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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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Why You Should Turn Down Every Sales Person You Interview

Have you ever interviewed someone who comes across as having all the skills you need to be successful for your company? Did their CV have all the qualities you want? Were the answers they gave to your questions good enough to give you confidence in their abilities? So, you employed them and they started with a flourish, building their knowledge…

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The 3 Worst Cold Calling Tips Ever

Cold calling presents a ton of challenges to sales professionals at every level and in every industry. Therefore, there are a plethora of tips, tricks and magical scripts to help sales people overcome objections, get though GK screens and close sales or set appointments. However, out of this excess of advice, there are three so-called gems that are extremely misleading…

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MTD shortlisted for External Learning Solution of the Year 2018

I’m very pleased to announce that MTD have been shortlisted as a finalist for another award! The Learning Awards External Learning Solution of the Year 2018. MTD have already had an extremely successful year after winning CIPD Best HR/L&D Supplier 2017 in September and being shortlisted as a finalist in the 2017 Personnel Today Awards for Best HR Supplier Partnership (awards night…

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All Successful Sales Directors Share This One Trait

If there was one quality or trait that you would think all great sales director share, what would you think it to be? I’m sure you’re thinking of many, and it would be difficult to disagree with any ones that you come up with. But if I had to choose one that would be top of the list, it would…

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Successful Sales Managers NEVER Use These Phrases

When we interview sales managers and ask how they motivate their sales teams, we often here similar stories of how they build up morale and get their teams thinking about growing and advancing in their sales prowess. But we sometimes ask them what they would NEVER say and what would be the implications if they did. It gets them thinking,…

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Tips On Cold Calling – The Cold Calling Tips Cheat Sheet

Want some tips on cold calling? Here’s the cold calling cheat sheet! I must receive about 20+ emails each month that ask me for specific help and guidance on cold calling so here are some top tips: Sound Like A Human Being Try not to sound like a robotic cold caller. That’s what 95% of the cold callers sound like….

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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 shown on a daily basis. These then become habits, and it’s this habitual alignment of skills, attitudes and motives that…

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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 make it as a manager or director of business. Indeed, there are many people who direct or manage sales, and…

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