Sales Blog

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 other […]

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 […]

  There are few things more exasperating than employing someone who you have to micro-manage or continuously direct to get results. That person who started off so well, or had all the right things on their CV, starts to make […]

No matter what you sell, a consultative selling approach is essential if you want to land the business. Click on this link if you’re looking for a consultative selling course. If you’re looking for tips then please read on! For me, it’s […]

  If you still view gatekeepers as annoying, low-level, annoying pawns whose mission in life is to do nothing but waste your time, cost you money and make your life miserable, then I have news for you. The fact is […]

  So, what exactly is a Key Account? Think about your own organisation for a moment and what you class as a key account.  Is there an easy to follow definition? Does everyone understand what one is? Or are they […]

Have you ever tried developing a sales strategy How did you find it? Just as you wouldn’t go on holiday without deciding where you wanted to go, planning the accommodation, and deciding on what transportation you would use… when you […]

  Have you ever heard of the statistic that says that 48% of salespeople never follow up with a prospect? Yes, it’s fake, but still, most salespeople are bad at following up. There are a lot of sales follow up […]

You probably know already that I often speak and write about the evolution of the modern-day buyer. However, simply adapting to some new and advanced techniques is not enough. Today’s sales professional has to evolve along with the modern-day buyer in every […]