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, and when you’re asked for an update, answered along the lines of, “I’m waiting to hear back from the client but expect to close the deal?”
You get the call that makes your heart sink: “Can you come in for another meeting? There are a few details we need to clarify.” How do you handle final negotiations without making too many compromises?
As we look back, we’ve enjoyed successes and had challenges to work through. Here are the 4 key themes from our clients and some 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 – it’s time you did the same with your prospects, clients and team members.
This simple 4-box model will help you categorise your team members according to skill and will to understand what you need to do to manage them better.
You’ve probably heard the saying, “lead by example” because, as a sales leader, you will influence 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 it comes to complex deals and long sales cycles, how do we grow and retain customer spend?
As technology grows and the market shifts, how can salespeople react and change their ‘old’ habits for 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 B2B sales, connecting with your target audience is crucial. Your website should clearly and compellingly communicate your message.
Do you analyse your previous work to measure the value you provide to your clients? Doing so will probably help you win more business and achieve new targets.
The largest and most lucrative deals often become 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.
Are you an effective sales leader? Turn a new leaf and ensure you are coaching your sales people regularly and effectively and watch the results. Effective sales leadership is about ‘PEOPLE NOT PAPER’.
