Here we look at two types of individuals in consulting firms, “the professional salesman,” and “the professional who can also sell.”
A monthly or sometimes weekly pipeline review is one tool of many that sales leaders use to guide, motivate, build skills and ultimately enable their salespeople. We look at the 4 parts to an effective review.
In our latest blog, we explore the negative perception of salespeople, and offer tips on how to elevate the perception people have of selling.
How can sales and marketing teams put their differences aside, get a better understanding of how each other work, and better support each other to smash next quarter’s targets?
In this blog, we share 6 top tips on what is active listening, and how salespeople and sales managers can improve their active listening skills.
These steps help you take on LinkedIn, so you can target the decision-makers that matter, grow your network, and create a steady stream of leads.
Share some special techniques with your sales team that will help them to sell in a virtual environment during lockdown.
With the ongoing economic and social disruption resulting from the Covid-19 outbreak, adapting to the “New Norm” will be a continuous process. Therefore it’s essential that you keep up to date with the latest sales and coaching advice and research.
In short, if you haven’t already you should do this from the perspective of enhancing your team’s sales effectiveness but also from the perspective of if you have an aspiration to raise funds or sell your business.
In this blog, we discuss techniques to ensure your team stay motivated, productive and engaged during lockdown.
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.
