Sales Blog

Over 1,000 tips and techniques to help you win more business

What Great Key Account Managers Do Daily

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 are…

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7 “Innocent” Habits Of Failing Sales Directors

Sales Directors and Sales Managers rarely get to their positions simply through loyalty or length of time served. They’ve most likely been in the sales world themselves and been an excellent sales person. But this doesn’t mean they will necessarily…

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What Should You Say When Asking For Referrals?

I have seen and heard tons of techniques and tricks on how to ask for referrals from your customers. But I have to tell you that most of those so-called golden nuggets are actually outdated, old-school pitch-mentality approaches to working…

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10 Ways Sales Managers Motivate And Demotivate Their Teams

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 sales…

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How To Identify A Weak Sales Manager

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 you…

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5 Top Tips For Successful Consultative Selling

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…

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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…

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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 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 just…

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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…

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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 under performers and others it’s how to develop the best of the best. If you’re a Sales Manager or a Sales Coach…

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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…

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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…

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