June 15, 2021 Comment off
How to Build the Right Sales Team to Drive Growth
One of the biggest tasks for a sales leader to get right is hiring the right team. But how do you hire people who will help drive revenue growth, what are the behavioural profiles to look for when making a hire, and who should you avoid? Hiring is a good skill to have. Being able […]
June 15, 2021 Comment off
3 Ways to Stand Out When Prospecting Online
With everyone going online and prospecting discussion often taking place via a digital platform, it is challenging to stand out. In the digital realm, salespeople often sound generic and all the same. So, how can you avoid these pitfalls and ensure memorable conversations when prospecting online? Here are three things to try. Give more to […]
June 15, 2021 Comment off
9 Ways to Improve Sales Knowledge in What They Are Selling
To effectively sell, salespeople need to understand and know what it is they are selling. Know-how and natural sales talent can only take them so far. Product knowledge is what rounds off their efforts. Good product knowledge is essentially having a full understanding of what it is they are selling – why it’s necessary, what […]
June 15, 2021 Comment off
17 Top KPIs You Should Measure in 2021
If you want to gain visibility into your team’s performance, measuring Key Performance Indicators (KPIs) are the best way to work out what is working and where you are against your objectives. The key is in choosing the right KPIs to measure, so they are relevant to your goals and your business, and so you […]
May 19, 2021 Comment off
6 Steps to Creating a Winning Sales Presentation
Being able to communicate the value of what you’re selling effectively is a key skill to have. When you can do that, and the prospect agrees that this value outweighs the cost, then you’re in for a winner. Good salespeople are almost always better at communicating value than underperformers. While underperformers talk about features and […]
May 19, 2021 Comment off
What Are Battle Cards and How Can They Help to Generate More Sales?
When there are plenty of competitors in your industry, you might often come up against why your product or service over someone else’s? The main thing is to not mislead your prospect about what you can and can’t do or offer, no matter how much you want the sale or to prove your product is […]
May 19, 2021 Comment off
6 of the Biggest Sales Myths Debunked
There are plenty of common perceptions and stereotypes still attached to salespeople. It’s one of the biggest barriers to building trust and strong relationships. Some people simply hang up the phone if they pick up the scent that it’s a sales call. Others scream expletives. Regardless, a lot of it comes down to some common […]
May 19, 2021 Comment off
Enterprise vs. SME Sales: What’s the Difference?
Selling isn’t always the same. It’s different by sector, by geography, by job role and title, and by company size. The strategy should be different and the process will almost certainly be different. For example, Enterprise sales differ vastly from SME sales. The problem is, too many businesses don’t identify the differences and adopt the […]
April 21, 2021 Comment off
The Steps to Becoming a Productivity Leader
Getting more things done in the same amount of time leads to big results. Here, we’re going to look at the principles for you to adopt to maximise time and become a productivity leader. And better sales productivity ultimately breeds revenue. The principles we’ll look at are: Finding your working zen Being ruthless with time […]
April 21, 2021 Comment off
6 Ways to Master Your Sales Goals
Starting the financial year strong is crucial to hitting targets, but where should you begin and what’s going to make the biggest difference straight away? Here are 6 easy ways to master your sales goals and hit the ground running. 1. Drive extra value All salespeople show know the importance of building value, and a […]