Category Archives: Sales Coaching

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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Manage a Sales Process of Actions that Lead to Sales Growth

Manage a Sales Process of Actions that Lead to Sales Growth!

Learn to create a sales process that allows you to focus on the next right step with each and every prospect in an organized and efficient way that moves leads to qualified prospects to customers and automates much of the communication.   This leads to the ability to effectively predict future revenue and manage sales performance.

You may Download a FREE copy. Fill in the below form and get a download link


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Craig Klein

Craig Klein is CEO and Founder of SalesNexus.com, a leading web based customer Craig-Headshot1relationship management (CRM) and email marketing solution for sales teams. Craig’s passion is helping businesses grow. He believes that when businesses grow, employees, customers and families lives improve and communities thrive. Craig’s the author of “Grow Sales with Emails” and several other popular e-books. He is a contributor to Small Business Today Magazine and has appeared as a featured speaker at the Digital Marketer’s Email World 2013, the TEANA 2012 Conference and many other exhibitions and conferences. Read more from Craig here. Connect with Craig – @craigklein or on LinkedIn.

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360 Degree View of the Customer Relationship for Business Growth

What is a “360 degree view of the customer”?  How can you earn more customers and keep them longer?  Learn how to create systems in your business that provide full visibility of the customer relationship to everyone in your organization, instantly and how to turn it into profit.

You may Download a FREE copy. Fill in the below form and get a download link


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Craig Klein

Craig Klein is CEO and Founder of SalesNexus.com, a leading web based customer Craig-Headshot1relationship management (CRM) and email marketing solution for sales teams. Craig’s passion is helping businesses grow. He believes that when businesses grow, employees, customers and families lives improve and communities thrive. Craig’s the author of “Grow Sales with Emails” and several other popular e-books. He is a contributor to Small Business Today Magazine and has appeared as a featured speaker at the Digital Marketer’s Email World 2013, the TEANA 2012 Conference and many other exhibitions and conferences. Read more from Craig here. Connect with Craig – @craigklein or on LinkedIn.

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Manage a Sales Process of Actions that Lead to Sales Growth

Manage a Sales Process of Actions that Lead to Sales Growth!

Learn to create a sales process that allows you to focus on the next right step with each and every prospect in an organized and efficient way that moves leads to qualified prospects to customers and automates much of the communication.   This leads to the ability to effectively predict future revenue and manage sales performance.

 

You may Download a FREE copy. Fill in the below form and get a download link


Your Name (required)

Your Email (required)

Craig Klein

Craig Klein is CEO and Founder of SalesNexus.com, a leading web based customer Craig-Headshot1relationship management (CRM) and email marketing solution for sales teams. Craig’s passion is helping businesses grow. He believes that when businesses grow, employees, customers and families lives improve and communities thrive. Craig’s the author of “Grow Sales with Emails” and several other popular e-books. He is a contributor to Small Business Today Magazine and has appeared as a featured speaker at the Digital Marketer’s Email World 2013, the TEANA 2012 Conference and many other exhibitions and conferences. Read more from Craig here. Connect with Craig – @craigklein or on LinkedIn.

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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.

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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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Sales Success with CRM Software as a Sales Coaching Device

The competence of your sales staff directly contributes to the success of your organization. As such, even the most well-thought-out strategies won’t work if your sales team can’t follow through in the best way they can. One problem you may be experiencing is a lack of sales coaching, which is what happens when salespeople do something vastly different than what they’re taught by their sales manager — who incidentally, is often a superior seller. However, this doesn’t automatically mean that they’re great at coaching a team. In addition, you are best off putting your most successful seller out in the field. This is where CRM software comes in to help gel the relationship between sales managers and salespeople.

Critical Teamwork

Thanks to CRM software, a new approach to sales coaching has arrived on the block, taking the “me” out of the process and adding back in the “team.” This is a good thing, as too many companies these days actually encourage competition within a sales team, which ultimately does nothing to hone essential sales skills that lead to whole-team success. With CRM software, all information pertaining to customers is kept in one place, where the sales team can look back at any customer conversation or transaction at any time. What this does is fosters an environment where people are encouraged to share. This also makes it easy for sales managers to hold team meetings in order to go over the quality of information that has been entered into the database, essentially focusing on the information at hand rather than on what individuals have contributed.

Equal Time for Equal Effort

Historically, sales coaching has focused on giving more training and attention to the worst salespeople rather than the best, with the mentality that the ones who need the most help should receive it to improve. This also in effect rewards the top sales team member for being the best. However, it has been proven time and again that this type of approach doesn’t garner results. For the highest level of effectiveness, all sales people should undergo equal amounts of training. Luckily, CRM software helps to streamline that process.

You can achieve this by designing a standardized template for collecting customer data, which ensures a level playing field for all your associates. This allows the sales manager to redirect their efforts of achieving success for the team as a whole. This makes it easy for everyone involved to get a snapshot of what is going on at any given time by viewing the dashboard, in effect forcing everyone to be invested in all aspects of the teamwork. Sales managers can ask for feedback from the team during meetings so that everyone’s on the same page.

Use CRM software as an ideal sales coaching device where you can tap into a centralized source of data to effectively train all team members.

Craig Klein

Craig Klein is CEO and Founder of SalesNexus.com, a leading web based customer Craig-Headshot1relationship management (CRM) and email marketing solution for sales teams. Craig’s passion is helping businesses grow. He believes that when businesses grow, employees, customers and families lives improve and communities thrive. Craig’s the author of “Grow Sales with Emails” and several other popular e-books. He is a contributor to Small Business Today Magazine and has appeared as a featured speaker at the Digital Marketer’s Email World 2013, the TEANA 2012 Conference and many other exhibitions and conferences. Read more from Craig here. Connect with Craig – @craigklein or on LinkedIn.

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3 Reasons to Look Externally for Sales Coaching

It’s well known that sales coaching can have a positive effect on the results a sales team garners. However, you have two different options when it comes to delivering on that coaching need. Either the management team can offer one-on-one coaching sessions in-house, or it can look outside the organization to outsource a sales coach to work one-on-one with each sales person. You’ll see below why the latter could be an advantageous option for your company.

1. Open Communication

In order to have effective coaching, you must maintain an open line of communication between client and coach. If the sales person feels uncomfortable opening up to the coach, the results will not be as positive and the effectiveness of making improvements will diminish. This often happens when an internal manager and sales person are paired together for coaching, as the sales rep may not want to divulge all his vulnerabilities to that in-house manager.

When you provide external sales coaching, the lines of communication typically open up because there is no fear of retribution or competitive drive. It also helps that there’s usually a confidential agreement signed between coach and client to keep everyone honest and willing to open up freely.

2. Internal Exploration

More challenges exist when you have a sales manager providing sales coaching, as a sales manager and a sales person will usually share the same goals – generate more business, close more deals, etc. This share-goal element makes it difficult for the sales manager to be objective throughout the duration of the coaching session.

For example, it natural for a sales managers to often feel the need to correct the sales person when they are doing something wrong. And this desire can easily and frequently arise during a coaching session. But it’s important to hold back on the direction and instead let the sales person use self-reflection to learn what’s the best course of action. With the specter of the chain of command looming over their heads, this can be challenging when an internal manager is providing coaching.

3. Coaching Expertise

Most sales managers have several areas of knowledge they are proficient in, mostly due to many years of experience in managing sales teams. They also typically possess deep knowledge of the products, policies and processes of the company.

However, even though there knowledge and experience is likely impressive, it can be very possible that they may not have a lot of knowledge and experience in the field of sales coaching. Coaching is a skill and this may be one that might not have been taught or developed by the sales manager.

To perform powerful and productive coaching,  there can be elements of discovery, active listening, brainstorming, action planning, progress tracking, etc. This can be difficult for someone that has not deep knowledge about sales coaching. Even is a sales manager has been trained on coaching, they still might not get in enough practice in that area to become really effective in breaking into the minds of the people he or she is coaching.

Going External for a Sales Coach
When you look at those three factor, you can see how the utilization of an external sales coach can have some positive benefits. By having someone that is an expert in coaching with that being all they do, and having the ability to bring down the walls around a sales person and establish very powerful and productive discussions, you can create a coaching program that is better positioned for noticeable performance improvements.

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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9 Keys to Writing a Good Cold Call Script

If you’re looking to boost the results you’re getting from prospects, there are many ways you can improve your cold call script.

1. Don’t say “How are you doing today?”
Your natural inclination as a sales person is to inquire how the prospect is doing at the start of the call in an attempt to sound friendly. However, your prospect knows nothing about you at this point in time and is reluctant to this approach. Don’t put them in a position of explaining how they’re doing to a complete stranger. In effect, you’re alienating yourself from the prospect, which is the opposite reaction you’re going for.

2. Confirm availability
Your prospects will always be busy, but if they’re really busy putting out fires at that moment, this isn’t the time to try to gain their attention for 2 to 5 minutes. Simply ask “Have I caught you in the middle of anything?” as part of your cold call script. This shows respect for their time and will help them open up.

3. Avoid sounding like a sales person
Your prospect’s guard will be at a medium level when they answer the phone, so be aware that anything you say will either increase or decrease that level. Sounding like a typical sales person will increase their guardedness and they will try to get rid of you quickly. Avoid this by minimizing product and company discussion at the start of your cold call script.

4. Make it all about them
Because we’re all a bit self-absorbed, formulate your call to focus on what you can do for them.

5. Encourage the prospect to talk
Focusing on the prospect is as simple as asking them questions in your cold call script, which will engage them in the conversation more and assist you in pulling out valuable information.

6. Ask pre-qualifying questions
When you pre-qualify the prospect, you can ask questions that extract information as to what’s happening on the prospect’s side. As a result, you also identify who they are and how they fit into the organization as well as the buying process.

7. Focus on the pain of the prospect
Solid pre-qualifying questions will uncover pain points that the prospect is experiencing at the moment. However,  the prospect might fail to provide you with the answer you want, so be sure to have a list of common pain points handy that many of your prospects or customers go through in your cold call script.

8. Keep the right goal in sight
It’s easy to come on strong and sell our products and services every time we chat with a prospect. However, the end result of a cold call should focus more on selling the next step in the sales process, which is usually an additional, more involved conversation, meeting or appointment before a purchase is actually made.

9. Build up interest
Yes, you must build up interest on the prospect’s side in your cold call script, but you only need to develop it enough to move on to the next stage of your sales process. Therefore, don’t go into too many details about your product and its features and functionality. Focus  on the value of your product, in particular the ROI, and share how your product differs from others out there currently. Make it clear the consequences to the prospect if they don’t make a change.

SalesScripter helps sales pros and sales managers to create a 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

Love to Sell - Learn to Really Care for Customers and Eliminate Stress and Frustration (Webinar Recording)

Craig Klein, CEO of SalesNexus, will bring his 20+ years of selling success to help sales leaders and sales people learn to put customers first and maximize happiness, sales and profits. You’ll learn…

  • Why even the best trained sales people are often frustrated and stressed out.
  • Why customers avoid sales people like the plague.
  • Simple techniques to build long lasting relationships of trust with customers
  • How to question and listen to TRULY understand your customers

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Craig Klein

Craig Klein is CEO and Founder of SalesNexus.com, a leading web based customer Craig-Headshot1relationship management (CRM) and email marketing solution for sales teams. Craig’s passion is helping businesses grow. He believes that when businesses grow, employees, customers and families lives improve and communities thrive. Craig’s the author of “Grow Sales with Emails” and several other popular e-books. He is a contributor to Small Business Today Magazine and has appeared as a featured speaker at the Digital Marketer’s Email World 2013, the TEANA 2012 Conference and many other exhibitions and conferences. Read more from Craig here. Connect with Craig – @craigklein or on LinkedIn.

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