Why business owners should check in on their sales teams this R U OK Day
Many salespeople are struggling, not just to meet their sales targets, but to learn how to adapt and handle a whole new world of selling.
The pandemic has exposed 11 likely gaps in a business’ sales system: How many sound familiar?
Having engaged with 300 leaders, I’ve learnt where their sales teams have been exposed and left wanting during the crisis.
Seven things you can do right now to improve your sales results
It’s pretty easy to sell in good times. However, it’s the test of any business and its leadership team as to how they sell in the tough times.
How to sell better in uncertain times
How are we supposed to sell better when there’s a general feeling of uncertainty that makes decision-making so difficult?
A story of bathtubs and bewilderment: How assumptions destroy sales relationships
Have you ever come across a salesperson making big assumptions about you, your needs and expectations, or your experience?
Bin juice bingers: How to avoid the sinister clutches of the procurement department and its cold benchmarking
Every client likes different things. They have different ideas of what value is, and it might not be what you think it is.
Needle in a haystack: A tried-and-tested guide to recruiting the best salespeople
You must use a realistic simulation to assess sales candidates, so here is a step-by-step guide for recruiting exceptional candidates.
“Clients don’t see a price”: How to avoid getting stuck in a price conversation
Our mission as salespeople is to avoid price conversations by asking our prospects and clients questions to find out what value means to them.
Tap into the power of persuasion: Believing in your product is crucial, but don’t fool yourself
Believing in the product you're selling is a strong motivator, but it's important to consider how other motivating factors may lead to self-deception.
