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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 [...]
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 [...]
Figuring out your value proposition can often be a tricky thing. And even if you know what your value prop is, it can be easy to fall into the trap of not mentioning it and skipping to talk primarily about your products and features. Here is one of my favorite clips from the show Mad [...]
Looking to sell like a pro? Begin by stopping to think about a professional football player or professional athlete. How does he (or she) prepare? Does he jump right into the game without taking any steps to prepare ahead of time? Of course not. There are actually two things that he will invest time and [...]
If you are interested in using SalesScripter, or interested in improving your sales for that matter, you might want to watch this video. This is a recording of a mini-workshop on sales messaging. This training outlines a sales messaging methodology that breaks down into six categories: Value Pain Qualify Objections Interest Credibility This video has [...]
