October 14, 2020    Comment off

6 Ways to Optimise Your LinkedIn Profile for Social Selling

LinkedIn is one of your most powerful selling ally’s available. So, if your LinkedIn profile boasts of sporting achievements, the sizes of deals you’ve closed, or the members club you are in, you’ve got it all wrong. As a salesperson, you should be optimising every potential selling source, and LinkedIn is a great opportunity for […]

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October 14, 2020    Comment off

Discovery Call Disasters: 7 Deadly Sins to Avoid

Why is a discovery call so important in the sales process? Because it can make or break your prospect relationship straight away. However, simply making more discovery calls isn’t a recipe for success. There’s a load of common pitfalls you can fall into along the way to hinder the results. Here are the 7 deadly […]

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October 14, 2020    Comment off

Sales Desperation: How Do You Avoid It?

When desperation starts creeping into your sales technique, you’re in trouble. Desperation results in bad behaviours. And it’s not invisible. Prospects can sense it. And what that creates is distrust from being too pushy in your approach or too needy in your desire to close the sale. So, it’s important not to let things reach […]

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October 14, 2020    Comment off

How to Instantly Create Value

A lot of sales conversations begin with a prospect by sharing company, product or service, or personal information. However, exceptions aside, leading with any of those topics isn’t going to create real value for the prospect. Prospects don’t want to have a conversation in which the salesperson goes through a load of marketing slides. The […]

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September 17, 2020    Comment off

5 Sales Fundamentals to Sell Anything to Anyone

The salesperson is the biggest differentiator in sales today. With similar products and services everywhere, it is the salesperson that is able to make the biggest difference and sway sales either way. That means salespeople are in charge of their own destiny. It also means good salespeople with good fundamentals can adapt to any situation, […]

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September 17, 2020    Comment off

You Can Be a Visionary Sales Leader, Without Being a CEO

Being able to unify your team with one, clear vision is a fundamental skill for all leaders. A vision, particularly a well-explained and inspirational one, will serve as a focal point for growth and culture. It will unite your team with a common goal and ensure motivation. It will also inform customers where the business […]

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September 17, 2020    Comment off

Motivating Your Sales Team in All Circumstances

When times are good, motivating your staff is relatively easy as the results speak for themselves. However, in troubled times, when closed won deals begin to shrink, so can motivation. Sales leaders, therefore, need to be able to motivate salespeople in both the good and bad times. Here’s how you can use a behavioural approach […]

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September 17, 2020    Comment off

Why Sales Job Roles Remain Vital to Businesses

Despite the occasional bit of bad press, salespeople are vital for growth. And in the current economy, growth is imperative. Without salespeople, it’s impossible to scale fast, reach new audiences, and beat off the competition. So, good salespeople really are a vital resource in this day and age. A career in sales is tough, but […]

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August 19, 2020    Comment off

5 Top Automation Tools to Make More Sales

When it comes to breaking down the amount of hours spent by each salesperson, how much is actually spent selling? This is the question to ask yourself if your sales team are underperforming or lacking in efficiency. In reality, the disappointing answer for most salespeople is that they spend less time ‘selling’ than you think. […]

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August 19, 2020    Comment off

Key Account Management 101

Key account management is a term that’s thrown about all the time, with very little substance. Additionally, if you ask a load of people what it means, they’ll likely tell you slightly different definitions, particularly when it comes to the criteria for what makes an account a ‘key’ one. This creates a problem. When a […]

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