Author Archives: Michael Halper

About Michael Halper
Michael Halper, founder and CEO of SalesScripter and author of “The Cold Calling Equation – PROBLEM SOLVED, is an expert on how to penetrate new accounts, get meetings with executives, and generate leads. His mastery of this area began while working in hunting roles selling technology products to large corporations and took it to the next level while building and managing an inside sales call center.

Hiring a World-Class Inside Sales Force

Live Webinar:
Tuesday, April 28th
1pm CST / 11am PST

Every business executive and sales leader shares the same dream: hire a rainmaker, sit back, and let the revenue roll in! The reality is that hiring the right talent, developing an effective onboarding program, and providing the right tools for your salespeople’s success is a process riddled with obstacles and frustration.

In this fun and educational webinar, best-selling author of “Hire Right, Higher Profits,” Lee Salz, and VanillaSoft’s Executive Vice President, Kevin Thornton, will help you stop chasing rainbows and start building a world-class sales force.

In this webinar, you will learn:

  • Common mistakes made in the hiring process
  • The concept of “revenue investment” and how to make informed decisions when hiring
  • Sales candidate evaluation techniques that separate the rockstars from the duds
  • The tools that help decrease training time during the onboarding process
  • How sales CRM software can easily scale best practices across your sales force
Register Now >>

Michael Halper

Michael Halper, founder and CEO of SalesScripter and author of “The Cold Calling Equation – PROBLEM SOLVED, is an expert on how to penetrate new accounts, get meetings with executives, and generate leads. His mastery of this area began while working in hunting roles selling technology products to large corporations and took it to the next level while building and managing an inside sales call center.

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Dynamic Inside Sales Scripting: Be Prepared to Go With the Flow (Webinar Recording)

Le’ts face it, cold calling is tough. Having some sort of script or outline of what to say can make it easier. Having a good script can make it work. Michael Halper, Founder and CEO of SalesScripter, will outline exactly what you need to know to write and build a cold call script for yourself that simply works and leads to improved results.

You will leave this webinar knowing:

  • How effective scripting increases productivity
  • How to develop a dynamic inside sales script
  • How to implement the use of a sales script
  • How to ensure all sales reps are effectively utilizing the script

This event is a must-attend for sales managers, marketers, entrepreneurs, and anyone looking to increase sales production!

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Michael Halper

Michael Halper, founder and CEO of SalesScripter and author of “The Cold Calling Equation – PROBLEM SOLVED, is an expert on how to penetrate new accounts, get meetings with executives, and generate leads. His mastery of this area began while working in hunting roles selling technology products to large corporations and took it to the next level while building and managing an inside sales call center.

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Decrease Sales Staff Turnover and All the Costs that Come with it! (Webinar Recording)

Do you find yourself frustrated by rate that sales people come and go in your organization? Believe it or not, there small changes that you can make to minimize this and all of the costs that come with it.

In this webinar, Michael Halper, Founder and CEO of SalesScripter, will outline small steps that you can implement immediately that will lead to improved sales performance, happier sales resources, shorter new hire ramp up time, decreased recruiting and training costs, and more.

 

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Michael Halper

Michael Halper, founder and CEO of SalesScripter and author of “The Cold Calling Equation – PROBLEM SOLVED, is an expert on how to penetrate new accounts, get meetings with executives, and generate leads. His mastery of this area began while working in hunting roles selling technology products to large corporations and took it to the next level while building and managing an inside sales call center.

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Social Media Secrets to Boost Holiday Revenue (Webinar Recording)

Presented by the FairMarketing.com Social Media team – hear these secrets directly from our top social media strategists and learn how to easily apply to your business before the holiday rush!

 

 

 

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Michael Halper

Michael Halper, founder and CEO of SalesScripter and author of “The Cold Calling Equation – PROBLEM SOLVED, is an expert on how to penetrate new accounts, get meetings with executives, and generate leads. His mastery of this area began while working in hunting roles selling technology products to large corporations and took it to the next level while building and managing an inside sales call center.

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How to Get Around Prospect Objections (Video)

You are guaranteed to face objections when prospecting for new business. Any of these sound familiar?

  • I am busy right now.
  • What is this call in regards to?
  • I am not interested.
  • We already use somebody for that.
  • We are not looking to make any changes.
  • We do not have money to spend.
  • Just send me your information.
  • We do not have money to spend right now.

You will face those same objections again and again. And you can add to that list a few objections that are specific to your business.

What do you do when those come up? Do you know how to respond and what to do in order to not get completely shut down?

If you are not sure, check out this training module on how to get around prospect objections. It will provide a methodology that you can easily implement that will give you clarity on exactly what to do when any objections come up.

By simply improving your skills in this one area, you will immediately improve your results.


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Michael Halper

Michael Halper, founder and CEO of SalesScripter and author of “The Cold Calling Equation – PROBLEM SOLVED, is an expert on how to penetrate new accounts, get meetings with executives, and generate leads. His mastery of this area began while working in hunting roles selling technology products to large corporations and took it to the next level while building and managing an inside sales call center.

More Posts - Website

How to Effectively Qualify Sales Prospects (Video)

Many sales people will say that one thing they would like to improve is their ability to close sales prospects. If they are having a big challenge with closing, they are likely trying to sell to prospects that are not qualified.

Closing should actually be one of the easiest steps in the sales process if you are trying to sell to prospects that fit well and need what you have to offer. And one way to make sure that you spend your valuable time with prospects that fit well is to have a process for screening them to make sure they are qualified.

By simply qualifying better, you will greatly improve the quality of leads in your pipeline and this will greatly improve your ability to close prospects.

In this video, we break down a two-step process that you can easily implement to improve your ability to qualify sales prospects.

 

 


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Michael Halper

Michael Halper, founder and CEO of SalesScripter and author of “The Cold Calling Equation – PROBLEM SOLVED, is an expert on how to penetrate new accounts, get meetings with executives, and generate leads. His mastery of this area began while working in hunting roles selling technology products to large corporations and took it to the next level while building and managing an inside sales call center.

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Incorporate a Bidirectional Lead Gen Strategy

It’s common for businesses today to possess just one process for lead gen at any given time. Perhaps you’re more focused on cold calling, direct mail or search engine optimization. Sure, it’s a good thing to be working toward a singular strategy for lead generation (at least you’re doing something!) but you can be even more effective when you employ a bidirectional strategy to boost results.

A bidirectional lead generation strategy is one that drives improvements with both outbound and inbound leads. Outbound strategies include activities that actively reach out to prospects in an effort to generate leads, while inbound strategies involve getting prospects to come to you.
Outbound Lead Generation

Here are some examples of how to proactively contact prospects to pique interest and therefore develop leads:

  • Cold calling: Cold calling is perhaps the most well known and commonly used form of lead gen. This is when a sales person contacts a list of prospects over the phone using a predetermined script to schedule a meeting or appointment.
  • Cold walking: Similar to cold calling, this approach is when a sales person engages a prospect face-to-face, such as within an office setting. This type of lead generation technique is not used as much as it should be.
  • Email marketing: This strategy relies on mass emails to prospects for the purpose of staying in touch and generating leads. This approach is gaining momentum in terms of being a highly cost effective method of outbound lead gen. However, the response rate tends to be quite low.
  • Direct mail: This traditional form of marketing involves sending snail mail to prospects through the U.S. Postal Service, which is a more costly approach than email with about the same response rate.

 

Inbound Lead Generation

Inbound lead generation activities involve creating systems and information that drive prospects to you. The two methods to achieving this are:

  • Search engine optimization (SEO): SEO helps improve the content of your website to make it easier for search engines to find you and thus send traffic to your site on a consistent basis. You’ll have to make the investment in time and money, but you can succeed in drawing in prospects and establishing an inbound channel in terms of lead gen. When done right, this approach can bring you excellent results.
  • Social Media: Social media, a collection of varying web-based and mobile applications, promote networking and communications between you and your prospects. These resources are certainly great for outbound lead gen activities, but they can also be used to encourage inbound traffic. Why? They are an ideal way to connect and share information online with potential clients.

Through the creation of a bidirectional strategy, we can diversify our lead generation approach to boost overall results and cut down on risk.

 

Contact HexaGroup for help with creating a bidirectional lead gen strategy for your business.

Michael Halper

Michael Halper, founder and CEO of SalesScripter and author of “The Cold Calling Equation – PROBLEM SOLVED, is an expert on how to penetrate new accounts, get meetings with executives, and generate leads. His mastery of this area began while working in hunting roles selling technology products to large corporations and took it to the next level while building and managing an inside sales call center.

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Decreasing Costs with Sales Outsourcing

In the course of fine tuning your sales strategy, you may evaluate whether sales outsourcing should be part of mix of tools and resources. There are advantages and disadvantages to this approach, of course, but one of the big benefits is that you can cut down on costs when you outsource sales. It is a very safe estimation that you will improve the company bottom line by transferring some sales department responsibilities to a third party and here are three factors that can influence that.

IT Costs
One of the initial things you may do when hiring a sales person is to gather all the necessary IT equipment and systems required. This could include a PC, desk phone, mobile phone, tablet device, etc.When you outsource sales, you eliminate the necessity for providing this equipment.

In addition to the actual equipment, you must also consider the software, services and IT support involved, which can also drive up the overhead cost for an internal sales resource. The a typical sales person in today’s world, they will need plenty of software, as well as internet and mobile phone service plans, access to help desk support, and more. Using an outsourcing provider can nix these costs as well.

Workspace
Workspace related overhead is another component that can boost costs for your organization, but the good news is you can decrease these expenses as well through sales outsourcing. Every employee needs a dedicated workspace of some kind.

If working in a formal setting, this may end up incurring costs for real estate, office furniture and office supplies. By giving sales responsibilities to an outsourced service provider, you can easily avoid all of these costly workspace overhead expenses.

Management
When you outsource sales, you will also outsource the management of frontline sales resources and this is another cost and one that is often easily overlooked. The outsourcing company can handle all the minutiae of day-to-day management of sales resources, leading to a decrease in the amount of time and cost it takes to provide a layer of management over frontline selling resources.

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Training and Recruitment
You can always count on some level of sales staff turnover. It’s simply the nature of the business. As such, you’ll spend significant time and resources on recruiting new hires and then training those new employees on the sales processes you employ.

When you let an outsourcer tackle these time-consuming sales activities, you can cut down on the amount of time and hassle this involves for you, as well as cut costs for the bottom line.

Healthcare
When you employ full-time sales people, you have to pay them benefits and healthcare. This can get pretty costly, especially since the price of healthcare is skyrocketing. When adding this to your sales team’s regular salary and commission, these costs can become astronomical. When you choose to outsource, however, you are essentially hiring another organization to do the work and you are no longer responsible for this cost. This is a good way to boost your overall cost structure.

Let ProSales Connection help you with sales outsourcing so you can cut down on unnecessary costs.

Michael Halper

Michael Halper, founder and CEO of SalesScripter and author of “The Cold Calling Equation – PROBLEM SOLVED, is an expert on how to penetrate new accounts, get meetings with executives, and generate leads. His mastery of this area began while working in hunting roles selling technology products to large corporations and took it to the next level while building and managing an inside sales call center.

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How to Find Pain with a Cold Call Script

When you create your cold call script specifically geared to finding out what the pain and challenges are for each prospect, you can vastly improve how you generate leads. However, it’s tough to uncover that pain in just one quick cold call. Take advantage of every second you have on the phone to reveal paint points. Check out these tips to improve your approach.

Use pre-qualifying questions to determine pain
It’s a good idea to come up with a short list of pre-qualifying questions you can ask to find out if there is a match and if there is even a point to chatting further. Determining the level of fit means your questions should connect back to the pain you wish to address. Apply the following situation to your cold call script, in regards to resolving errors that are happening with supplier-submitted orders.

How often do you find errors coming up with the orders you are submitting to vendors?

The bottom line is, if your prospect doesn’t currently experience pain that your services or products can assist with, there’s really no point in carrying on the conversation and wasting everyone’s time. They likely won’t buy anything from you because they don’t inherently need what you’re selling. Listing the pain points you intend to address when developing your script means you can create a question for each point to determine pain.

Sharing examples

What often ends up happening is that the prospect won’t share any pain with you after you’ve gone through your pre-qualifying questions. But don’t fret, as there is another method to use. Why not share some examples of pain that other customers have experienced and see if those examples resonate with your prospect?

This is what you can say within your cold call script:

I understand. Well, many of the operations managers I’ve talked to say there are lots of errors within orders due to the time consuming nature of reviewing them and the inability to efficiently order the correct amount of materials. Can you relate to that?

When you approach the situation this way, you are giving them examples and encouraging them to outright agree with you or at least acknowledge that they happen. You may get any number of answers, all of which originate from a simple yes or no. Got anything close to a positive response? Go with it right away and ask more specifics. Find out all you can about their specific situation and what pain they experience on a daily basis. By capitalizing on that immediately, you’re increasing your chance of building rapport.

Let the experts at SalesScripter help you come up with a killer cold call script that reveals a prospect’s pain and promises results.


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Michael Halper

Michael Halper, founder and CEO of SalesScripter and author of “The Cold Calling Equation – PROBLEM SOLVED, is an expert on how to penetrate new accounts, get meetings with executives, and generate leads. His mastery of this area began while working in hunting roles selling technology products to large corporations and took it to the next level while building and managing an inside sales call center.

More Posts - Website

How to Defuse Someone’s Guard with a Cold Call Script

When you cold call your prospects, it stands to reason they will be guarded in their initial reaction. However, you can break through this wall with some small yet powerful objectives within your cold call script to diffuse any guardedness you may feel on the other end of the line.

Sound like a real person

This is to say: don’t come off like a sales person. Your prospect deals with people like you every day. Stand apart from the rest and just sound like a regular Joe. Running right into your sales pitch will increase their guard — a way of protecting themselves from a situation in which they are being asked to buy something.

Don’t talk about your product right away
One way you can achieve this is to forget about launching into the many benefits of your product and why it’s so great. Ditch the sales tactics at the start of the call, which may resemble this:

Hi, I’m with XYZ Corp and we are number one when it comes to calibrated injection systems.

Right about now, your prospect is thinking:

Great. I’m stuck talking to this guy who’s trying to get me to buy some kind of calibrated injection system that I don’t need right now. I’m so busy. How can I get off the phone??

Focus on value

Instead of touting the product you’re selling, try focusing on how it will help the prospect. You could try:

Hi there. The reason I’m calling is that our company helps manufacturers like you cut down on disruptions caused by system failures.

Changing your approach in this small way can really make an impression, as you avoid the triggers that cause guardedness and instead pique their curiosity.

Make sure they have the time to take your call

Always make sure your prospect is available to chat with you at that moment. This shows you respect and value their time and will only proceed with their explicit permission. This will buy you some more time — probably between two and five minutes. You’ll find that the prospect is more likely to open up to you than if you were to simply forge ahead with your sales call unsolicited.

How to ask the all-important question

Avoid this approach to your prospect when asking for permission:

Are you busy right now?

Particularly when calling for B2B purposes, always assume your prospect is busy. Everyone’s busy all the time. You’re setting yourself up for an answer to that question like:

Why yes, I am!

Make a tiny change in that approach and say something like this in your cold call script:

Did I catch you in the middle of anything?

This makes a better impact because not only does it confirm their availability, it also gives you a temperature reading on the state of their business at the moment. You’re showing them that yes, you know they’re busy, but you want to know if they’re engrossed in a project they can’t come away from. This also shows a level of casual friendliness that invites further chit chat.

Turn to SalesScripter to help you develop a powerful cold call script.


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Michael Halper

Michael Halper, founder and CEO of SalesScripter and author of “The Cold Calling Equation – PROBLEM SOLVED, is an expert on how to penetrate new accounts, get meetings with executives, and generate leads. His mastery of this area began while working in hunting roles selling technology products to large corporations and took it to the next level while building and managing an inside sales call center.

More Posts - Website