Sales Blog

  We’re big film fans in the office and any new salesperson (or member of staff come to that) that starts with MTD, I always grill them as to the movies they’ve seen about sales. “Have you watched Glengarry Glen […]

  “How do I motivate my sales team who are remote, or field based?” It’s a question our trainers get asked a lot and is a very popular topic in our Sales Management Training that we delivery. I know many […]

  The solution selling methodology is just one type of selling. There are many others! So, what is it and how can you do it? Definition Of Solution Selling In answer, let me start with the word itself. Merriam-Webster defines […]

  Every successful salesperson that I have encountered has always worked towards a sales target. Either this has been given to them by their sales manager or they have created it themselves. As salespeople it’s in our DNA to achieve […]

  We hear the term “Sales Slump” all the time on our Sales Training Courses. Salespeople rock up to our courses either to improve their skills or because they are in trouble with their sales figures. What’s your definition of […]

Objections occur for many reasons. Maybe you haven’t built up the value of your solution. It could be the buyer has a similar solution and doesn’t want to change. Or they don’t trust that your products are right for them […]

  One of the reasons so many sales people have trouble committing to after sales service and follow up is because they cannot see the return on their investment. Many people feel that once the sale is closed and the […]

  A Good Sales Manager Does These 8 Things Every sales manager, supervisor, director or otherwise frontline sales team leader, wants to have and develop a great sales force. Everyone wants to have a sales team made up of superstar […]

  If you know anything about me and the Sales Training we provide, then you know that I do not subscribe to the theory of a canned cold calling sales script as such. A framework, yes. But not a word […]

  How come so many sales managers who are highly intelligent and experienced are still unable to motivate their teams to achieve great results? What happens to great salespeople so that when they become sales managers they fall by the […]

  There’s a lot to running a successful sales team. You can think of managing sales performance, coaching, leadership, motivation, and a whole host of other things. For the purposes of this blog, I’d like to focus on 3 areas. […]

Sales… ”The act of transaction between two or more parties where goods and services are exchanged for payment” Velocity… ”The speed of something in a common direction” You may have heard of the term ‘Sales Velocity Formula’ and even discussed […]

Boosting Sales With Personal Connections in the Virtual World “People do business with people. Companies don’t solve problems. People do.” The quote from Shep Hyken, a customer experience expert, effectively sums up the human nature of business relationships. Yes, customers […]

Some interesting studies by Dartnell Research estimated that prospects and customers do not verbalise their problems and concerns in around 80% of conversations. This means that you as the salesperson may not be able to ascertain the real challenges the […]

Before we do a deep dive into the world of negotiation skills, let me first ask you a quick question; Do you remember when you were a kid and you wanted to stay over at a friend’s house? You may […]

In my opinion, coaching is one of the best ways to tap into the potential of your team members. If you have coached teams or individuals before, you’ll know the value of devoting time and effort to improving someone’s performance […]

THE IMPORTANCE OF… Sales Questions The quality of the sales questions that you ask your prospects and customers will ultimately determine how successful you are in your sales career. Almost everything in your sales role focuses around asking quality questions […]

What is a sales funnel? In a nutshell a sales funnel are the stages that a prospective new customer needs to progress through in order to become one of your customers. I have seen some very complex funnels over the […]

Sit back and just imagine for a moment just how easier your role as a salesperson would be if you could ask for the sale and they said yes every time on the first meeting. Hello! Come back to reality […]

Referrals are like gold! They are much more powerful than all of the leads created through telesales, social or the web. 83% Of Satisfied Customers Are Willing To Refer 83% Of Satisfied Customers Are Willing To Refer < 29% Of […]

You had a great sales interaction: Both you and the prospect were calm and comfortable. You developed some rapport and the prospect showed some positive buying signals during the meeting. However, when you presented your proposal it seems as though […]

  Let’s take a look at this from both sides of the fence. If you want to negotiate a discount and you’re a buyer then I’ll give you some phrases to use. Conversely if you’re a sales person I’m going […]

  In its third edition of ‘the State of Sales’ report in 2020, SalesForce reported that “Sales reps have increased their time connecting virtually with customers at a rate 3x greater than connecting in person.” In addition, it states that […]

  How do you get prospects to return your sales voicemails? Of course, it seems impossible to get a return call from leaving a voicemail message. However, salespeople also have problems getting calls returned from warm calls, or referrals given […]

  We’re all looking for the silver bullet technique when it comes to increasing our sales but we can also learn a great deal from those salespeople who make the most mistakes! We’re often looking for “what to do.” Just […]

  Order Taker? Trusted Advisor? Or Cheese Monster? How do your customers view you? From the customer’s point of view there are 4 types of relationships that they have with their suppliers. And if you can progress through each of […]

More and more companies are electing to employ their own in-house telesales staff to set appointments for the field sales teams.  The question that arises though is how do you compensate this inside sales team? I can tell you that […]

When customers step through the door, they expect a certain level of customer service. Your customer will expect an experience that is free-flowing and completely hassle free and can set you apart from your competitors if you do it right. […]

Are you using online sales meetings throughout your sales process? More and more companies are going down this route especially those that sell software, SAAS products and online services. Sometimes it can save you a ton of time if you […]

You’re conducting an online sales presentation to a prospective new customer… Just how can you increase their engagement and keep them interested – and how can virtual meetings and virtual presentations achieve this? This really comes down to a number […]