July 17, 2019    Comment off

The Sales Industry and Me

The Sales Industry and Me – When I finally realised Sales was more than just numbers!  Based on my experience a brief history into the psychology of sales and how being a salesperson is more than meeting targets. I’ve worked in sales for over a quarter of a century! How did that happen and when […]

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July 10, 2019    Comment off

4 Questions to Find Business Pain Points

Trying to sell to people who don’t want to buy is a draining process – both on time, budget and team morale. Therefore, you want your salespeople focusing on those who have the budget and authority to buy, and understand the pain point you can help them address. If your prospects have a pain, they […]

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July 10, 2019    Comment off

How Measuring KPIs Can Enhance Your Sales Organisation’s Success

It can often be difficult for sales managers to track the performance of their sales teams and business operations. But by measuring Key Performance Indicators they can track the progress of a business, department and individuals against goals that have been assigned to them. The key to successful use of KPIs is to choose the […]

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July 10, 2019    Comment off

Top 10 Questions to Ask Your Prospective Salespeople

Hiring the right salespeople that will fit into the culture of your business as well as possessing great sales skills is a tough task. However, asking the right questions of prospective candidates can simplify the process. Building a strong sales team is reliant on hiring people that can hit their quotas, are able to handle […]

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July 10, 2019    Comment off

Why Prospect Development is Crucial in the Modern Business Environment

You’ve most likely heard that traditional sales strategy of ABC: “Always Be Closing.” This is because closing the deal is not only the most important part of the sales process but ultimately the most difficult to accomplish. But in the modern business environment, rather than being constantly fixated on closing the deal it’s more beneficial […]

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