At SBR Consulting it’s important to us that we share as much of our insight and experience with you as possible. As such, we produce publications, articles and much more for our sales community.
Published: Apr '20
Blog: When talking to prospects, why don’t we ask the right questions?

How can we prevent salespeople from leaving customers with a poor understanding of their needs?

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Published: Apr '20
Blog: 3 Things You Need To Know for Effective VC Meetings

Doing the occasional internal VC for a team meeting is not necessarily adequate preparation for this big shift.

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Published: Mar '20
Blog: Elevating Remote Sales

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.

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Published: Feb '20
Blog: Improving sales funnel conversion

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.”

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Published: Jan '20
Blog: Negotiating techniques to boost sales

How do you handle the final negotiations without making too many compromises?

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Published: Dec '19
Blog: 4 Sales Effectiveness Reflections

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.

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Published: Oct '19
Blog: 3 practical Follow-Up tips you can start using today to double your Proposal-to-Win ratio

We spend hours and sometimes days putting together the perfect proposal for our prospective clients. So why is closing so hard?

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Published: Oct '19
Blog: 4 ways your team should be adapting to your clients personality type

You talk differently to your children, friends, parents and even grandparents – its time you did the same thing with your prospects / clients.

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Published: Sep '19
Blog: Understanding your team to better manage your people

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.

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Published: Sep '19
Blog: As a sales leader, how can you positively influence culture?

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.

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Published: Aug '19
Blog: Introducing the new management team

We have made two new key appointments to support the next phase in our growth strategy.

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Published: Aug '19
Blog: How do we improve ‘self-talk’ to control what is going on in our heads?

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.

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Published: Aug '19
Blog: Expanding Relationships with a Collaborative Sales Approach (Account Development)

When involved with complex deals and long sales cycles, how do we grow and retain customer spend?

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Published: Jul '19
Blog: 6 Ways to Create an Environment of Learning

As technology grows and the market shifts, how can a salesperson react and change their ‘old’ habits with effective new ones?

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Published: Jul '19
Blog: Handling Objections in a Sales Environment

What are the 3 types of objections and how can you handle them?

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Published: Jun '19
Blog: 10 Steps to Effective Networking at Conferences and Events

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.

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Published: May '19
Blog: Six steps to ensuring your B2B website is key to sales

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.

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Published: May '19
Blog: The importance of measuring value

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?

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Published: May '19
Blog: Replicating success and how best to scale this success

The largest and most lucrative deals are often discussed like folklore, but how can we effectively replicate these deals on a regular basis?

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Published: Apr '19
Blog: Sales is not just a numbers game, it is a ratio game

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.

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