Sales Blog

  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 […]

  There’s a lot to running a successful sales team. You can think of managing sales performance, coaching, leadership, motivation, and a whole host of other things. For the purposes of this blog, I’d like to focus on 3 areas. […]

Sales… ”The act of transaction between two or more parties where goods and services are exchanged for payment” Velocity… ”The speed of something in a common direction” You may have heard of the term ‘Sales Velocity Formula’ and even discussed […]

Some interesting studies by Dartnell Research estimated that prospects and customers do not verbalise their problems and concerns in around 80% of conversations. This means that you as the salesperson may not be able to ascertain the real challenges the […]

Before we do a deep dive into the world of negotiation skills, let me first ask you a quick question; Do you remember when you were a kid and you wanted to stay over at a friend’s house? You may […]

In my opinion, coaching is one of the best ways to tap into the potential of your team members. If you have coached teams or individuals before, you’ll know the value of devoting time and effort to improving someone’s performance […]

  The ability to ask probing sales questions will ultimately determine how successful you are in your sales career. Almost everything in your sales role focuses around asking quality questions and it’s a topic we take very seriously and cover […]

Sit back and just imagine for a moment just how easier your role as a salesperson would be if you could ask for the sale and they said yes every time on the first meeting. Hello! Come back to reality […]

Referrals are like gold! They are much more powerful than all of the leads created through telesales, social or the web. 83% Of Satisfied Customers Are Willing To Refer 83% Of Satisfied Customers Are Willing To Refer < 29% Of […]

  Closing the sale is not a skill that can be learned in isolation from the rest of the sales process. Closing is one element in a chain of events that begins with the salesperson planning and preparing for sales […]

  When buying something, have you ever thought “is the price negotiable”? Would you know how to ask for a discount so it lands, or how to ask for a lower price politely? On the other side of these conversations, […]

  In its third edition of ‘the State of Sales’ report in 2020, SalesForce reported that “Sales reps have increased their time connecting virtually with customers at a rate 3x greater than connecting in person.” In addition, it states that […]

  How do you get prospects to return your sales voicemails? Of course, it seems impossible to get a return call from leaving a voicemail message. However, salespeople also have problems getting calls returned from warm calls, or referrals given […]

  We’re all looking for the silver bullet technique when it comes to increasing our sales but we can also learn a great deal from those salespeople who make the most mistakes! We’re often looking for “what to do.” Just […]

More and more companies are electing to employ their own in-house telesales staff to set appointments for the field sales teams.  The question that arises though is how do you compensate this inside sales team? I can tell you that […]