Many SMEs have at the moment a sales revenue problem mostly due to the challenges that have been brought about by the pandemic. The brutal fact is that we will have to reset and redouble our sales efforts. This doesn’t mean doing more of what we have been doing, it means re-thinking what we are selling, how we are selling, and to whom. That is the only way to find […]
Rapid Sales Recovery Read More »
We are very optimistic about the future of sales education and sales mastery. Three weeks ago we started working with and coaching a tele-sales team of 9 people based in regional NSW. Week one post the first session, sales had already started to improve and by week three, this sales team had their best sales week ever. The sales leader revealed this in the session we had this week and
Selling Better, Faster using Real Time Sales Education Read More »
The future of the individual ‘solo’ salesperson is coming to an end for most businesses. What is taking their place is an integrated team of people working on sales together. Sales leaders do not need teams of individual B2B salespeople, they need people with a diverse range of skills working as integrated teams across a range of sales disciplines and capabilities. Teams who can cover areas such as sales and
Sales – the new team sport Read More »
The overall current economic and market conditions are soft at best according to the latest reports. And even though the Federal Government is putting a positive spin on the latest quarterly figures by comparing us to other countries who are worse off than us, it doesn’t help those of us who are finding the current conditions challenging. Just ask any retailer at the moment and they will tell you just
7 things you can do immediately to improve your sales results in challenging markets Read More »
Maintaining momentum in a sales career requires a proactive, disciplined approach. There are many things to consider and put together to achieve an effective selling week and sales year. The onus is on us, the salesperson, to make the most of what we have. Enlightened, highly effective salespeople recognise that they need to invest in themselves, invest in their own learning and continuous development, make the most of what they
How to keep your sales wheels turning Read More »
This statement was coined back in the late 1800s by Robert Louis Stevenson. It shows how everyone needs to consider selling as part of their professional life. It doesn’t matter what your work is, hairdresser, accountant, lawyers, engineers, trade, everyone. We all live by selling something. In our lives, we are all exchanging things of value. Whether what we exchange is of value to others should be determined through effective
Everybody lives by selling something Read More »
Here we go again. Global disarray, government elections, political scandals of betrayal and corruption. How do we keep our head when everyone else around us is losing theirs? How are we supposed to lead business and keep selling better when there’s a general feeling of uncertainty that makes decision making so difficult? There are those of us who have been around in business for some time now. Many of us
How to sell better in uncertain times Read More »
Sales managers are regularly looking for negotiation skills training for their salespeople. However, digging into their team’s situation and development priorities, it is quite clear, 90% of the time, that their people do not need negotiation skills training, what they really need is consultative solution selling skills training instead. The reason many sales managers and sales teams find themselves in this situation is they think every time their salespeople hit
Key guidelines for Negotiations in Sales Read More »
We can agree: Everybody lives by selling something – whether it be ideas, initiatives, visions, products, services or solutions. Selling is ubiquitous – ever present in our daily lives, internally and externally. Selling is the vehicle that allows opportunity to flourish and people to prosper. Nothing happens until something gets sold. However: As ever present as selling is in our daily lives, most people learn how to sell by default,
7 things you need to know to master the Craft of Selling Read More »
We all want better sales performance and there are different ways to get there. A good starting point to understand what your team needs to sell better and improve their performance is assessing where they need help. For example, through an attitude and activity based questionnaire you can measure if people avoid making phone calls to prospect, if they hesitate to prospect, and self-promote for new business. You can also
Are your salespeople stumbling at hello? Read More »