December 15, 2020    Comment off

6 Steps to Define Proactive Selling

What makes a successful salesperson? Being attentive? Having good listening skills? An outgoing personality? Being goal-orientated? Or a great negotiator? Being proactive? All of the above skills contribute to a well-rounded salesperson, but it’s proactivity that sets them apart. But when it comes to selling, what does proactivity really mean? Proactive selling: An overview Proactive […]

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December 15, 2020    Comment off

How Sales Leaders Should Approach 2021

In HubSpot’s 2021 Sales Enablement Report, 46% of sales leader respondents revealed they missed their sales targets in 2020. With businesses striving to do more with less and facing an uncertain economic climate, achieving their targets in 2021 is going to be harder than ever, so what can sales leaders do to make sure 2021 […]

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November 11, 2020    Comment off

How to Deliver a Great Remote Sales Presentation

With remote working being here to stay, being able to deliver a remote sales presentation effectively looks likely to be a great skill to have moving forward. So, now is the perfect time to learn how to give better remote presentations – not so much from a slides perspective but from a delivery perspective. Here’s […]

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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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August 19, 2020    Comment off

Delving into the ‘Prospecting Mindset’

Sales isn’t for everyone. It can be repetitive, demoralising and lonely. But, it can also be exhilarating, rewarding and opportunistic. While some people don’t like making calls and actively avoid the telephone, others embrace it and actually enjoy it. The ‘Prospecting Mindset’ is all about proactivity, intuition and action. It’s the difference between a do-er […]

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July 30, 2020    Comment off

4 of the Best Time-Saving Tips for Sales Leaders

When it comes to time, the more that can be spent on efficiency and effective activities, the better. Unfortunately, time is one of the things that needs to be guarded and managed in order to maintain productivity, and it’s also one of the biggest challenges. For Sales leaders who want to be successful, it’s critical […]

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June 24, 2020    Comment off

3 Sales Mistakes to Avoid

It’s easy to slip into bad habits and hard to get out of them. When it comes to selling, those bad habits can result in low productivity and poor results. Here are three sales mistakes to avoid at all costs! 1. Failing to provide value It’s critically important, particularly in the early stages, to communicate […]

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April 29, 2020    Comment off

5 Step Sales Process to Close More Deals

‘Sales’ is an art, but there are strategies that can be applied to channel that art. For some, the idea of cold calling, negotiating and so on, feels extrovertly pushy, or like a loss of integrity. But, ultimately, businesses need to make sales to make money. So, build a sales process that’s aligned with your […]

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March 18, 2020    Comment off

15 Open-Ended Sales Questions to Try

Broad, open-ended sales questions are great for helping you find out what’s going on in your prospects’ head. You want to be known for listening and understanding your prospects’ needs so open-ended sales questions are a good way to do that. Plus, open-ended sales questions really help you connect with a prospect on a more […]

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March 18, 2020    Comment off

3 Steps to Conquer Objections

‘No’. It’s a tough one to swallow. It’s harsh, short, blunt and not what you want to hear. Especially if targets are tight and you are trying to meet your quota before the end of a quarter. However, it’s not the end of the world. The word ‘no’ doesn’t mean you should throw that prospect […]

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