A career in sales isn’t for everyone. It requires a particular combination of skills and abilities, and a certain goal-orientated attitude. A sales career rewards hard work and the regular achievement of targets. It can be demanding and requires […]
Target Account Selling is a process where you prioritise and focus your sales efforts on a specific group of customers that are more likely to generate the greatest amount of revenue. TAS aims to increase win rates, deal sizes, […]
Do you still need to like someone to do business with them or not? Is it a case of buying the person first and the product or service, second? Or have times changed as long you get the desired […]
You work in sales, so you need a sense of humour, right? I’ve lost count of the number of funny sales memes I’ve sent my sales team over the years. They lighten the load in what is normally a […]
We know you’re looking for sales manager interview questions and coming across this guide you’re most likely in one of two camps. You’re either recruiting and are looking for some questions that you can ask a candidate at a […]
“I’d like my sales team to use the consultative selling approach,” said the Sales Director. It’s a request we get asked a lot when we’re approached to deliver Sales Training for an organisation. Why is this? Well, the stereotypical […]
Don’t you just love it when one of your customers places a follow-up order? How about when you get a call from a customer saying they’d like a repeat of what they got from you before? Nothing compares to […]
Have you heard of the term integrative negotiation? Unless you’ve attended a Sales Negotiation Training Course you probably haven’t because it’s not a term used often but it’s a concept that can take your negotiating skills onto the next level. […]
Managing a sales team is both rewarding and challenging. Not only do you need to manage the sales performance process, but you also must lead, inspire, and motivate your people as well. Some sales managers are great at the […]
As a modern-day salesperson have you ever found yourself in the position where your prospect or client has flat out refused to accept your deal, price, or agreement? I’m positive you have. They either want a discount or terms […]
Sales interviews are often a nerve-wracking prospect, especially if it’s a job you’d really love! Don’t be daunted by the prospect, as a salesperson you’re in the perfect position to smash it – just treat your interview as a […]
Do you know what the difference is between a need and a want? A lot of people think that they are the same, but they are different. When selling it’s important that you understand the difference between needs and wants […]
One of the key skills that any sales manager, head of sales or director of sales can master is the art of sales coaching. The bottom line is that it’s all about sales improvement. So, let’s look at what […]
Masterful negotiation is a cornerstone for sales success. Calling a negotiation successful requires two things to occur in tandem. You need to get the other party to agree to your terms, and the other party should leave the table […]
Business Development Managers (BDM) are one of the lynchpins of corporate success. It is their responsibility to grow business opportunities, chiefly by using sales and marketing strategies and by employing teams to pursue leads and convert prospects. But exactly, […]
Sales is a complicated, never-ending process of building relationships with prospects, building trust, asking probing sales questions, lots of listening and moving the whole procedure through to the commitment stage and ultimately asking for the sale or order. Your […]
Let’s face it – trade shows can be both a blessing and a curse. Get them right and you could collect a horde of potential clients or business contacts in a matter of days. Get them wrong and you’re going […]
The Sales Director role is considered to be the lifeblood of many companies because of the strategic and operational role they play in the success of the business. Recruiting for the role can be a painstaking experience, especially when there are […]
I think we’ve all watched those sales movies that either act as a lesson or a warning when it comes to sales and business in general. I’m thinking of Gordon Gecko in Wall Street and his “Greed is good” […]
We’ve all heard the adage, sell the sizzle, not the steak. However, I often wonder if some salespeople truly understand the concept. Let’s look at what sell the sizzle, not the steak means and how you can apply it to […]
Creating an effective and realistic sales plan is a crucial process which aligns the work of your sales teams with the company’s overall objectives. It gives shape and focus to your sales executives’ efforts, identifies key goals and targets, […]
Before I cover some sales icebreakers that you can use during your sales meetings, let me ask you a quick question; Do you enjoy the sales meetings that you run? As a sales manager they are one of the […]
So you’re looking for a catchy email subject line for your sales emails. If you work in sales, then you will know how important it is to get people to open your sales emails. It’s hard though, isn’t it? […]
A salesperson with a fear of rejection is like a lifeguard with a fear of water. It is a serious problem. Although, faced with a constant flow of rejection, absorbing one “No” after another, it is only understandable to […]
So, you’ve located the prospect, qualified the lead, made the contact, secured the appointment, made the presentation, presented the proposal, asked for the sale and finally closed the business. You now have a customer; that is someone who has […]
Telesales is still one of the most popular and effective sales strategies for selling products or services, setting appointments, or telemarketing. However, being good at telesales requires practice, determination, a strong understanding of consumer psychology, and an awareness of […]
A sales budget is a critical element in any business and something we talk about a lot in our Sales Training. It’s hard to understand how much money you’ll make without a budget. And it’s even more challenging to […]
It is incredible that three mere words from a total stranger will often create fear, frustration, and feebleness in some of the most experienced retail salespeople. The extremely common response of “I’m just looking” from a prospective customer, causes […]
How many customers have you lost in the past year or two? Are you certain of that number? How many have simply stopped buying from you, but you don’t know it? Remember; people don’t stop buying, they just stop […]
