One of the most essential elements to include in a new sales hire onboarding process is a step for sales role-play. This would consist of practicing sales scenarios before a sales hire is put into action. Decrease the Amount of Learning Through Trial and Error There is no way to teach a new sales hire [...]
There are many different opinions about whether or not someone can truly develop selling skills. Many believe that salespeople are born and that you either have the natural ability or you don’t. I personally don’t agree with that. I see selling as a skill that can be developed and improved regardless of your personality or [...]
In the cult classic sales movie titled Glengarry 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. Here [...]
In this webinar, we look at the subject of what to do (and not do) with voicemail boxes when sales prospecting. Getting a prospect’s voicemail box is the most likely outcome. Prospects can be difficult to reach. You can call a prospect dozens of times, and it would not be crazy to get his [...]
Let’s face it—training salespeople can be downright difficult sometimes. A first step to making this area less difficult can be to examine some of the contributing factors. This knowledge will help you take the right steps to improve your training processes. 1. There is so much information you need to share with them. The first [...]
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 [...]
There was a point in my sales career when I sold enterprise software and the message coming down from my management was to have “business conversations” when you are sales prospecting. This was actually a really good directive from the top as what they were saying was to get away with talking about products and [...]
