In today’s world, regardless of the sector you are selling into, your competition has more than likely become more aggressive and global in recent years. Your buyers have unlimited access to information on your...
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Sales leaders often come to us asking for help to get their sales functions to up-sell and cross-sell wherever possible in order to drive up sales productivity, improve revenue performance and increase margins....
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These days, great sales people are not the pushy, overconfident stereotype that most people think of when they hear the word ‘sales person’ or ‘salesman’. The male-orientated, winner-tak...
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When adopting a consultative approach to selling, as a sales professional, you should act more like a consultant than a conventional sales person. Rather than pitching the features, advantages and benefits of a...
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A few good sales techniques and being motivated are no longer enough… It used to be true that if a sales person had a great sales technique and was highly motivated they would be great at selling. Well, ...
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No matter how much buyers are drawn towards your solution, they will almost always raise some objections during the sales process. This is because, while salespeople have long been taught how to sell through m...
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It’s over half way through the year and the economic outlook is still looking very uncertain. Nevertheless, most medium and large companies are starting to realise that they can’t continue to cut costs and batt...
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What makes a super sales person? Well, experience from our sales training events suggests that it’s more complex than most people think. There are some critical selling skills and traits that have been ...
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The shift from ‘product selling’ to ‘solution selling’ has brought huge benefits for sales professionals and selling organisations over the past decade. The benefits of this shift includ...