Blog Archives

Managers – Are You Earning Less than Your Team?

During my very first sales management role, I decided that everything leaving the desks and computers of my team would be a direct reflection – with regards to customers and competitors – of the way I ran my ship. There

Posted in Accountability, Focus, Sales Management, Sales Management Training, Sales Team Culture, Time Management Tagged with: , , , , , , , , , , ,

Sales Prospecting: Do or Do Not – There is No Try

When it comes to sales prospecting, I’m regularly asked to coach teams who have fallen into the lazy habit of rattling off a few of the lines below; so this week I’m going to share with you the download I’d

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Salespeople – Are You Really Worth Your Wages?

There are 5 questions below, which if you answer honestly, will give some indication on what effect you genuinely have on your own sales figures. To my mind there are far too many people out there, earning the well-deserved wages

Posted in Sales Team Culture, Sales Training Tagged with: , , , , , , , ,

The Main Reason Sales Training Works Brilliantly – or Simply Crashes & Burns

Marketing guru Perry Marshall tells a great story regarding the reasons why the Wright Brothers succeeded in getting off the ground, while so many others came crashing down to earth. You see, the reason that Orville and Wilbur Wright were the

Posted in Sales Training Tagged with: , , , , , , , ,

Do We Still Need Salespeople?

Well Do We? Do We Really Still Need Salespeople? These days, you don’t have to look very far to find an article, video or book where someone is telling us that selling is no longer relevant to modern day business.  Cold calling

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Ice Breakers to Improve Cold Calling Success

If you REALLY enjoy cold calling and never have any problems picking up the phone or getting through to the right person every time, then this one isn’t for you. However, if you want a couple of pointers to improve

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5 Ways to Uncover More New Business This Week

Start the week off properly and make sure you plan at least one these activities into your busy schedule, to ensure you definitely finish the week with more business opportunities than you started with. 1. Block Off an Hour One day this

Posted in Customer Attraction, Sales Prospecting, Sales Skills Tagged with: , , , , , , ,

When Sales Prospecting Targets Seem Too Steep

One day while out walking, a man falls down a deep, wide hole with no visible means of escape. The sides are too smooth for him to grip on to, the coolness of early evening has started to descend – and it’s

Posted in Customer Attraction, Sales Prospecting, Sales Skills, Sales Training Tagged with: , , , , , , ,

Why Busy Sales Fools Don’t Become Successful Salespeople

I was brought up to be a worker – it was a family expectation. Every Saturday – from the ages of 12 to 16 – I helped deliver milk in the morning, worked at the local shoe shop during the day and did

Posted in Sales Skills, Time Management Tagged with: , , , , , , ,

Questions that Help Prospects Flood You with Useful Information

Free downloads always go down quite well on these posts – so today I’ve included an absolute cracker. As sales professionals we’re supposed to be fabulous at asking great questions, finding out what customers really want – but unfortunately my

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