How do you take market share? Drop prices hoping you can increase them in the future? No, the key is to develop your sales team to be better, to be more productive and better than your competition. Your customers will appreciate this in the good times and the bad.
› Continue reading“Is it different when you sell to a larger company than a small organization, a company that might make or break your revenue target rather than a small opportunity that simply nudges your revenue along the tracks"?
› Continue readingWhen you are considering investing any money at all on developing your sales team make sure you spend it wisely on what will have a true long-term impact on performance. If you want to really change the behavior and performance of your salespeople, then the only way to do it is through a programme aimed at doing just that.
› Continue readingSales training programs are crucial for the organisations to harness the skills of their sales team. But how do you know what to look for when picking the right program? Find out!
› Continue readingThe momentum is not just at the closing stage of a sale, it is important from the moment that the client has made contact or agreed to meet with you. This action is happening because they have some interest in you and your company. Here is why you should never lose your momentum.
› Continue readingWhat really differentiates a great salesperson from a good one is that great salespeople take time on activities that impact the outcome of sales opportunities well before the sale is ever likely to close and may not be aimed at a specific sale. I call these ‘Rainmaking Activities’.
› Continue readingAs salespeople we often hear – “Can you do something with the price, your offer’s not within my budget?” but how often is this the truth? Here is a sales tip for you:
› Continue readingYes, revenue is king. Targets are everything. However, in regards to indicators for what is going to happen in the future, it is not great, and maybe even dangerous.
› Continue readingEven before you are a supplier, influence your client that you have the products that they need; and when the RFQ releases, you will already be way ahead of the companies who haven’t done this.
› Continue readingNot everyone learns in the same way. So, following the right way to guide, support and challenge individuals will help achieve higher levels of performance and deliver better revenue results.
› Continue readingWe hear a lot in business circles and sales meetings that the greater the amount of sales activity the greater the results. Is this true? Tracking and managing this activity is critical but you also need measure and track many other elements to maximise quality and results.
› Continue readingHere's Why You Should Never Delete Your "Not Interested Right Now" Clients From Your Pipeline. The Chances Of Winning Them In The Future Are Very High.
› Continue readingWhen meeting somebody for the first time, they will form the first impression of you in less than 7 seconds. Know how to make the most of it and make a sale.
› Continue readingUnderstanding the budget early is a very logical thing and will avoid a lot of misunderstanding early in the discussion, however, is it the right thing to do?
› Continue readingThe best ways to package and present value while making a sales offer to a potential client and the fundamentals – including timing, format and delivery.
› Continue readingDid you know if a marathon runner accidently left his watch at home before a race and had to run without it, he would not come close to his best time?
› Continue readingIt’s good sales practice to constantly assess every relationship. I’m sure that some salespeople will have excuses - very long sales cycles, large numbers of clients, lack of product to name a few, however, most of the above tips are 100% down to individual effort.
› Continue reading7 simple steps to help you avoid falling into the "Too Expensive, hence Lost the deal" trap and how to plan on successfully closing sales deal. Because every time you are tempted to blame price for losing a sales opportunity, you should follow few basic steps to know it's most likely not true.
› Continue readingAs already discussed in earlier articles, regularly following up with your clients WINS MORE BUSINESS. With this is mind I’m going to share some tips with you on how to follow up effectively and how to be sure that the follow up is successful.
› Continue readingToo many salespeople focus too much attention on gaining NEW BUSINESS to make their targets, often overlooking the fact that if they kept what they had and built from there, then they would be even more successful.
› Continue readingFollowing up is critical for every sales person to succeed. Every salesperson needs to allocate time each day to make follow up calls and to send follow up emails.
› Continue readingLearn the importance of protecting your customers and 5 effective steps to avoid losing existing customers to the competition.
› Continue readingYour sales team is making lots of visits, getting on well with potential customers and business is coming through the door. However, targets are not being met...
› Continue readingIt is far too common that when a sales person hands over their proposal or quotation they stop actively selling. Big mistake, now is the time when decisions must be influenced...
› Continue readingOf course selling is what we want from sales people but for good sales people to be great sales people they must also be skilled Territory Managers. In this article we look at the role of a territory manager, the key areas of effective territory management and why none can be overlooked.
› Continue readingBuyers in today’s market are trained to negotiate. Most only focus on how much discount they can get from the current price, luring sales people into the trap of using price as the only thing that is used to negotiate. The message here is, when negotiating, if the other party talks price, you should talk value.
› Continue reading