Category Archives: Video Library

How to Focus on Prospect Pain to Generate Leads

Finding the pain or areas where challenges exist for a prospect is one of the key steps that leads to sales excellence. This is important for two reasons. First, finding a problem that your product will fix will be a path that leads to generating a lead and live sales opportunity.

But the other reason this is important is that if we do not look for pain and just focus on selling to everybody, we could end up not effectively qualifying prospects and this leads to chasing deals that have a very low probability of closing. This is where we find ourselves having a bad close rate and missing our projections in terms of closed business.

Pain can sometimes be tough to find as prospects might not admit to anything being wrong. And sometimes, they simply don’t know that the pain exists.

In this video, we will provide a methodology that breaks down the concept of pain and teaches you how to find pain that the prospect is having and put it front and center in the conversation.


Google

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 Develop Email Drip Campaigns

Email drip campaigns are extremely powerful. But it can sometimes be difficult figuring out where to start or where to begin.

You can always start out by sending one campaign to everybody but when you get more sophisticated, you can create different campaigns for each audience that you need to communicate with.

You can have a campaign for suspects, for prospects, for customers, etc. These different groups should be communicated with in different ways and having tailored messages for each is where you will begin to advance to the next level.

This video will show you a methodology that you can use when developing your email campaigns.


Google

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 Manage Your Sales Proces [video]

We all know what a sales process is. But have you really stopped to think about what your ideal sales process should be and what is the most optimum way to move prospects through it.

In this video and slide deck, Michael Halper from SalesScripter outlines a methodology for improving your ability to effectively manage deals through a sales process.


Google

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 Improve Your Close Rate by Qualifying Prospects

One of the most common areas sales people want to improve is their ability to close prospects better. While the main event that really matters is whether the sales or closed, it is actually improving the area of qualifying that can make the biggest impact on your results.

Qualifying is assessing the prospect on how likely they to move forward with the purchase. This video will provide you with clear direction on what makes a prospect qualified and what questions to ask to measure up whether the prospect deserves to be in your pipeline.

Google

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

Use Sales Role-Play to Improve Your Sales Results

A professional athlete will practice and go through drills ahead of going into the game or a competition. A professional sales person can benefit from preparing in the same way.

In this video, we show a way that you can practice your pitch. By simply being a little more prepared, you will greatly improve your prospecting and lead generation.



Google

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

3 Ingredients To Sales Growth

Critical to consistent sales growth is the ability to generate leads. This can often seem daunting to a business or sales person.

In this webinar, we outline a easy to implement, and repeatable process, that can help anyone to generate leads and drive sales growth.

 


Google

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

Automate Your Sales Lead Generation Machine

In this webinar we will show you have to automate your lead generation process.



Google

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 Get Around Prospect Objections

You are likely to face prospect objections at every stage of the sales cycle. But they are more frequent and more challenging early in the process when you are just trying to get a meeting or generate a lead. Do you have an approach for how to get around them? If not, check out this video. We go through a process that will not only help you to be more prepared ahead of time, but also to know how to respond so that you keep conversations going. By simply spending a little time in getting better in this one area, you will likely see an immediate improvement in your results.

Google

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 Deal with Voicemail During Sales Prospecting

You could reach a voicemail box more than 50% of the time you spend performing sales prospecting. That is the world that we live in – there is nothing that you can do to change that or to make prospects answer the phone more.

What you can do is have a better game plan for how to deal with voicemail and how to use it as one of your key sales tools. We will show you how to do that in this presentation.


Google

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

Demonstration of Using a Cold Call Script

Some sales people will say that it is not good to read from a cold call script when prospecting. They are 100% correct in that reading from a script will make you sound very junior in terms of your sales experience.

But this does not mean to not use a cold call script at all. Here is a demonstration of how to use a script as a guide and more of an outline of what to say and ask when sales prospecting.

 



Google

 

Interview Questions

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