How can we prevent salespeople from leaving customers with a poor understanding of their needs?
Doing the occasional internal VC for a team meeting is not necessarily adequate preparation for this big shift.
The challenge that sales teams will now face is how to adjust and continue to achieve sales targets. Here are some practical ideas on how to cope with the new sales reality.
How often have you had pipeline review conversations, going through all your opportunities, then when asked for an update you answer along the lines of, “I’m waiting to hear back from the client but expect to close the deal.”
How do you handle the final negotiations without making too many compromises?
As we look back we’ve had successes had to work through challenges. Here are the 4 key themes from our clients and the recommendations.
We spend hours and sometimes days putting together the perfect proposal for our prospective clients. So why is closing so hard?
You talk differently to your children, friends, parents and even grandparents – its time you did the same thing with your prospects / clients.
This incredibly simplistic 4-box model helps you categorise your team members to better understand what you need to adopt, or maintain, to be the best.
The habits of an organisation’s individuals can seriously influence its norms and values. You’ve probably heard the saying, “Lead by example,” because as a sales leader, you can be influencing the sales culture either consciously or unconsciously.
We have made two new key appointments to support the next phase in our growth strategy.
Have you ever found your mind resisting when trying to take action for a desired goal? We call this the caveman that lives in us.
When involved with complex deals and long sales cycles, how do we grow and retain customer spend?
As technology grows and the market shifts, how can a salesperson react and change their ‘old’ habits with effective new ones?
What are the 3 types of objections and how can you handle them?
Sales success is never owned – it is only rented, and we pay the rent every day by continually adding new leads and contacts to the top of our funnels.
In the world of B2B sales connecting with your target audience is even more important. Your website projects the right message and nurtures your audience towards those targets.
Unable to move forward, win more business and achieve targets, do you reflect on your previous work in order to measure the value you provide our clients?
The largest and most lucrative deals are often discussed like folklore, but how can we effectively replicate these deals on a regular basis?
Our Critical Success Factors were essential to me and my colleagues’ sales success. Sales needs to stop being perceived as a black art and if you are not already doing it, start tracking your individuals’ sales ratios.