Sales Blog

  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 […]

  It’s fair to say that inside sales is experiencing something of a meteoric rise at present, in part because of the COVID-19 pandemic. Between 2016 and 2021, according to Statista, worldwide ecommerce experienced a CAGR of 21.93%, and this […]

  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 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 most […]

  Selling door to door is tough. In my opinion it’s the hardest type of sale there is. You’re normally calling unannounced, to an unqualified buyer and disturbing them right in the middle of something. Most people don’t like receiving […]

  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? Sometimes you may feel as though you are banging your head against the […]

  Finding and hiring good salespeople is difficult in any industry. However, hiring a top sales team presents a plethora of unique challenges for the sales manager not found when hiring any other employee demographic. The main reason is that […]

  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 […]

  We all love an inspirational sales quote to keep us going. Whether it’s to help us get over a sales slump or to help keep us motivated when on top, I always find them to be very useful. A […]

  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 […]

  Don’t you just love it when one of your customers places a follow-up order? Or you get that call and the customer says they’d like a repeat of what they had from you before? The great feelings flow through […]

  A sales budget is a critical element in any business. It’s hard to understand how much money you’ll make without a budget. And it’s even more challenging to plan when you don’t know your income. This guide will help […]

  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 […]

  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 […]

  Let’s face it, your customers are your business’s most valuable asset. In simple terms, the more they buy, the more money you’ll make. The thing is, about 20% of your customers will generate about 80% of your revenue. So, […]

  This blog post has a dual purpose. Not only will it help you in making sure that your own body language is on point, but it will also help you to read the body language of your prospects and […]

  What does it take to be a successful sales professional? It’s a question we get asked a lot on our Sales Training. Our answer is always the same. It’s a case of having the skill and the will to […]

  If your sales process includes a sales pitch at some time or another than chances are you’ve been shortlisted somehow. Our Sales Presentation Training is very popular because it covers the technique, the preparation and the all-important, how to […]

  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 […]

  During the Sales Process most people will raise objections. Sales objections are raised for many reasons including: A misunderstanding of something you have said The prospect may feel pressurised into deciding They are not convinced about your claims They […]