If you’re outbound calling to hot, warm, or cold contacts, you’re getting shut down. Why? Because they weren’t expecting your call and everybody is busy doing something. Wouldn’t it be great if you could overcome the brush-off and keep prospects on the line – even for five or ten minutes?
You can – and we’ll show you how!
Outbound dialing is hard, and it isn’t your fault nobody is talking to you! We’re going to double your sales conversations with one easy-to-apply tactic. You’ll be shocked at how well it works and how many prospects you’ll get to engage with you!
During this session, LB will break down:
The difference between an objection and a brush-off
How to get prospects to open up
How to keep prospects talking
and more!
Watch the video replay!
LEARN HOW TO OVERCOME COMMON BRUSH-OFFS
If you’re outbound calling to hot, warm, or cold contacts, you’re getting shut down. Why? Because they weren’t expecting your call and everybody is busy doing something. Wouldn’t it be great if you could overcome the brush-off and keep prospects on the line – even for five or ten minutes?
You can – and we’ll show you how!
Outbound dialing is hard, and it isn’t your fault nobody is talking to you! We’re going to double your sales conversations with one easy-to-apply tactic. You’ll be shocked at how well it works and how many prospects you’ll get to engage with you!
During this session, LB will break down:
The difference between an objection and a brush-off
8+ Critical Things Sales And Enablement Leaders Need To Know About AI
[Video Recording]
GET YOUR SALES TEAM STARTED WITH AI (SAFELY!)
Ready to level up your sales team with the power of AI? Dive into this action-packed 30-minute session tailored for sales, enablement, and IT leaders. Discover everything you need to know about getting your sales team started with artificial intelligence. You’ll learn the top 3 areas to implement AI in sales onboarding to enhance your team’s prospecting skills, 3 critical questions every leader should be asking their IT department to ensure seamless AI integration and safety, and the 3 most common mistakes sales teams make with AI and how to avoid them.
Plus, get insights on the dos and don’ts of using AI in sales training, how to speed up the onboarding process, and tips for IT leaders to keep your company protected from AI mishaps. Stay till the end for real-life examples showcasing the best and worst of AI in action.
Special guest Aaron Sandeen, VP of Technology Services at Crayon, joined LB for this 30-minute, live Sales Shot.
Watch the video replay!
GET YOUR SALES TEAM STARTED WITH AI (SAFELY!)
Ready to level up your sales team with the power of AI? Dive into this action-packed 30-minute session tailored for sales, enablement, and IT leaders. Discover everything you need to know about getting your sales team started with artificial intelligence. You’ll learn the top 3 areas to implement AI in sales onboarding to enhance your team’s prospecting skills, 3 critical questions every leader should be asking their IT department to ensure seamless AI integration and safety, and the 3 most common mistakes sales teams make with AI and how to avoid them.
Plus, get insights on the dos and don’ts of using AI in sales training, how to speed up the onboarding process, and tips for IT leaders to keep your company protected from AI mishaps. Stay till the end for real-life examples showcasing the best and worst of AI in action.
Special guest Aaron Sandeen, VP of Technology Services at Crayon, joined LB for this 30-minute, live Sales Shot.
“We are so grateful to Selling Power for recognizing Factor 8 as a Top Sales Training Company,” said Founder and CEO, Lauren Bailey. “My goal over the years has always been to get people to love and STAY in sales, because it’s awesome here. We’re proud to be the only training company on this list that has always focused 100% on teaching virtual and digital sales skills.”
Factor 8’s winning application highlighted the incredible success of its virtual sales training programs and its ability to adapt to its customer’s needs in the constantly evolving corporate landscape. With many years of experience in virtual sales, Factor 8 quickly became a strategic partner to various B2B and B2C companies, helping their sales teams adjust to and excel in virtual and hybrid selling environments.
According to Selling Power publisher and founder Gerhard Gschwandtner, quality sales training is more important than ever. “As the economy continues to slow, accelerating sales becomes increasingly critical to a company’s success. The right sales training delivered at the right time can be the secret ingredient to a company not only surviving in this economy but also thriving.”
All companies on the list submitted a comprehensive application that included a detailed listing of their offerings for both training and retention, innovative solutions, and their company’s unique contributions to the sales training marketplace.
The main criteria used when comparing applicants and selecting the companies to include on this year’s list were:
Depth and breadth of training offered
Innovative offerings (specific training courses, methodology, or delivery methods)
Contributions to the sales training market
Strength of client satisfaction and overall client feedback
To evaluate applicants for the list, the Selling Power team surveyed and considered feedback from nearly 400 clients of the applicants. Here is a brief selection of comments from their clients:
“They are helping us achieve a very high standard through their training sessions. Our implementation has already yielded some big positive outcomes.”
“They are always available to help. They go above and beyond to provide the support and structures we need for our sales process. Their objection handles and reviews are the best I\’ve seen.”
“The level of professionalism, expertise, experience, and deep collaboration to best understand our sales channel challenges was excellent.”
“Super-fast responses to customer requests, delivery time frames, high-quality facilitators, and very good rapport with all the team.”
“The best methodology for accelerating the success of any sales team with minimal overhead and highest ROI.”
“They make every effort to listen and fully understand client needs resulting in training programs that are shaped and focused to meet specific requirements and deliver results. Furthermore, they have the capability to deliver at scale globally in multiple languages.”
Selling Power magazine editors say CROs, sales VPs, and sales enablement leaders can leverage this list to find the right sales training partner to help salespeople succeed during social distancing and remote working.
About Factor 8
Factor 8 is an award-winning sales rep and management training company focused 100% on helping sales teams sell in a virtual world. The want people to love sales – and stay! They are a team of expert sales leaders who quit the daily grind so they could spend their time developing people. Together, they’ve solved the big problem: Sales Reps and Managers are not gaining the skills they need to quickly feel confident and successful long-term. That means they ramp slowly and leave quickly.
About Selling Power
In addition to Selling Power, the leading digital magazine for sales managers and sales VPs since 1981, Personal Selling Power, Inc., produces the Sales Management Digest and Daily Boost of Positivity online newsletters, as well as videos featuring interviews with top executives. Selling Power is a regular media sponsor of the Sales 3.0 Conference, which is attended by a total of more than 4,500 sales leaders each year.
Looking to partner with a top sales training provider?
Contact us today to learn more about our virtual sales training programs
for sales reps and sales managers.
How to Build Authentic Rapport FAST with Prospects
[Video Recording]
BUILD AUTHENTIC TRUST AND RAPPORT – FAST!
If you’re in sales, your job is to connect with strangers on the regular, have them love you, and then decide to buy things from you. Easy right? (LOL) Multiply this on social, email, phone calls, and video channels, and we have ourselves a tier-one challenge.
Truth: If you’re still talking about weather and sports on sales calls, you’re leaving money on the table. It takes more in our noisy world to stand out (and even more to be remembered).
This Sales Shot is all about how to build stronger connections FASTER as sellers – taught by the master, our own LB! She literally wrote the course on how to do what she does so well – connect with people in meaningful and purposeful ways.
In 30 minutes, LB will teach you why the bar has been raised on human connection, what people expect from sellers, 5 ways to jump the line when building trust, 2 new techniques you can try this week to help you stand out and be remembered, and more!
Watch the video replay!
BUILD AUTHENTIC TRUST AND RAPPORT – FAST!
If you’re in sales, your job is to connect with strangers on the regular, have them love you, and then decide to buy things from you. Easy right? (LOL) Multiply this on social, email, phone calls, and video channels, and we have ourselves a tier-one challenge.
Truth: If you’re still talking about weather and sports on sales calls, you’re leaving money on the table. It takes more in our noisy world to stand out (and even more to be remembered).
This Sales Shot is all about how to build stronger connections FASTER as sellers – taught by the master, our own LB! She literally wrote the course on how to do what she does so well – connect with people in meaningful and purposeful ways.
In 30 minutes, LB will teach you why the bar has been raised on human connection, what people expect from sellers, 5 ways to jump the line when building trust, 2 new techniques you can try this week to help you stand out and be remembered, and more!
How to Increase Revenue From Your Existing Accounts
[Video Recording]
INCREASE EXISTING ACCOUNT REVENUE FAST
If your goal this year is to increase existing account revenue, penetrate accounts, or grow your wallet share, this is a session you can’t afford to miss! Unfortunately, busy Account Managers and Customer Success Pros are juggling too many accounts to have time for strategic growth.
Inbound orders, requests, and service needs + on-schedule renewals fill each day past our available work hours. So what do we do about it? We layer in strategic conversations, wallet share conversations, and growth conversations in the calls we’re already having with our base.
Watch this 30-minute session to learn how to identify fast growth opportunities, how to bring up the wallet share conversation, which accounts have room to grow in your base, how to be viewed as a business consultant vs. a salesperson, and more!
Click here to learn more about our Sales Shot sponsor, Uniphore.
Watch the video replay!
INCREASE EXISTING ACCOUNT REVENUE FAST
If your goal this year is to increase existing account revenue, penetrate accounts, or grow your wallet share, this is a session you can’t afford to miss! Unfortunately, busy Account Managers and Customer Success Pros are juggling too many accounts to have time for strategic growth.
Inbound orders, requests, and service needs + on-schedule renewals fill each day past our available work hours. So what do we do about it? We layer in strategic conversations, wallet share conversations, and growth conversations in the calls we’re already having with our base.
Watch this 30-minute session to learn how to identify fast growth opportunities, how to bring up the wallet share conversation, which accounts have room to grow in your base, how to be viewed as a business consultant vs. a salesperson, and more!
Click here to learn more about our Sales Shot sponsor, Uniphore.
I can’t tell you the number of calls that I listen to (or receive) where salespeople do not schedule next steps before ending the call.It’s so basic, so fundamental, yet so often neglected.
Whether it’s an initial cold call, a discovery session, a product demo, or (I shudder at the thought) a proposal review, the lack of direction is startling.
Below I’ll share the importance of next steps, why reps aren’t doing it, and how managers can ensure their reps are scheduling next steps.
Commitment: When both parties agree on a specific next step, there’s a subtle commitment. This can increase the chances of a deal moving forward.
Clarity: With clear next steps, there’s no ambiguity. Both the rep and the prospect know what’s coming next.
So, Why Aren’t Reps Doing It?
Fear of Commitment: Some reps fear that setting a concrete next step might deter prospects. They think staying “open-ended” gives prospects breathing room.
Lack of Confidence: A rep unsure of the call’s outcome might hesitate to suggest the next step, fearing rejection.
Overlooking the Basics: Surprisingly, some reps get so engrossed in the conversation that they forget this fundamental step.
How to Ensure Reps Schedule Next Steps
Sales Training: Make next-step training a part of your regular sessions. Emphasize its importance, backed by data. For instance, Hubspot reports that 40-50% of sales go to vendors that respond first. Concrete next steps ensure you’re always a step ahead.
Role Play: Include the process of setting next steps in your role-playing exercises. Make it second nature.
Call Monitoring & Feedback: Use call monitoring tools to track how often reps set concrete next steps. Provide feedback and reinforcement.
Celebrate Wins: When a rep successfully moves a deal forward due to well-defined next steps, celebrate it. Let it be a lesson for the whole team.
The sales dance is a series of well-coordinated steps. Missing one can mean stumbling or even falling flat. As someone who’s been in the sales arena for years, I can’t stress enough the importance of clear next steps. It’s not just about closing the current call; it’s about paving the way for the next one. So, let’s get back to basics, prioritize efficiency, and drive our sales with precision.
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In the digital age, email remains a highly effective way to reach potential customers. However, crafting a compelling sales email can be challenging. That’s where ChatGPT comes in. As an OpenAI language model, ChatGPT can help you write effective sales emails that grab your audience’s attention and convert them into customers by using artificial intelligence. In this blog, we’ll show you how to use ChatGPT to write sales emails that get results.
***
I’m gonna be honest with you: I didn’t write that blog intro. Instead, I asked ChatGPT—a language model trained by OpenAI—to write it. (It’s a little formal, but not bad, eh?)
It’s hard to have a sales or marketing conversation without hearing about artificial intelligence, especially ChatGPT. It’s either the best thing since sliced bread or an evil supercomputer that’ll bring about the end of the world. Most people, I think, fall somewhere in the middle.
As a sales leader, should you be scared of ChatGPT? Or should you embrace this new technology and use it to make your sales teams better?
Although there are lots of potential use cases, in this blog I’ll focus on one: using ChatGPT to write sales emails.
A tale of two prompts: why you need to be specific when using ChatGPT to write sales emails
ChatGPT can churn out sales scripts and email templates faster than a human writer can. The question is: is it any good? And for sales reps specifically: will it get you more meetings and help you close more deals?
The answer: it totally depends!
In order for ChatGPT to work well, it all comes down to the quality of the prompt. If you have a detailed prompt that provides the AI with the right information, you’re good to go.
Compare the following examples:
***
Prompt: Write a sales email template for Factor 8.
Result:
Subject: [First Name], Boost Your Sales with Factor 8’s Sales Training Programs
Dear [First Name],
I hope this email finds you well. I wanted to introduce you to Factor 8, a leading sales training company that can help you increase your sales revenue and enhance your team’s performance.
At Factor 8, we understand that sales is a competitive and constantly evolving industry, and we’ve designed our programs to help your team stay ahead of the curve. Our training courses are tailored to meet your unique business needs and goals, and our experienced instructors will work with your team to develop the skills and techniques necessary to close more deals and exceed quotas.
Here are just a few of the benefits you can expect from our sales training programs:
Increased sales revenue: Our training programs are designed to help your team close more deals and exceed quotas, leading to higher sales revenue and improved profitability.
Improved team performance: By providing your team with the skills and techniques necessary to succeed in the competitive sales industry, our programs will help your team perform at their best.
Customized training solutions: We understand that each business has unique needs and goals, which is why we offer customized training solutions tailored to your specific needs.
Experienced instructors: Our instructors have years of experience in the sales industry, and they are committed to helping your team succeed.
To learn more about how Factor 8 can help you improve your sales performance, please visit our website or reply to this email to schedule a call with one of our sales representatives.
Thank you for your time, and I look forward to hearing from you soon.
Best regards,
[Your Name]
[Your Title]
[Your Company]
***
Okay, so it’s not terrible, but let’s be honest – there are a ton of problems with that email:
It’s wayyyyyy too long (yawn)
A lot of the copy seems canned
There’s no personalization within the email
Now, let’s see what happens when we’re more detailed in the prompt.
***
Prompt: Write a first-touch sales email template initiating contact between a Business Development Rep at Factor 8 and a mid-level Sales Manager at Meta. Structure according to the AIDA framework: Attention, Interest, Desire, Action. Make sure there’s at least one question in the body of the email. Be sure to reference our key value proposition: Factor 8 rep & manager training drives topline growth. The call-to-action for the email is to set up a 15-minute introductory call. Limit output to 125 words or less.
Result:
Subject: Increase Your Sales Revenue with Factor 8’s Manager Training
Hi [First Name],
As a Sales Manager at Meta, you know how important it is to have a well-trained team. That’s why I wanted to introduce you to Factor 8’s training programs. Our training is tailored to meet your unique business needs and goals. Our experienced advisors will equip you with the skills necessary to improve your team’s performance and drive topline growth.
Are you available for a quick 15-minute call this week? Let’s discuss how we can help you achieve your sales targets.
Best regards,
[Your Name]
Business Development Rep, Factor 8
P.S. You can learn more about our training program on our website.
***
I wouldn’t call that a perfect sales email – but it’s definitely headed in the right direction. Most sales reps could probably use that copy as a starting point, then edit and personalize to be more engaging for their target prospect.
Tip: Want to sound less formal? Just add that you want a more casual tone to the prompt.
Understand the intent behind your copy. ChatGPT isn’t a mind reader. It doesn’t know why you want to generate copy or your intended result. So just like in the example above, you need to be specific. (Which means you need to have it figured out before you sit down with the AI. It’s a robot, but don’t waste both of your time!)
Gather necessary information in advance. Before you begin the AI writing process, gather all the information you need to create your copy. ChatGPT can pull in some information, but others you’re going to need to specify or add in later.
Be as detailed as possible in the prompt. The more information you provide ChatGPT, the better and more relevant it will be. Always add the tone of your messaging into the prompt.
Fine-tune your copy. You’ll probably noticed that even with a detailed prompt, ChatGPT wasn’t able to create an engaging sales email. There’s still a gap between AI capabilities and copy that’s engaging to a human reader. Your reps (and maybe even internal your copywriters) will need to bridge that gap. Use ChatGPT as a starting point, and then refine!
Test and optimize. Like any good sales asset, once your copy is finalized, it’s important to test it to see how it performs. Create different versions and take them for a spin! You only know if you try.
In the end, is ChatGPT worth it for your sales team? The answer is: it still depends. If it helps jumpstart your creative process to help you generate email templates faster, then it could be great!
But if your reps want to use it as a shortcut instead of doing the hard work to understand the client, gather information, and compile the best ways to engage them – then keeping it all human might be the better way to go.
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Easy Fixes You Can Make to Get Prospects to Engage on Video Calls
[Video Recording]
IMPROVE PROSPECT ENGAGEMENT ON VIDEO
There’s no denying that “something’s missing” when we move from in-person meetings to video. It’s true of team meetings, training, and especially sales calls. If video is your new normal, how do you stand out from the crowd? How do you improve prospect engagement on video calls?
The baseline of video acumen has risen since COVID. It’s time to get beyond the basics and use video as a tool in your arsenal. In fact, did you know we can actually MEASURE your video effectiveness?
How would you rate on a scale of 1 to 10 if we asked your PROSPECTS how engaging your sales call is?
Watch this session to learn 10 proven tips to sell more on video. Find out your score (and how to raise it) with our 30-minute Sales Shot with LB and special guest, Sylvain Tremblay, CRO at Uniphore (Like James Bond-level tools, folks!)
Watch the video replay!
IMPROVE PROSPECT ENGAGEMENT ON VIDEO
There’s no denying that “something’s missing” when we move from in-person meetings to video. It’s true of team meetings, training, and especially sales calls. If video is your new normal, how do you stand out from the crowd? How do you improve prospect engagement on video calls?
The baseline of video acumen has risen since COVID. It’s time to get beyond the basics and use video as a tool in your arsenal. In fact, did you know we can actually MEASURE your video effectiveness?
How would you rate on a scale of 1 to 10 if we asked your PROSPECTS how engaging your sales call is?
Watch this session to learn 10 proven tips to sell more on video. Find out your score (and how to raise it) with our 30-minute Sales Shot with LB and special guest, Sylvain Tremblay, CRO at Uniphore (Like James Bond-level tools, folks!)
Recently, I shared a panel with Bob Perkins, Morgan Ingram, Shay Keeler, and Dan Breault where we talked about the move to virtual selling.
It was delightful because lately, I’ve mostly been talking with traditional/field sales leaders who are transitioning their teams to virtual selling. We talk about the constraints, the challenges, and the new skills these teams need when they lose face-to-face.
The panel of long-time inside sales leaders had the opposite experience. Our teams are loving the wave of video that is sweeping all industries! We’ve literally been selling blind for 20 years and it’s a whole new Zoom world.
Whether you’re inside or field selling, we’re all virtual now. If your team is struggling to adapt and/or thrive with video selling, here are a few remote selling tips to help.
Why go video?
First, YES, you want to turn cameras on with customers. Some crazy stats were thrown around during the ExecVision Momentum panel discussion (150% increase in close rate?!). I couldn’t substantiate that one, but I did find data from Gong saying webcams are used 40% more in successful (won) vs. unsuccessful (lost) deals.
Not convinced? Here’s an oldie but a goodie – only about 45% of a message is content and tone while 55% is body language.
Even if your customer/prospect doesn’t turn on video, you should.
The last stat alone has been around for decades, so I’m going to go out on a limb and say if you or your team are struggling with adoption, isn’t due to buy-in, it’s due to one of these common resistance points:
I don’t want to be seen / I don’t look good on video
My customers don’t use video
I don’t have the right setup
I’m just not confident / I have my own routine for calls, and video isn’t it!
Let’s attack these, one by one, with the lens of helping leaders coach their teams to adoption. Here are my remote-selling tips using video.
#1 – If your team doesn’t feel camera ready, share a few tips:
Put your webcam/laptop up six to ten inches so the camera is toward the top of your head. Everyone looks better when shot from above!
Put an adjustable light by your camera or a window w/ natural light behind it. Side lighting, low lighting, bright lighting – none of these help us love how we look!
It’s time to talk about a new ‘get ready for work’ routine! Listen, I loved the era of no video because it meant sweatpants and a hair bun all day. It’s over. Get ready for work as you used to. Do your hair, iron your shirt, and be grateful you don’t have to wear socks and shoes.
Leaders, it’s OK to go here. It’s your job to go here. Don’t let your team show up in a ballcap and torn T-shirt with backlighting and a webcam that looks up their nose. It’s on you.
#2 – If your customer doesn’t use video, it’s OK to ask them to do so. Here’s what I say:
“Hey, if you’re comfortable, I’d love to meet you face-to-face via video! Don’t worry, I’ve got on yoga pants and flip flops too – and it definitely isn’t a great hair day. No judgment!”
Video is a chance to connect face-to-face and asking for it is another opportunity to get human and connect at this level. I openly share that my kids may interrupt wearing their underoos and thereby make it OK for them to be human too.
You may also try setting it up ahead of time. When booking/sending the meeting request, let them know you’ll send it with video and you hope they’ll come on camera and meet face-to-face.
Be prepared to walk a customer through the video process – we all use different technology and they may feel unprepared and uncomfortable as well. Helping them through this further connects you.
When they do get on screen, take a moment to stay in this human space. Comment on background, pictures, window scenes – anything BUT the pile of laundry and dishes that might embarrass them.
#3 If the setup is the issue, find the budget to help. Get a good camera, upgrade to get the virtual background, buy a divider screen, and buy a $30 light. Help set up the camera so it’s a few feet away (or use the Zoom feature) so their head and shoulders are in the frame down to about chest height.
Partner with your team to make this happen, because virtual and video are NOT going away. Don’t let your customers get out in front of you because you didn’t spend $100 to help your team look good and feel confident. This action is ours, leaders!
#4 – The final objection is ours to own as well. If old habits and resistance to change prevent the cameras, help them build these muscles. Run your 1:1 and team meetings with cameras and do a few joint video customer calls. They’ll see it work, feel the connection, and use these new muscles to help the resistance fade.
In short, we need to set the expectation, partner to help us look and feel good, and work together to build new habits. If we aren’t, we’re simply leaving money on the table.
Hear more of LB’s tips on how to ask your prospects/customers to turn their video on below:
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Getting Promoted to AE: 8 Critical Skills You Need to Master ASAP
[Video Recording]
GET PROMOTED TO AE FASTER
Is getting promoted to AE on your to-do list? Then now is the time to start honing your skills! Lucky for you, we’ve mapped the skill path for your promotion. Factor 8 Founder LB will introduce the top skill gaps we see with new AEs, what you need to master to thrive in your new role (like running demos, rapport-building, etc.), and present a special offer to dig deeper and take your learning to the next level.
Managers! We highly recommend you share this session with your newly tenured AEs AND your top five BDRs. Then, book a meeting with them after watching the workshop to discuss how it applies to you, where your team gaps lie, and your plan to upskill the team.
Watch the video replay!
GET PROMOTED TO AE FASTER
Is getting promoted to AE on your to-do list? Then now is the time to start honing your skills! Lucky for you, we’ve mapped the skill path for your promotion. Factor 8 Founder LB will introduce the top skill gaps we see with new AEs, what you need to master to thrive in your new role (like running demos, rapport-building, etc.), and present a special offer to dig deeper and take your learning to the next level.
Managers! We highly recommend you share this session with your newly tenured AEs AND your top five BDRs. Then, book a meeting with them after watching the workshop to discuss how it applies to you, where your team gaps lie, and your plan to upskill the team.
