So, what exactly is a Key Account? Think about your own organisation for a moment and what you class as a key account. Is there an easy to follow definition? Does everyone understand what one is? Or are they […]
Have you ever tried developing a sales strategy How did you find it? Just as you wouldn’t go on holiday without deciding where you wanted to go, planning the accommodation, and deciding on what transportation you would use… when you […]
Have you ever heard of the statistic that says that 48% of salespeople never follow up with a prospect? Yes, it’s fake, but still, most salespeople are bad at following up. There are a lot of sales follow up […]
You probably know already that I often speak and write about the evolution of the modern-day buyer. However, simply adapting to some new and advanced techniques is not enough. Today’s sales professional has to evolve along with the modern-day buyer in every […]
When you call someone for the first time, it can be a bit unnerving to get their voicemail. But it needn’t be, if you prepare effectively. It always surprises me how many salespeople are not prepared for voicemail. These days, […]
Are you in need of some assertive phrases to add to your bank? It sounds strange that a salesperson could be considered non-assertive. Surely assertiveness is a key constituent of being in sales, isn’t it? Surprisingly, many salespeople lack the […]
Well, we all know the old sales person’s mantra, “Never take NO for an answer!” Indeed, some sales people try to live by this greed. However, in attempting to live up to such a rigid and unrealistic standard, sales people often […]
Are you looking for a sales video funny? Whether it’s for a Sales Training session or maybe a sales meeting that you’re running it’s always good to lighten the load! So I’ve hunted high and low and found 5 of […]
Looking to understand how to build client relationships and to grasp the importance of building client relationships? Building strong client relationships is essential for sustained business success. Effective communication, trust, and mutual respect are the cornerstones of any prosperous client […]
Are you feeling overwhelmed with the number of telesales calls to make, prospecting to do, admin to catch up on, proposals to complete? Join the club! There are many people out there who are in despair, not knowing what to […]
Scientists tell us that humans have more than one brain. Some people you know may disprove that rule (only half a brain?!) but the truth is that everyone has three parts to their brain: firstly, there’s the reptilian brain, […]
Brand is often described as ‘a variety of something distinguished by some distinctive characteristic’. Apple’s brand, for instance, is characterised by the statement ‘Think Different’. It creates a label in people’s mind that attracts them and builds trust in the […]
One definition of assertiveness is being confident and direct in dealing with others. Assertive people know what they want and aren’t afraid to ask for it. They also respect the feelings and needs of others and are prepared to […]
How do you make a decision? Ever thought about it? Many of us have, and have used the facts behind decision-making in identifying how they should work with clients. But many more haven’t studied this subject and consequently lose the […]
There are times when the customer simply wants to let off steam. Maybe the delivery you promised hasn’t arrived. Or some of the equipment has broken down. Or there’s simply too much pressure on the prospect and they must let […]
