Speak to any salesperson and they’ll tell you that their role is all about goals. Meeting their personal goals, exceeding their team’s goals, wanting to earn incentivised goals, achieving the goals laid out to them by their mentor – the list goes on. So if your sales reps only have one goal then you know […]

Selling to a prospective customer who you suspect or even know isn’t going to buy your product is one of the most frustrating and costly elements of sales. Not only does a customer saying ‘no’ drain your businesses’ productivity and budget, but it also saps your employees’ morale. However, understanding the prospect’s pain points will […]

The mantra of many of the world’s leading businesses has been built around a so-called ‘growth mindset,’ whereby successful people are those that have talents and abilities that can be enhanced by effort, learning and persistence through their lives. This theory, coined by Stanford psychologist Carol Dweck, is central not only to successful businesses, but […]

The role of the sales manager has changed immeasurably in recent years as the industry constantly evolves. Sales approaches that worked in the past are no longer relevant and the way people buy is unrecognisable to even a few years ago. As a result, the sales manager’s key task is to ensure they have the […]

One of the quickest ways to leave a bad initial impression is to forget who you are talking to, and why. We in sales spend a lot of time making sure decision-makers understand our goods and services, but then we fail to quickly connect those solutions to someone else’s needs. This information imbalance becomes apparent […]

How do you define the value of a newsworthy big deal? If your answer stops at a dollar sign, think again. Really big deals are defined and driven by the business value we bring to the customer, not the revenue we gain. It could be about helping a customer cut costs by consolidating complex, antiquated, […]