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How To Get Past Gatekeepers

The Gatekeeper: the secretary, receptionist or personal assistant, whose job it is to “screen” your call and stop you from talking to the decision maker. We all understand the importance of talking to “The Decision Maker” Talk to someone who is not qualified and you’re wasting your time! If you are in B2B sales then you have come face to…

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7 Different Key Account Management Definitions. Which One Is Yours?

So what exactly is a Key Account? Think about your own organisation and what you class as a key account. There are many key account management definitions out there but here are the 7 most common types of classification: Are they just the big ones? Are they the ones you mustn’t lose? Are they the ones that offer future profit?…

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50 Sales Director Interview Questions

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 so many good candidates out there. How can you attract the right one for your business? How can you…

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Going Beyond Features And Benefits…

Features and benefits – as sales people you must master these with regards to your products and services. How many times have you been told in training courses that people don’t buy features, they only buy benefits? This is very true, as the brain doesn’t compute what the product ‘does’, it only listens to what it will do for me….

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2 Killer Sales Coaching Techniques

I’m always asked for my ideas on what sales coaching techniques to use in different situations. Sometimes it’s how to deal with underperformers and others it’s how to develop the best of the best. If you’re a Sales Manager or a Sales Coach then I’ve got a couple of golden nugget coaching techniques for you to use with your sales teams. And if you’re not a…

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How To Develop A Sales Strategy In 5 Easy Steps

You wouldn’t go on holiday without deciding where you wanted to go, planning the accommodation and deciding on what transportation you would use. So, when you are planning your approach to sales, it makes total sense to determine the strategies you are going to use to make it successful. Selling is a strategic occupation, as it needs plans, processes, techniques…

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Should You EVER Make Small Talk On A Cold Call?

Small talk: That warm up is always a good thing in a face-to-face sales interaction. It’s that short period of time you have to create some rapport and chitchat a bit to ease into the sales presentation. However, should you ever attempt to initiate such a warm up in a cold call? While there are some very different, if not,…

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MTD Win Coveted Learning & Development Award

I’m very proud to announce that MTD won Best HR/L&D Supplier at the 2017 CIPD Management Awards held at Grosvenor House, Park Lane. It was a great night and I managed to take quite a few of our team. Mostly those that were not training the next day! Another bonus for the evening was when I managed to collar compere…

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Be More Successful With These 10 Cold Calling Alternatives

As more and more sales people are recognising cold calling is less fruitful than they would like, attention is being focused on what you can do to improve your overall sales success rate. If you would like to get hold of more decision-makers, talk to more interested people and give yourself a better chance of getting appointments, you need to…

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How To Overcome Sales Objections In 3 Easy Steps

Objections are a normal course of any sales interactions, but only if the extrinsic and intrinsic value hasn’t been raised in the customer’s mind. By that, I mean if the customer doesn’t see the overall value to themselves or to their business outweighing the price they have to pay in price, time, effort, change or the like, they will bring…

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