March 24, 2021 Comment off
How to Bring Home Big Deals
Ask yourself what you’d rather: 5 smaller-sized deals, or one big, mega sized deal? It’s a tough one. You need to think about which approach is more sustainable, and which approach is more profitable. But if you can supplement smaller deals with mega deals, then you’ve hit the jackpot. But what actually is a mega […]
March 24, 2021 Comment off
Getting Back to the Workplace: How to Prepare
Pandemic and remote working fatigue is in full swing for everyone, and a degree of normalcy will be a welcome sight. With the return to the office now on the horizon, the transition back to some form of normality doesn’t come without challenges. Here are some of the major obstacles to consider and how to […]
January 20, 2021 Comment off
Why is Pre-Call Planning Important?
Making good calls is a vital skill for all salespeople. Whether it’s cold calls or following up on warm leads, the quality of the call is critical in creating opportunities, so it’s no surprise that 82% of buyers say a cold call was the reason for an eventual meeting. However, too many salespeople don’t actually […]
December 15, 2020 Comment off
A Bite-Size Overview: The 3 Steps for Setting Up Sales Success
Are you a short on time sales leader? Do you want to know what to focus on next year? Here’s a quick overview of the three key areas and steps to setting up your team for success next year. Step One: Plot out your customers and accounts Firstly, you need to re-evaluate your current customers […]
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 […]
November 11, 2020 Comment off
How an Employee-First Culture Can Digitally Transform Your Sales Team
Most companies around the world are embarking on some form of digital transformation, especially as the global pandemic has increased the reliance on technology. However, many don’t realise the key to success. Team culture is an often overlooked part of digitally transforming an aspect of the business. It shouldn’t be. Alongside getting support from all […]
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 […]
November 11, 2020 Comment off
9 Ways to Incentivise Your Sales Team
Even when things are going really well, there will still be times when your team needs an extra bit of motivation. So, how can you keep your team motivated? Sales incentives are designed to improve employee engagement and encourage results. Especially during these hard times, an added bit of motivation can be a nice boost […]
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 […]
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 […]