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cold calling guide

Cold Calling Guide

Cold calling is arguably the hardest part of sales. Interrupting someone in the middle of a task they were focused on, nailing a solid first impression in less than seven seconds, and then persuading them into some action (usually scheduling a meeting). We hope our Cold Calling Guide helps you to build a Framework for success

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missing sales development reps KPIs

Missing Sales Development Reps KPIs

Would you still put a Sales Development Representative on a Performance Improvement Plan if you knew that they consistently handled objections correctly, 90% of the time were able to get past the gatekeeper and consistently asked 80% of the qualifying questions they were supposed to? Here at ABSTRAKT, we are going to propose that you wouldn’t because the building blocks of success are there. Focusing solely on the lagging indicator of success (quota attainment) provides a very restricted view of success.

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how to clone your top performers

How to Clone Your Top Sales Performers

Coaching 101 – Level Up Your Players   I’m serious – How do you clone your Top Sales Performers?  Since the beginning of time, coaching has been a word used to describe leveling up players whether in sports, business, or any other activity, coaches aim to optimize the performance of humans by observing their performance […]

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what are sales call frameworks and why are they used

What are Sales Call Frameworks & Why Are They Used?

Another example of a framework is one that is less structured around the call flow and more on how to answer a specific question. For example, when asked about a competitor I have often said “Competitor X does great at _______, and if you asked them they would say we are small, don’t do custom work, and won’t interact with your clients for you – and you know what they are right. We actually (then I explain we are small, and don’t do the things they say because it doesn’t make sense to do as a best practice)”. This ensures that I get into what makes us different and better than the competition without laying into a competitor and looking like the shark.

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sales call analytics Coaching in real-time

Sales Call Analytics: Coaching in Real-Time

Speaking too much is something that salespeople find out after the call, and that is if you are even analyzing your sales calls (you should be…). But coaching after the call amounts to little more than “get ‘em next time, Tiger”. Being able to ask the right questions is key to having a lower talk time and allowing your prospects to feel heard. Real-time sales coaching enables both your salespeople to be gently reminded that they might be talking too much, while also prompting them with a question that could invite the prospect to unload a plethora of information that otherwise would have never been uncovered.

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