How to Manage a Sales Team Like a Championship Football Coach

The document provides information on qualifying sales leads. It discusses using a two-step qualifying process, including pre-qualifying leads in the initial interaction and fully qualifying them in subsequent conversations. Pre-qualifying involves asking soft questions to determine if it makes sense to talk further. Qualifying involves asking questions in four areas: need to purchase, ability to purchase, authority to purchase, and intent to purchase. Example questions are provided for each stage of qualifying. The document emphasizes protecting salespeople's time by separating good prospects from bad using this qualifying process.

This document provides guidance on interviewing sales candidates. It outlines goals for the interview process, types of information to gather from different sources, and categories of questions to ask candidates about their experience, education, skills, personality, financial fit, and logistics. Sample interview questions are provided for each category. Scoring sheets are included to rate candidates. Tips are offered on reviewing a candidate's sales history and making the candidate go through several interview steps.

Setting B2B appointments can be tough. Once you do finally get a prospect on the phone, you only have a couple of minutes to work with and it can sometimes be a hostile environment. But don’t worry as we have developed a B2B appointment setting sales methodology that not only makes this process easier, it will also produce better results. We will outline how this process works on our next webinar “How to Make Setting B2B Appointments Easy” and you will also receive an ebook under the same name when you register.

This document provides tips for improving mental strength in sales. It discusses decreasing self-doubt by focusing on the external and internal environments that can influence mindset. Tips include becoming more prepared with call scripts, viewing yourself as a helper rather than taker, using positive affirmations, and compartmentalizing time by focusing on one task at a time. It also recommends establishing daily routines, creating achievable targets, and tracking progress to maintain mental strength.

LinkedIn is one of the best places to find prospects and generate leads. But what you don’t want to do is send invites to connect and then follow up with “product pushing” sales messages. We have a different approach and we will take you step-by-step through it in our webinar recording “How to Find Prospects and Generate Leads on LinkedIn”. In this webinar, we will discuss: – Using the LinkedIn search capabilities – Building a good message – Getting email addresses – Reaching out – Navigating organizations – And more!

Finding prospect pain is one key to generating more leads. But it is not easy because prospects can be reluctant to share challenges and often don't even know what pain they have. If you would like to learn how to get your cold calls, emails, voicemails, and first appointments more centered around the prospect's pain points and challenges, you may want to watch this webinar recording on "How to Use Prospect Pain to Generate Leads". In this training session, we will: Provide a process to help identify the pain points you solve  Explain how to get prospect pain to be the center of the conversation  Share examples of call scripts, voicemail scripts, and email 

This document provides guidance on handling objections in sales calls. It discusses common objections prospects may have such as not having time or being uninterested. It recommends deflecting objections by asking questions, understanding the prospect's perspective, and focusing on value rather than selling. The options for handling objections are to comply, overcome the objection, or deflect it. Reflecting on calls and improving responses to anticipated objections is important. The overall goal is to keep the conversation moving forward in a non-salesy manner.

This document outlines a two-step process for qualifying prospects: pre-qualifying and qualifying. Pre-qualifying involves asking soft questions to determine if it makes sense to continue talking with the prospect. Qualifying involves asking more direct questions to assess the prospect's need, ability, authority, and intent to purchase. Example questions are provided to measure each of these four areas. The goal is to protect time by separating good prospects worth investing in from bad ones.

This document summarizes the key points from a chapter on cold calling from a sales training webinar series. It provides guidance on structuring an initial cold call contact, including stating the purpose of the call, qualifying the prospect by asking questions to identify pain points or issues, and determining if there is interest in learning more by sharing how the product or service addresses common challenges. The document outlines the steps and potential responses at each stage of an initial cold call.

Time is one of your most valuable resources. Protecting it by minimizing time spent with prospects that have a low chance of purchasing will have a direct impact on your sales results.. Join us on our next webinar “Sell More by Effectively Screening Good Prospects from Bad” where we will show you a systematic process that you can incorporate into your sales process that will make it crystal clear which prospects you should be spending your valuable time with.

Following up with sales prospects can be tricky. Sometimes you don’t follow up enough and might be missing out on the business. Other times you might follow up too much where the only thing you are doing is damaging the relationship and wasting valuable time. If you can relate to that, you should join us for our next webinar “How to Effectively Manage the Sales Lead Follow-Up Process” where we will share a structured process that you can use that will provide clarity for how best to follow up on sales leads.

The document discusses how using strategic questioning, also known as question-based selling, can double sales. It provides tips for leading a sales conversation through questions that establish credibility, generate curiosity in prospects, and help determine solutions. The goal is to ask questions that provide value to customers and move them to action through exploring status, issues, implications, and solutions.

Getting new inside sales resources ramped up and performing can be challenging. Not only is it tough because inside sales and phone prospecting can be a tough gig. But it is also difficult because you have so much information that you need to cram into the new rep’s head. How you execute in this area will have a huge impact on the level of success that the rep has and how long they stay with the organization. This will all factor into the organization’s sales results and turnover rates. But believe it or not, it does not have to be so hard. Join us for our webinar on August 5th where we will show you how to improve the onboarding of new inside sales resources Go to www.salesscripter.com for more info

This document provides guidance on effective networking strategies. It emphasizes shifting from a sales mindset to focusing on the other person by asking questions, understanding their needs, and looking for partnership opportunities. The networking process involves interacting with prospects through questions, having a conversation to further understand their situation, and providing an explanation of how your services address their needs. Follow-up after events is important to stay top of mind and move contacts along the sales process.

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Being a better closer is one of the most common areas that sales people want to improve. The good news is that there are some very small and easy to incorporate changes that can immediately make you a better closer and those are outlined in this video.

This document discusses strategies for getting past gatekeepers to speak to decision makers. It advises treating the gatekeeper like a prospect by highlighting value points, pain points, or name dropping other customers to gain their trust. It also suggests understanding the gatekeeper's role of keeping salespeople out and not taking objections personally as they are just doing their job. The key is to avoid sounding like a salesperson and get the gatekeeper's help in connecting to the appropriate decision maker.

The document provides guidance on creating an effective sales message by outlining key elements to include such as the product, target customer, value propositions, pain points addressed, and questions to ask prospects. It also provides examples of value propositions and pain points for different types of targets like sales trainers and salespeople. The document aims to help sellers develop messaging that clearly communicates how the product improves challenges customers currently face.