Sales Blog

  Ever wondered what truly drives ‘repeat business’ and how to maximise its potential in your sales strategy? Don’t you just love it when one of your customers places a follow-up order? How about when you get a call from […]

Have you heard of the term integrative negotiation? Unless you’ve attended a Sales Negotiation Training Course you probably haven’t because it’s not a term used often but it’s a concept that can take your negotiating skills onto the next level. […]

  Managing a sales team is both rewarding and challenging. Not only do you need to manage the sales performance process, but you also must lead, inspire, and motivate your people as well. Some sales managers are great at the […]

  What is Batna Negotiation? Have you ever heard of it? This article will cover what Batna stands for and includes some Batna examples. As a modern-day salesperson have you ever found yourself in the position where your prospect or […]

  Looking for sales interview tips? You’re in the right place! Sales interviews are often a nerve-wracking prospect, especially if it’s a job you’d really love! Don’t be daunted by the prospect, as a salesperson you’re in the perfect position […]

Do you know the difference between needs and wants? In particular, do you know how to grasp truly what a customer wants and needs? A lot of people think that they are the same, but a customers needs and wants […]

  One of the key skills that any sales manager, head of sales or director of sales can master is the art of sales coaching. The bottom line is that it’s all about sales improvement. So, let’s look at what […]

  Masterful negotiation is a cornerstone for sales success. Calling a negotiation successful requires two things to occur in tandem. You need to get the other party to agree to your terms, and the other party should leave the table […]

  Business Development Managers (BDM) are one of the lynchpins of corporate success. It is their responsibility to grow business opportunities, chiefly by using sales and marketing strategies and by employing teams to pursue leads and convert prospects. But exactly, […]

  Sales is a complicated, never-ending process of building relationships with prospects, building trust, asking probing sales questions, lots of listening and moving the whole procedure through to the commitment stage and ultimately asking for the sale or order. Your […]

Let’s face it – trade shows can be both a blessing and a curse. Get them right and you could collect a horde of potential clients or business contacts in a matter of days. Get them wrong and you’re going […]

  The Sales Director role is considered to be the lifeblood of many companies because of the strategic and operational role they play in the success of the business. Recruiting for the role can be a painstaking experience, especially when there are […]

  You might be thinking where the term ‘coffee is for closers’ comes from? I think we’ve all watched those sales movies that either act as a lesson or a warning when it comes to sales and business in general. […]

We’ve all heard the adage, sell the sizzle, not the steak. However, I often wonder if some salespeople truly understand the concept. Let’s look at what sell the sizzle, not the steak means and how you can apply it to […]

  Creating an effective and realistic sales plan is a crucial process which aligns the work of your sales teams with the company’s overall objectives. It shapes and focuses the efforts of your sales executives, identifies key goals and targets, […]