Real Time Sales Education How can sales education become a key contributing factor to not only selling better, but also to selling faster? How can sales education be designed and provided close enough to the day-to-day reality of sales teams that it can help solve sales challenges and achieve sales results in “real-time”? We need to move away from only focusing on the annual 1-2 day classroom sales training approach. […]
Selling Better, Faster Read More »
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 »
Sales is a complex profession. People in this field not only have to deal with the intricacies of being a salesperson -as most people deal with the ins and outs of their profession- but they also have to deal with the less than honourable image that being a salesperson has. But why? Where did it all start? Part I, II and III of the series covered from the 19th century
The History of Sales Methodologies – Part IV of IV 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 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 »
How many people in your business are in contact with customers on a daily basis? How many of them would be presented with new business opportunities but wouldn’t know what they look like or what to do with them? Lately, we are hearing a common theme coming from CEOs, sales leaders, and partners at professional services firms: “My team cannot spot a business opportunity even when it’s right in front
Four tips to spot business opportunities Read More »
Building trust is key to sustainable long term sales relationships. This is surprisingly true even for very large B2B sales, despite the availability of hard facts on the buying company’s reliability, cash flow, payment morale, etc. Trust is still key to long term relationships that don’t require controlling and compliance functions all the time. Creating and earning trust is, therefore, a skill salespeople have to master, and indeed, a lot
Trust improves the Learning and Development culture 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 »