Get In The Door Podcast | Sales Prospecting Strategies & Tactics Brought To You By Steve Kloyda, The Prospecting Expert

Good training is valuable, right? Well trainers think so, but I’m sure that not all of the participants would agree. Determining the value of training based on our “gut” gets us nowhere. But there are systems that will help you understand the real Return On Investment, whether you are the sales manager or the sales person sitting in the class. On today’s show, our special guest, Kristen Taraszewski will give her insights on Measuring Training ROI and much more on episode 408.

I can save you money! Salespeople lead with this statement which automatically turns your conversation into selling on price and not value. You will never win the price battle.  What will add the most value to the conversation? What is most important to the prospect? How can you win more sales by offering value, delivering the best solution and maintaining your profit margin? In today’s show, Bill and Scott will investigate Fighting Commoditization and much more on episode 407 of the Get in the Door Podcast. The post #407: Fighting Commoditization [NEW Podcast] appeared first on The Prospecting Expert.

Industry event – CANCELLED! Trade Show – CANCELLED! Networking breakfast – CANCELLED! Now what do I do? Where can I go to get new names to prospect? On today’s show, Bill and Scott discuss “Sources for Customers While in Lock Down” and much more on episode #406 of the Get in the Door Podcast. In this new episode Bill and Scott will discuss the strategy of finding customers while being sheltered-in-place.  It includes: Using LinkedIn, Contacting past clients and Uncovering the importance of cross-selling. The post #406: Sources for Customers While in Lock Down [NEW Podcast] appeared first on The Prospecting Expert.

When you were in high school, did you ever receive a lower grade than you thought you deserved?  What contributed to that outcome?  What will you do different, next semester? Our grades as a student are like our monthly sales numbers as a salesperson. TODAY, Bill and Scott will delve into False Facts about “Making Your Number” and much more on episode #405 of the Get in the Door Podcast. The post #405: False Facts About Making Your Number [NEW Podcast] appeared first on The Prospecting Expert.

Are you qualifying your prospects? Have you ever found yourself in a new client meeting and shortly into the discussion it dawned on you that there was nothing here for either you or the customer? How about those times when you had an appointment that was going well until you discovered that your price wasn’t even close to an amount they were willing to spend? The post #404: Qualifying Prospects to Avoid Useless Meetings [NEW Podcast] appeared first on The Prospecting Expert.

What is the difference between price, cost and value? The post #403: Define Value – April 2020 [NEW Podcast] appeared first on The Prospecting Expert.

Does your attitude matter? And if it does, what steps do you take to keep it upbeat and productive? The post #402: Attitude Makes A Difference [Podcast] appeared first on The Prospecting Expert.

We're Back! Professor Plum introduces our new co-host, Bill Hellkamp, and discusses the future of the podcast.  The post #401: April 2020 – And We’re Back! [Podcast] appeared first on The Prospecting Expert.

Would you like to know the Secrets of closing the sale? The post #194: 7 Rules I use in Closing the Sale [Podcast] Repost appeared first on The Prospecting Expert.