April 18, 2019    Comment off

How Setting Smart Goals Can Create a Sales Surge

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 […]

Read More

April 18, 2019    Comment off

How Diagnosing Customer Pain Points Can Remedy Rejection

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 […]

Read More

April 18, 2019    Comment off

Why a Growth Mindset is Key to Sales Success

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 […]

Read More

April 18, 2019    Comment off

6 Traits of Highly Successful Sales Managers

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 […]

Read More

March 13, 2019    Comment off

4 Fast Steps to Establishing Credibility

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 […]

Read More

March 13, 2019    Comment off

What’s The Big Deal? It Might Be More Than You Think…

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, […]

Read More

March 13, 2019    Comment off

How to Sell in the Era of the Educated Buyer

So how do you sell in this era of the educated buyer? You create a team of smarter sellers.  When I speak with other B2B sales leaders, I am most concerned with how they feel completely caught off guard in this era of the educated buyer. I do admit that the change has been swift: […]

Read More

February 13, 2019    Comment off

Why Hiring Mistakes in Sales Are Even More Costly Than You Think

Today, United States firms spend about $900 billion annually on the deployment of professional sales organizations. That’s more than 3x their total spending on advertising, more than 20x their spending on digital marketing, and more than 50x their current spend on social media. Selling is, by far, the most expensive part of strategy execution for […]

Read More

February 13, 2019    Comment off

Why Are Millennials Outpacing the Pack in B2B Sales?

If you’re like Albert Einstein, and subscribe to the belief that experience is the best teacher, then you’d be reasonable to expect that millennial sales pros lag behind B2B selling veterans. I mean, we’re talking about a profession that benefits from deep business knowledge, an expansive network, and knowing how to navigate intimidating C-suites with […]

Read More

February 13, 2019    Comment off

6 Sales Skills That Will Make You Stand Out in 2019

The future of the sales profession seems to be changing daily. New technology and rapidly changing customer needs are combining to reshape the foundations of the success as we move into the heart of the 21st century. So it begs the question: How can you stay relevant and excel as a sales professional? What skills […]

Read More