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November 11, 2010

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[VIDEO] Sales Prospecting and the Art of Improvisation | Tom Scontras Presents at Inside Sales Boston 2010

Ever think sales prospecting is a bit like Improv acting? So do we; and it turns out, there's lots to learn from the art of improv.

Watch this 30 min. video from AA-ISP's Inside Sales Boston 2010, and learn how improvisational acting can help boost your sales prospecting skills.

Tom Scontras, VP of Sales and Marketing at Glance presents tips to help you succeed, with special guest appearance by well-known Second City Improv actor, Alex Fendrich (otherwise, known as Glance's own "Don't Be That Guy" - Steve from Synthasaurus Software).

Watch the video - Prospecting and the Art of improv - Glance Networks
Tips I learned from the Tom and Alex's presentation:

  • Today's customers are totally overloaded and don't have time for you;
  • Sales pros need to "stand out from the pack" of all the OTHER sales calls;
  • Having a call plan is good, but...what happens when your prospect throws you a curve ball?
  • That's where the art of improvisation comes in - become skilled at it;
  • Plus...having industry knowledge gives you real confidence to improvise when needed.
  • Finally, practice, practice, practice!

 WATCH now.

-- Carla Gates, Director, Marketing

 

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