So there I was, sitting nervously with a small overnight bag, lovingly packed by my kids, as they waved me off, staring out of the window from the passenger seat, hoping that children couldn’t smell the fear of a grown …
Why Being “Sold To” is Like ….. Waiting for an Operation Read more »
If you are anonymously trying to reach your customers on mass with the wonders of e-mail and mailing lists, do me a favour and leave me out. I know you’re only doing your best; you’ve just been thrown into an …
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 …
Sales Prospecting: Do or Do Not – There is No Try Read more »
There’s a secret to sales success – which, if you’re already doing it on a regular basis, won’t be that much of a big surprise – but that’s probably only around 5% of all the salespeople out there – so …
During the first morning of our training workshops a large percentage of delegates regularly remark; “I just want to get better at closing – that’s all I really need. If I could close more sales, everything else would fall into …
How to Bridge the Commitment Gap and Close More Deals Read more »
Did you know that a blue whale needs to eat millions of krill a day just to survive – millions of them, more than 3,000kg in weight – just to survive. On top of that, the amount of energy required for that 98 …
How to Get a Bit “Blue Whale” About Business Development Read more »
Hurray – it’s that time of year again when the sales team all hide behind unnaturally tall tables, while desperately trying to appear professional in their (ill-fitting) branded polo shirts, stylishly matched with their business suit trousers. Yes – it’s trade shows …
Trade Fair Nightmares? How to Become Best in Show Read more »
There can often be some confusion with regards to what qualifies as an effective sales call. They can be mistaken for promotional, marketing or service calls – which, when required, can be incredibly useful – but tend to have completely …
How to Make Every Customer Call Effective & Meaningful Read more »
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 …
Most of the time when we’re invited in to train internal telesales teams, the problems that are holding them back are caused by one major issue. They have little or no idea what they’re actually trying to achieve or why …