What This Is:
- Unified Training Knowledge Hub for the sales team
- All the key info for sales training at your fingertips
Understanding Our Customers, Their Challenges / Needs, How They Decide
- Our Ideal Customer Profile (ICP)
- Our Target Buyer Persona
- Unique Value Proposition
- Elevator Pitch
- Our “Buyer-Focused” Prospecting Email Examples
BDR / SDR – Prospecting Team Training
SDR Tech
Using Outreach.io:
- Outreach University – link
- Getting Started – link
- Outbound Prospecting with Outreach – link
- SDR Prospecting
- Takes these – 11 Classes
- Prospect Basics – link
- Sequence Basics – link
- Creating Sequences – link
- Sequence Maneuvering – link
- Outreach Meetings – link
SDR/ Prospecting Skills
- Outbound Email Prospecting
- JBarrows – Keep your emails short – link
- JBarrows / Morgan Ingram – Webinar Replay – Sales Ready Messaging with Morgan J Ingram – video link
- SalesBuzz/Pedone – link
- The “Fanatical Prospecting” 4 Step Email Prospecting Framework – link
- Sending Hyper-Personalized Emails – link
- LinkedIn Prospecting
- How to Message Prospects on LinkedIn – link
- Prospecting with Empathy
- Hyper-Personalizing Our Emails – link
- Outbound Calling
- JBarrows – Why a Phone Works Well in Sales – link
- JBarrows – Why Phone is Better than Email – link
- JBarrows – Powerful Intros – link
- JBarrows – Phone & Voicemail Strategies – link
- JBarrows – Cold Calls and Phones – link
- JBarrows – Power Hour – link
- JBarrows – Never Waste a Cold Call – link
- SalesScripter – How to Make Cold Calling Easy – link
- SalesScripter – How to Make Cold Calling Less Scary – link
- SalesScripter – How to Build a Cold Call Script That Works – link
- Gong – 17 Proven Techniques To Master Your Cold Calls – link
- Leaving Voice Messages
- JBarrows – Leaving Effective Voicemails – link
- JBarrows – Example of a Bad Voicemail
- SalesScripter – How to Effectively Use Voicemail as a Sales Prospecting Tool – video link
- SalesScripter – The Cold Call Voicemail Message Examples – video link
- Note that the name is left in the beginning – this is different from JBarrows training suggesting to do it at the end but you can choose and A/B split test
- Getting Around Gatekeepers
- Prospecting Objections
AE – Sales Training
- Effective Selling Skllls
- Selling Best Practices
- Sales Messaging: Sales Positioning, UVP & Sales Differentiation
- Consultative Selling
- What is Consultative Selling – link
- Effective Time Management
- JBarrows – link
- Doing Your Research / Preparing
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- 3×3
- JBarrows – Show You Did Your Homework – link
- Specific questions based on research on the client
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- Selling to Executives
- JBarrows – link
- Gain Access to Power / Authority / Champion
- Building Trust & Rapport
- Offering Insights to the Prospect
- Creating and Adding Value at Every Interaction
- Mutual Agreements (i.e. the “Upfront Contract” in Sandler)
- Active Listening (2:1 ratio, patience before replying, verbal affirmations)
- Discovery Process & Non-Interrogative Exploratory Sales Questioning
- Questioning Skills –
- JBarrows – Questioning Skills – link
- Qualifying for Buyer Pain Points / Needs Analysis
- CHAMP Qualification
- First Call Qualification & First Call Outcomes
- Connecting the Solution to Specific Pain Points
- Presenting / Pitching / Demonstrating
- Pitching the Solution Effectively or Presenting Effectively
- Context for connecting the solution value to the pain points
- Gong – 7 Elements Of Persuasive Sales Product Demos – reading link
- Storytelling and creating an Experience for the Buyer
- Creating a Sense of Urgency
- JBarrows – link
- The Summary Email
- JBarrows – The Summary E-mail: Aligning Expectations – link
- The IQ Email
- Follow-up skills
- Effective Selling
- Selling on the Value to Solving Problems
- Connecting the solution to the specific pain/problem/challenges
- Creating a Business Case
- Selling on the Value to Solving Problems
- Objections
- Mental Resilience / Sales EQ
- Prevention
- Redirect, Diffuse vs Overcome and Handle
- Responses
- I am not interested – link 1 & link 2
- Note: a genuine “No” is a great answer to hear so you don’t focus on them anymore – Go for No & No is the 2nd best answer in sales
- What is this in regards to? – link
- We already use someone for that – link
- Just send me your information – link
- We do not have any budget right now – link
- Your price is too high – link
- I am not interested – link 1 & link 2
- Videos:
- SRG-Sales Readiness Group – How to Overcome Sales Objections – link
- SalesScripter – How to Consistently Get Around Sales Objections – link
- SalesScripter – Sales Objection Rebuttals that Defuse Common Sales Objections – link
- SalesScripter – The Examples of Overcoming Objections in Sales – link
- SalesScripter – 4 Concepts that Will Help You With Building Your Objection Rebuttals – link
- SalesScripter – The Ways To Handle Objections – link
- SalesScripter – How to Deal with Sales Objections – link
- SalesScripter – The Examples of Redirecting Sales Objections – link
- JBarrows – Objections with David Priemer of Cerebral Selling – link
- 7 (Proven) Tips to Overcoming Objections in Sales That You Hear Constantly [Avoidance] – link
- Working with Proposals / RFPs
- Complex Deal Negotiations
- Pricing
- Dealing With Complex Pricing
- Communicating Pricing Effectively
- Positioning the ROI
- Closing
- Asking for the Business
- Closing Effectiveness
- JBarrows – All About Closing – link
- Internal – Sales Self-Management Skills
- Following a Sales Process
- Opportunity and Pipeline Management
- Deal Reviews & Opportunity Troubleshooting
- Sales Forecasting Skills
- Sales Tech knowledge (CRM, Sales Prospecting like Outreach, etc.)
- Finally – basic Excel skills to analyze their own sales metrics
- Sales Management
- How to Manage Sales Like a Football Coach – link
- Other Sales Training Links
Also:
- Hubspot Sales Certifications
- Hubspot Academy classes (not about Hubspot tool, but about sales)
- Predictable Revenue: