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Change From Being Effective To Affective

I had a very interesting conversation with one of my clients this week. We had trained many of his sales people, and he wanted more development for a select few of his team who had been with the company for a relatively long time, but had plateaued in their performance and their results. He said he wanted this band of…

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How To Contribute Effectively To Your Sales Meetings

Be honest. How much do you REALLY LOOK FORWARD to your sales meetings with the boss? Chances are your immediate response ranged from ‘somewhat’ to ‘I’d rather have root-canal work done!’ Why do many sales meetings end up being a rehash of the “same-old same old”, with the end result being a mixture of ‘glad that’s over’ and ‘let’s get…

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How To Deliver Bad News To The Sales Team

Due to circumstances well beyond your control, the new software version upgrade will not ship as promised. The sales team has anxious clients waiting for the upgrade, in addition to many prospects who are interested in seeing the new version. Moreover, the delay means that regular monthly maintenance fees are suspended and the sales team will not receive their monthly…

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3 Best Practices For Conducting A Successful Sales Meeting

In the recent post, “The 3 Worst Practices For Conducting A Successful Sales Meeting,” I highlighted the three main DON’Ts for a successful sales meeting: DON’T 1. Berate 2. Intimidate 3. Subjugate Now let us look into three BEST practices to help you structure your sales meetings to raise people up, increase sales and elevate your sales team to the next…

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The 3 WORST Practices For Conducting A Successful Sales Meeting

While a good sales meeting can invigorate sales people and increase revenue, a poor sales meeting will cost you more than you can calculate. Incredibly, many sales managers take the structure of a sales meeting for granted. It is the old, “If it’s not broke don’t fix it…” attitude. However, here are three basic things to understand about sales meetings:…

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10 Challenging Questions To Ask Yourself Before a Sales Meeting

Your product knowledge is an essential tool in your sales armoury, and must be used at the correct time. By this, I mean that if you just present your product without finding out what the real issues are the customer is facing, then this scatter-gun approach will do more harm than good in your sales meeting. The best salespeople we…

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Making A Great First Impression In Sales

Cliché warning alert!: “First impressions last.” “You never get a second chance to make a first impression” OK, I know. You can groan now! But let’s think for a second. What if these old clichés are actually true? What if the impression you provide could make or break the relationship with the prospect? It’s said that people make judgments on…

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Sales Meetings From Hell!

If you want to make sure that your next sales meeting and visit bombs quicker than Liverpool’s chances of winning the 2009 Champion’s League then make sure that you take the advice of Ivegotta Closeya, one of the most successful, unsuccessful sales people in the world. Here’s his top 6 tips for making sure that your next sales meeting is…

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