Sales Blog

  Salespeople are great conversationalists. That is, they find it easy to discuss opportunities and possibilities with prospects, listening to their needs and wants, and working with them to deliver great products and services. But once in a while, you […]

  We’ve never been so time-poor. With everything inside and outside of our control exerting pressure on us to deliver, it’s not surprising that many things that should be done miss their deadline. One of those things that often goes […]

Most of us would agree that it costs considerably more to get a new customer than to maintain a loyal one. So, it follows that customer retention must be a major component of an effective marketing strategy and that’s especially […]

  Do you move from one sales meeting to the next without conducting a full review on how the last one went? If the answer is yes, then chances are that you’re leaving a lot of money on the table. […]

The title of this blog a bold statement. But we have experienced many meetings with decision-makers where these ways have proved successful. I’m going to share them with you in this article. How many times have you thought that a […]

  Many buyers have told us in the past that the one thing they hate when with salespeople is being sold to. That seems odd, when you think the reason they are there is to sell their products! But what […]

  Many salespeople who attend our Sales Training regularly ask us: How do I overcome price objections? What should I do with someone who ignores my emails? These questions and countless others often show salespeople are looking at sales from […]

  Here are 33 sales tips and techniques that I believe will help every salesperson to improve their overall sales figures and create more motivation and drive. Take a look and let me know what your favourites are, and what […]

How many times do your clients talk about you reducing your prices? What do you say when the issue of price is brought up by the prospect? In which direction do you take the conversation when price is the biggest […]

  If only everyone was the same, it would make selling a lot easier. Just imagine if you could predict how they buy, their behaviour and their next move. We’d all have smiles on our faces as we went into […]

  When we work with Sales People on our Account Management Training open course we are often impressed by their knowledge, skill-sets and attitudes that drive them to success. So that we can share their successful attributes and maybe model their […]

  I received an email last week from Trevor Borrows who is a newly appointed National Sales Manager in charge of a team of Account Managers. Here’s what Trevor asked: “Hi Sean, being a new National Sales Manager I need […]

  We train hundreds of sales managers and leaders on our Sales Management Training programme every year. When we ask them how they motivate their sales teams, we often here similar stories of how they build up morale and get […]

  Key Account Managers (KAM) are the lifeblood of any organisation wanting to grow and develop their network and a loyal client base. Excellence in the role often comes from natural characteristics, but is also forged through building skills that […]

  A sales leader attending of our Sales Management Training programmes was asked what he considered to be his biggest priority at work. We thought he would have said ‘hitting targets’ like everyone else had said on the programme. This […]