Online Sales Training

Let’s discuss the roles involved in a complex buying process… (VIDEO INCLUDED)

There’s a lot to be said about this topic so I’ll only cover a small portion of it in this video segment, but I’ll cover a few things about how to structure your sales proposal to make it more compelling, more interesting, hopefully make it more valuable and more likely that your client will want to move forward with it. (VIDEO INCLUDED)

If you look at your entire market or territory – this would be everyone you could potentially sell to, which could be defined by geography, industry, etc. – however your territory is defined, we first want to take a look at all of the opportunities that might exist in there or could potentially be found in there. (VIDEO INCLUDED)

You could also phrase this question as, “how do I increase my opportunity win rate or my closure rate?” The main problem is that many salespeople don’t put themselves in a position where they can close business. By that I mean that we make several mistakes along the way that put us in the position where we can’t ask for closure. There are a number of things we have to do to increase the likelihood of being in a position to close. (VIDEO INCLUDED)

Many years ago I learned the hard way that customers don’t really want to buy anything. They don’t have any interest in the products and services that we sell…

We are often asked about the best ways to get through to hard to reach prospects. They might be hard to reach because they are at a bit of a higher level in your customer’s organization than you usually call on, they might be protected by an executive assistant or two, or they may be the type of people that are fairly unresponsive to some of your outreach. (VIDEO INCLUDED)

Some prospects are just harder to reach than others. Sometimes it’s because they’re at a higher level in your customer’s organization than you usually call on, or they’re protected by an executive assistant or two, or they may be the type of people that are fairly unresponsive to outreach.

Each new year brings with it an opportunity to evaluate how you and your sales team have performed over the past 12 months and to think about what the coming year might bring.

For many sales people, the fear of cold calling is only slightly less than that of death-by-drowning or public speaking. The idea of contacting a prospect by phone for the first time may cause even the most aggressive sales rep to break out in hives.