Sales & Business Development Blog

Read our insights on sales and business development

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Self Confidence When Selling – You’re the Convincer

A key element in your success as a sales professional is your own self confidence. It’s about believing in what you’re offering the customer and convincing him or her that it’s what he or she ...

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6 Characteristics of a Successful Sales Team

A question I get asked a lot is “What makes a high performance sales team?” Many of our clients want to know what characteristics they should be looking out for in their people and what separates a ...

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Avoiding Rejection When Cold Calling

In today’s selling world, buyers are under more pressure than ever before. With purchase decisions being more heavily scrutinised, this makes avoiding rejection when cold calling all the more difficult fo...

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Sharpening Your Solution Selling Skills and Your Key Account Management Performance

As a B2B sales person, one of the most difficult – yet most crucial – challenges you face is gaining a strong commitment from a buyer to progress a sale towards a close that meets your own and your ...

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A New World Approach to Transforming the Sales Team

Traditionally, people have believed that you are either born to be good at selling or you are not. This traditional “wisdom” holds that selling skills can be honed over time, but they need to be bas...

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The Death of a Salesman

Why recruit a woman into your team? What selling skills can she really bring? These types of questions have been hotly debated for many years, not just in sales, but in the whole field of business. And of cours...

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Surfing for Sales – A Step-by-Step Guide to Harnessing the Internet’s Selling Power & Riding the Wave of Success

It is probably very clear to you by now that the internet holds an infinite number of opportunities for every aspect of business and, indeed, for life in general. But, as a sales person, what might not be so cl...

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The Only Way is Ethics – Success in Business, the Responsible Way

In today’s world, consumers are demanding more from business. They are often spoiled for choice in a saturated market, making their buying criteria ever more stringent. It is no longer enough to rely on ...