The economic impact of COVID-19 is starting to show already. Closures, booms and adapting new working environments is having an undeniable impact on businesses. What is the initial impact on sales and marketing?
Read MoreCategory: selling techniques
Five MAJOR mistakes salespeople make
Most of your salespeople are not performing to their potential, in fact a recent survey suggests that 8% of most sales teams are responsible for 80% of the company’s sales!! (ISMM, Feb 2016) Instead of the expensive removal and rehiring to gain “better” sales people – it might be more cost effective to just improve the activity […]
Read MoreSelling is a process!
One of the first things I usually find out when I visit a new client is that they don’t have a sales process mapped out for their company. Every company’s sales process should mirror their customers buying process. Without a sales process, the selling experience is much more difficult to manage or to obtain consistent […]
Read MoreTechnical Sales Vlog – How not to sell
How not to sell A Vlog on the common misconceptions of technical sales and how to improve your selling time by understanding what are the right skills for technical sales people. The three areas that are covered are: Technical sales people need the gift of the gab The more calls you make the more sales […]
Read MoreTargeting the right prospects – Simple!
The time we have prospecting is limited and it shouldn’t be wasted on ineffective activities. One of the major things we can do to improve this is by being more targeted in our approach at the very beginning of the sales process. Here’s what I think… Generic marketing hinders our success in finding the right […]
Read MoreTechnical selling is not rocket science
Perfecting sales meetings – part 3 The last two parts of the series discussed preparation and building rapport…now it’s time to think about how we turn the prospect into a customer. So what makes a customer? May seem a bit obvious but customers are companies that actually buy your products and services. In technical sales, […]
Read MoreHow do I build a strong customer relationship with a new prospect?
Perfecting sales meetings – part 2 You’re ready, prepared, in the zone and possibly meeting your prospect for the first time.. NOW WHAT? The next thing you need to be thinking about is establishing credibility, communicating value, and building trust. This is not solely done through understanding your products and how they fit with the […]
Read MoreWhy is my prospect not engaging with me?
Perfecting sales meetings – part 1 Getting the opportunity to be in front of a qualified lead is what salespeople work tirelessly towards. And yet, I still find that salespeople do not pay enough attention to the quality of these calls. Many approach sales calls overconfidently and then wonder why the call didn’t go as […]
Read MoreWhy are listening skills so difficult to master?
Whilst putting together a mini sales training session recently I found a questionnaire for listening skills and decided to have a go… I can’t believe I only got a score of “good”!! So much for my self-belief that I am great at it, it was a mini epiphany. It’s got me thinking … […]
Read MoreNew Year’s Sales Resolutions – get yourself in the best shape to grow sales!
New Year’s Sales Resolutions – get yourself in the best shape to grow sales! It’s 2015, and it’s time for the New Year resolutions… what have you chosen this year? Whatever it is, I hope you are successful and that it makes an amazing difference to your life. Shouldn’t we be also thinking about things […]
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