August 7, 2019    Comment off

Here’s Why You Should Send Your Marketing People to a Sales Conference

Are you making plans for the 2019 National Sales Conference? Checking out the speaker bios, booking hotel nights, registering your salespeople? Have you thought about sending any marketing people to this year’s event? You’re probably wondering: Why would I do that? Marketing people go to marketing conferences. Salespeople go to sales conferences. We only have […]

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August 7, 2019    Comment off

Numbers Talk: The Sales Metrics That Matter

Numbers are a constant focus for every sales organisation: more leads, more sales and more metrics being tracked are the common themes with the vast majority of sales teams. However, having too broad a perspective and tracking too many metrics can be detrimental to your salespeople’s’ effectiveness. Instead, taking a stripped-back approach can help you […]

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August 7, 2019    Comment off

Myth Busting: Why Sales & Marketing Aren’t Merging

It is often claimed that the functions of sales and marketing are merging but, in reality, this couldn’t be further from the truth. However, while both parties deliver very different outcomes, they can benefit from gaining a better understanding of each other’s roles. The merging myth It has often been claimed that salespeople should spend […]

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August 7, 2019    Comment off

How to Generate Leads Without Marketing

Content marketing and inbound marketing are proving increasingly popular in generating leads and customers that help salespeople hit their quota. However, these techniques aren’t the be-all and end-all of sales prospecting and acquiring new customers. Without pouring cold water on the importance of marketing, we took a look at how the modern salesperson can still […]

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August 7, 2019    Comment off

How to Close a Sale: 5 Tried and Trusted Techniques

Closing a deal is a make-or-break moment in the sales process, and often the most difficult moment in any deal. Choosing the right phrases that will seal a deal is crucial, as is knowing when is the perfect moment to try and get the final verdict from a prospect. Near enough every salesperson feels some […]

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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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