Videos – Page 2

Set Monthly Targets

No matter what your skill level, consistent sales activities lead to results. Even the worst prospector gets appointments if he doesn’t give up. Set weekly goals for the number of prospects you

Video: Prospecting is Like a Cocktail Party

I always say that prospecting is like a cocktail party. You’re not proposing – you’re meeting a group of people and getting to know them. How do you overcome your fear of

[Video] Think like a politician

With all of the corruption in politics these days, it might seem weird to read this advice: Think more like a politician. Now, that doesn’t mean you should deceive prospects or fail

[Video] The Sales Management by Assumption Mistake

When business owners hire senior sales reps, they often make a dangerous assumption: Because of their previous experience, those reps require minimal training and can simply be turned loose to deliver big

[Video] Email your prospects where they live

If you’re not segmenting email campaigns based on where prospects live, I’ve got bad news for you: Your response rates are probably suffering. The reason? As I explain in the video below,

[Video] 3 Commission Issues that Lose Sales Reps

One of the most common questions that I receive from business owners is why seemingly satisfied sales reps occasionally decide to jump ship. If they truly are satisfied with other aspects of

[Video] The Ideal Contact for Lead Generation Nurturing Campaigns

Salespeople often assume that to close a deal, they need to nurture the person who controls the budget. Typically, that’s true — after all, the person who approves spending is often the

[Video] Tips to Increase Your Email Campaign Read Rate

Every morning, your prospects open up their inbox, see the flood of marketing messages in it, and, without hesitation, begin collectively depositing them into the trash. It’s a vicious cycle – and

[Video] 3 Steps to Avoid the Discount Discussion

It’s probably happened to you before. You deliver a fair proposal to a key prospect, only to find out that the prospect is using that proposal to shop around for a better

[Video] How to Uncover the Best Sales Leads

All too often, we expect immediate results after even the smallest investment of time or money. When it comes to lead generation, however, instant gratification is rarely a possibility — and there’s

[Video] 5 Questions to Test Your Target Market

Is your lead generation program failing to deliver results? Are your reps struggling to get responses? If you answered “yes” to either question, it could mean you’re focusing on the wrong target

[Video] 3 Practices to Determine Sales Rep Closing Competency

Many sales reps are capable of generating leads and nurturing opportunities, but only the best (and, really, the most valuable) salespeople possess true closing competency. Find out the three techniques for identifying

[Video] Why should a prospect talk to you – KLA Group

Numerous studies have shown that salespeople have 15 seconds (or less) to capture a prospect’s attention. If you’re doing what most sales reps do, you may not be using that time as

[Video] Why Should a Sales Prospect Talk to You?

Numerous studies have shown that salespeople have 15 seconds (or less) to capture a prospect’s attention. If you’re doing what most sales reps do, you may not be using that time as

[Video] 5 Interview Questions to Reveal Proven Sales Rep Hunters

Most salespeople will tell you they’re effective cold callers. The reality, however, is that very few actually thrive in that role. How can you identify salespeople with proven cold calling track records?

[Video] How to Find Your Lead Generation Focus

While lead generation can be a high activity, low yield function, that doesn’t mean it should be haphazardly executed with a “throw it against the wall and see what sticks” approach. Here’s

[Video] – How to Open Doors with Your vCard

vCards can quite literally stop prospects in their tracks, if you know how to craft it. With so little effort required, every sales rep should utilize this informative and effective prospecting tool!

[Video] Hitting Your Sales Targets this year

Every salesperson wants – and, really, needs – to achieve the sales targets that are set for them. But true sales success and greatness is often measured by more than that. In