Relationship selling, also commonly known as consultative sales or trust-based selling, is a sales technique that uses relationship building to close deals. The best sales techniques are based on building a connection with the customer, creating an atmosphere of […]
Hiring a sales team is a unique game – it’s less about the resume and more about the grit. Unearthing those potential star performers, despite lack of experience or fancy credentials, is no easy task. Sales demand unique, often […]
Door-to-door selling is a beast! It’s like dropping in uninvited, trying to catch the attention of a busy, potentially uninterested buyer.It might just be the toughest sales gig out there… Most people don’t like receiving Telesales Calls, never mind […]
The age-old debate of cold calling vs warm calling has been a topic of discussion amongst sales professionals for years. But which calling strategy is better? Cold calling and warm calling both have their advantages and disadvantages and in […]
Having good customer service is the hallmark of any successful business. But how can you deliver good customer service? The answer is that you need to ensure you have the relevant customer service skills to provide an excellent experience […]
Ever come across terms like “Sales Funnel” or “Main Funnel Stages” and found yourself a tad puzzled? Don’t worry, you’re not alone! In this blog, we’ll dissect these buzzwords, providing a comprehensive guide to the inner workings of a […]
In the highly competitive world of sales, managing your sales pipeline efficiently and effectively is critical to the success of any organisation. We always stress in our sales training, that a well-managed sales pipeline can help you identify areas […]
Inside sales has really taken off in the past few years. In part because of the COVID-19 pandemic, and it’s become a big deal in the business world – giving traditional selling methods a serious run for their money! […]
Looking for telesales interview questions to prepare for your upcoming interviews? This guide will serve as a shortcut for you whether you are recruiting and need telesales interview questions to ask candidates, or if you are a candidate wanting […]
In today’s fast-paced business world, increasing sales productivity is crucial to achieving success. There are various ways to boost your sales productivity, and by utilising the right tools, implementing effective sales training strategies and adopting a growth-oriented mindset, you’ll […]
An effective Sales Strategy Presentation is a valuable tool for showcasing how you’re planning to align your sales strategy (and team) with your company’s vision and goals. But where do you start when it comes to putting one together? […]
As sales directors or sales managers, we all think we know what success looks like. However, there are numerous different ways to measure success, represented by different Key Performance Indicators (KPIs). Much depends on whether you are measuring the […]
Social selling on LinkedIn has now taken over the mantle as one of the most effective types of selling in the modern-day era. Long gone are the days when the only option a salesperson had was to make 100 […]
Have you ever heard of value-based selling and how to implement it? The clue is in the title. I’m sure you’ve always been told to sell value and to raise the perceived value of your products and services when […]
Modern day sales managers and sales directors are always thinking of how they can increase sales team motivation and sales performance. They are forever looking for new sales incentive ideas to run to drive sales. When you initially think […]
Most salespeople do not know what a Sales Battlecard is. But those that do know and use them, tell us that they are a vital tool to help them sell more effectively. Did you ever use flashcards when studying? […]
If you want better answers, ask better sales questions — especially early in the sales process when you’re trying to create rapport with a potential customer or client. When you ask the right kinds of questions during discovery calls, […]
When it comes to discussing CRM systems, Salesforce is never far away because it’s one of the most well known in the industry with over 150,000 different organisations using the software around the world. We’re no different here at […]
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 Courses for an organisation. Why is this? Well, the […]
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 […]
