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19 Sales Tips For Closing The Sale

Many salespeople fear the ‘close’ of the sale, as they think it might be putting too much pressure on the decision-maker. Use these 19 tips to reduce this fear and build confidence when you get to this strategic part of the sales cycle. 1) Get rid of sales objections before they come up. By anticipating and dealing with objections early…

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3 Key Drivers That Increase Value In Your Client’s Eyes

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 stumbling block? For most salespeople, price is the biggest objection they have to overcome, and they do it by justifying…

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Another Award for MTD. This time for Best HR Partnership

  In September we won CIPD’s Best HR/L&D Supplier award and I’m delighted to announce that last week we also won Best HR Partnership in the Personnel Today Awards. We had a great night down in London at Grosvenor House and after a lot of champers had very bad heads the next day! I’m also very pleased to say that…

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7 Habits Of Highly Successful Business Development Managers

A habit can be defined as ‘any behaviour that is repeated regularly and tends to occur subconsciously’. When we work on something continuously, we start to lay down a pattern of behaviour that is reflected every time that specific situation occurs. This behaviour becomes the norm for us and we see it as such; a normal way of doing things….

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5 Little-known But Essential Email Follow-up Secrets

5 Little-known But Essential Email Follow-up Secrets is a guest post written by Forster Perelsztejn.  Forster gathers sales data at in order to deliver powerful and insightful advice to salespeople. Ever seen this stats collection that says that 48% of salespeople never follow up with a prospect? Yeah, it’s fake, but still, most salespeople are bad at following up….

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Know The Prospective Buyer

Know The Prospective Buyer Understanding and dealing with different personality types Buyer Traits While every person is different, you will find that most prospective customers fit into certain categories. We will examine how to recognise each one, and then provide tips on how to deal with them. These tips, of course, are not concrete rules that apply to every personality…

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What Great Sales Managers Do Daily

How come so many sales managers who are highly intelligent and experienced are still unable to motivate their teams to achieve great results? What happens to great salespeople so that when they become sales managers they fall by the wayside? Much of the success of sales management comes down to daily routines that build great teams and support successful individuals….

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7 Habits Of Highly Successful Key Account Managers

When we work with Key Account Managers (KAMs) we are often impressed by their knowledge, skillsets and attitudes that drive them to success. So that we can share their successful attributes and maybe model their behaviours, we have put together some ideas that drive their progress. Here are seven habits that the best ones we’ve studied consistently apply to gain…

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Top Tips For Managing Accounts

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 to understand how to develop account strategies. I’m really wet behind the ears with this. I appreciate that you run courses…

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5 Ways Sales Managers Can Improve Their Leadership & Culture At Work

Last week, the CMI and Glassdoor published their research findings on management trends in their paper ‘Leadership and Culture at Work.’ It’s always interesting to see how companies are adapting to the wildly-changing world of business, and it’s studies like these that help us as sales managers and sales directors to understand how we need to shape up for future…

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