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The power of Sales Process Maps to deliver best sales practice

By / / Blog, Sales Training / 2 minutes of reading

Most new salespeople are thrown in the deep end when it comes to sales induction. “Here go out with Josephine, our best sales person and be like her.” Most salespeople, in general, are given no articulated sales process which means there’s nothing specific to be coached or trained to or to follow. In sales teams we often have the blind leading the blind when it comes to achieving sales best […]

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The Silent Majority

By / / Blog, Ethics and Values, Sales Trends, Selling Skills / 4 minutes of reading

Sales and salespeople The history of sales methodologies and salespeople is full of twists and turns. With a few excellent –or at least well-intentioned– ways of selling and many others that are the complete opposite. There was a time when the salesperson was the only one with information about new products—from the end of the 19th century to mid-20th century; they were the experts and customers were in their hands

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New metrics

By / / Blog, Sales Strategy, Sales Trends / 4 minutes of reading

When we talk about sales metrics we usually think units, volumes, quota, members signed, calls made. Generally speaking, these metrics would have been put in place in an organisation at the time that the sales team was established, and (maybe) changed from time to time, usually from quota to number of calls or units, and so on. The current state of markets and most industries are quite different from the

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Selling is everybody’s business – How to get started

By / / Blog, Ethics and Values, Online Courses, Selling Skills / 3 minutes of reading

Everybody lives by selling something After thousands of hours of study and many years honing technical skills to be a competent professional in your chosen field, it can come as a rude shock that you now need to sell your services and capabilities as well.  A competent selling capability isn’t a nice-to-have skill, it is an essential business and life one. The topic of selling and growing a business doesn’t

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If you complain about price being a barrier, wear a bicycle helmet

By / / Blog, Sales tips, Selling Skills / 3 minutes of reading

Salespeople who complain about price as a barrier need to wear bicycle helmets. The next time you feel you are losing deals because of price, take your prospect to a cycle shop and ask them if they were to ride a bike, which one of the helmets they would buy  

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Getting prospects to talk to you

By / / Blog, Online Courses, Sales Prospecting / 4 minutes of reading

Making prospecting calls to new prospects and existing clients is still one of the most important sales and business development activities you can do on a daily basis. Even with all the digital communication and marketing options at hand, most businesses still need to have someone prospecting for them to build and forge real business relationships. Top performing salespeople make sure prospecting is part of their daily repertoire. Prospecting is

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Who is responsible for prospecting and relationship management in your business?

By / / 1 Comment / Blog, Sales Prospecting / 4 minutes of reading

This is an interesting question given that a business which doesn’t sell can’t remain in business for long and that affects everyone within it. Prospecting, new business development and relationship management are key topics to discuss, especially as it relates to who in the organisation is responsible for these activities. It’s usually very easy for non-sales people to take a hands off view around the sales function and point at

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How to give every salesperson the best start to their sales career

By / / Blog, Uncategorized / 3 minutes of reading

This is how most salespeople are inducted into their sales careers: “Welcome to our team, Rebecca. It’s great to have you on board. Here is your list of ABC accounts and the products brochure which outlines all the products we sell. I also want you to meet our best salesperson, Ben. He is awesome. As part of your induction I want you to go out on the road and learn

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Lessons from Introverts on how to be Better Salespeople

By / / Blog, Uncategorized / 3 minutes of reading

It has been a long held belief that extroverts made the best salespeople; the gift of the gab, being charming and persuasive, telling a good story, people oriented and friendly, and all that. However, the qualities of introversion and ambiversion are proving to be very useful in helping us sell better. Before we delve into this area, it is worthwhile looking at and better understanding these traits. What science says

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Why Marketing can’t fix a Sales problem

By / / Blog, Uncategorized / 3 minutes of reading

When sales start to dry up or the business doesn’t seem to be getting traction with customers, many small to medium (SME) sized businesses will usually turn to Marketing in the first, and often only instance, as their preferred solution to fixing poor sales results. It’s not Marketing Why? Because many people have been taught to think they have a marketing problem when they actually have a sales problem. As

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