4 Ways To Prevent Post Sales Training Stagnation

Most good sales managers recognise the need to develop their sales teams and these managers often see the rewards that come from training their staff to build skills and attitudes. Oftentimes, though, the changes and improvements are short-lived and the return to the ambient levels of performance shows that the investment hasn’t been as worthwhile as originally thought. How can…

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The Top 10 Sales Blog Posts Of 2015 – As Voted For By You!

It’s that time of year where we look back and see what we’ve achieved this year and, at the same time, look forward to next year. We’ve brought you bi-weekly tips all year long and will continue to do so again in 2016! From overcoming objections to cold calling, we have tried to cover as many bases as possible to…

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4 Principles All Sales People Should Ditch Immediately

The dictionary defines philosophy as ‘a system of principles for guidance in practical affairs.’ When we philosophise about something, we think deeply and critically about the way things are and how they should be. In sales, we have many philosophies about how customers buy, how we should sell and how businesses are run. Here are some that we would do…

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Here’s An Important Lesson For All Sales People From Starbucks

Last week, one of my trainers and I were on our way to visit a prospect when we stopped off at a Starbucks for a drink. We ordered our favourites and sat down.  I was just looking around while we waited for our drinks to be delivered to our table, when I noticed the pricing on the menu on the…

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The 5 Keys To Building Quality Salesmanship

There’s no hard and fast rule for being the best in sales. Natural ability plays a part, but the way you develop your communication skills, your competencies and knowledge of uncovering opportunities will take you further in your career. There are processes you can go through to develop your sales talent but, in my experience, there are five keys to…

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5 Steps To Pick Yourself Up After A Lost Sale

Imagine the scenario – you’ve invested heavily in time and effort into something you wanted badly and were counting on succeeding, like closing a big deal. In spite of all your great efforts, you’ve now been told you weren’t good enough. You finish the conversation or reading the email and sit back and reflect. What’s the best way to deal…

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The 3 Main Traits Of The World’s Worst Salespeople

Asleep at work

We often conjecture at what great salespeople do to create the status of being ‘great’. If, however, we were to study those people who are not so good, we can actually identify habits that act as warnings for us and enable us to avoid those activities that take us in a wrong direction. One dictionary defines ‘trait’ as ‘a distinguishing…

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If All Else Fails, Follow These 6 Golden Sales Tips

I believe in giving my sales team a lot of my time. Why? Well, I believe it’s an investment. And it pays off BIG TIME!  Coaching my team is one of the most valuable ways of spending my time. Whether it’s for input into a proposal, how to approach a prospect or how to structure a deal – I’m there…

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7 Ways A MasterMind Group Can Make You A Superior Salesperson

Executive Office Chair

Growth and progress are two of the fundamental attributes that mark out a successful salesperson. As the only constant in business is change, it makes perfect sense to create opportunities to enhance your skill-sets and abilities, building on your sales and business knowledge so that you keep ahead of the competition and drive your career chances forward. So, what is…

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6 Essential Strategies To Follow When You Lose A Sale

losing sales

I had the privilege a few years ago of coaching one of the best salespeople I had ever worked with. He wasn’t particularly gifted; he just did so many things absolutely right and proved that the only place that success comes before work is in the dictionary. We discussed many topics, especially relating to what kept him so motivated and…

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