The MTD Sales Blog
Sell more, more often with the UK's MOST SHARED sales blog
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 But I have to tell you that most of those so-called golden nuggets are actually outdated, old-school pitch-mentality approaches to working with updated, modern and sophisticated consumers. I am going to make this short and sweet, because asking for referrals from…
A sales manager on one of our leadership 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 manager said something rather intriguing. He said that his biggest priority had to be keeping his team motivated and inspired. That…
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 wonder why you picked them in the first place. So what are the identifying marks of a weak sales manager?…
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 all about unearthing the needs, the wants and desires of your prospects and then positioning your product or solution in…
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 is not qualified and you’re wasting your time! If you are in B2B sales then you have come face to…
So what exactly is a Key Account? Think about your own organisation and what you class as a key account. There are many key account management definitions out there but here are the 7 most common types of classification: Are they just the big ones? Are they the ones you mustn’t lose? Are they the ones that offer future profit?…
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 are so many good candidates out there. How can you attract the right one for your business? How can you…
Features and benefits – as sales people you must master these with regards to your products and services. How many times have you been told in training courses that people don’t buy features, they only buy benefits? This is very true, as the brain doesn’t compute what the product ‘does’, it only listens to what it will do for me….
I’m always asked for my ideas on what sales coaching techniques to use in different situations. Sometimes it’s how to deal with underperformers and others it’s how to develop the best of the best. If you’re a Sales Manager or a Sales Coach then I’ve got a couple of golden nugget coaching techniques for you to use with your sales teams. And if you’re not a…
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 you are going to use to make it successful. Selling is a strategic occupation, as it needs plans, processes, techniques…
