Why the Next Sale Matters More than this One
You may be aware that in advertising copy the idea of the first line is to get you to read the second. Well, here’s my sales version and if you adopt this mind-set it can have a huge impact on …
Tag: Sales Teams
Can You Guarantee a Win in Sales?
“You treat a disease – you win / you lose. You treat a person – I’ll guarantee you’ll win.” Patch Adams (Robin Williams) Two phrases you may have heard me use before; “When a customer walks into a DIY store …
How to Manage 4 Groups Found in Every Team
Wouldn’t it be wonderful if every salesperson we ever hired turned out to be incredibly good value for money – while constantly displaying the effort, attitude and skill set of a truly superstar sales pro? It’s been my experience that …
Tagged with: capability, coaching sales teams, culpability, management, Sales, Sales Management Training, Sales Teams, Sales Training
When Managing Your Team Gives You Sleepless Nights
Wouldn’t it be great to have a simple template to work through with regards to effectively disciplining a member of your team – something you knew would cover all the bases and help you move things forward positively? It would …
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6 Excuses Salespeople Really Need to Stop Using
Sales meetings are an absolute dream when everything’s going well. But if you’ve ever managed a team who started to fall behind on their promises or began to miss targets – you’ll recognise the smoke screen of well worn (and often recurring) excuses in a …
How Successful Managers Make Themselves Worth $100K an Hour
If you’re a fairly successful manager, I’m willing to bet that there are specific times throughout the year when you deliver thousands of dollars worth of profit back into the business. But I’d also put good money on the fact that …
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Want to Know How to Get an Appointment with a Tough Prospect?
Buyers are Liars! Actually that’s not always true – but it was one of the first bits of advice someone gave me when I went on the road as a B2B sales bod. But can you really blame customers for …
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What Does Your Sales Team Culture Say About the Rest of Your Company?
You can tell a lot about an organisation by observing the culture across the mid-table performers within its sales team. Let’s take as an example the wine industry. If you have ever worked in the restaurant trade you will have come …
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Tagged with: Sales Teams