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, [...]
This video is module 1 of a full sales training program called The SMART Sales System. You can go through the full sales training program for free on YouTube. The training aligns with a book by the same name and here are all of the training modules: Introduction to SMART Consultative Selling Building Your Consultative [...]