Category Archives: Sales Training

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
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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.

More Posts - Website

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)

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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


Your Name (required)

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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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Building a Successful Marketing and Sales Process by Identifying Your Prospect's Pain

How do you know which prospects are likely to become customers?  How do you know which prospects are ready for a proposal and which need to learn more about your solutions first?  Learn to recognize the PAIN your customer is in and create marketing and sales campaigns that identify your customer’s PAIN automatically.

 

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.

More Posts - Website

How to Qualify Sales Leads

Learn simple techniques to identify potential customers that are most likely to buy and focus sales efforts on turning them into customers.  Make sales people more efficient and effective by nurturing prospects that are not quite ready using automated email marketing campaigns to educate them.

 

 

 

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


Your Name (required)

Your Email (required)


Google


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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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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