September 10, 2019    Comment off

7 Steps to Increase Salespeople Retention

There are few things more disappointing than your superhero salesperson who closes deal after deal deciding to leave the company. However, your organisation is not alone in this phenomenon of high sales employee turnover. There are many contributing factors to this high turnover rate but the onus is on sales leaders to address it by: […]

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September 10, 2019    Comment off

How Removing Email Reliance Can Bolster Your Sales Success

It can be hugely tempting for salespeople to fall back on the simplicity and convenience of email, as opposed to the more daunting task of picking up the phone to their prospect or customer. However, getting over the fear of having a real conversation can be the catalyst for long-lasting, meaningful client relationships. A five-minute […]

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September 10, 2019    Comment off

How to Increase the Perception of the Salesperson

Ask anyone who doesn’t work in sales for their perception of salespeople and it’s more than likely to be a negative response: Pushy, irritating, persistent are commonly held connotations of our profession. However, those traits are also key to being a successful salesperson. After all, 80% of successful sales calls require at least five follow-ups […]

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August 15, 2019    Comment off

Sales Readiness Unlocks Revenue Growth

The B2B landscape is rapidly evolving. Sales teams must keep pace with the latest market developments, new products and services, buyer behaviour, competitor news, and much more. The flow of information is unending. How can your sales team keep up? The answer is sales-readiness. Sales readiness encompasses efficient onboarding, ongoing sales communication, and effective coaching […]

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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

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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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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June 12, 2019    Comment off

How CPD Creates Stronger Employees and Businesses

A key quality of any spokesperson is the desire to challenge themselves, grow as a professional, learn new skills and better their ability to sell. Furthermore, instilling a culture of learning and enabling a growth mindset across an organisation’s sales force is essential to running a successful, profitable business. This will help to provide an […]

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