5 –Step Plan To Fast-track Your Sales Pipeline Into New Business Reverse-engineer your pipeline forecast so that you don’t have to rush to drag business in at the end of each quarter or year. Every sales leader knows the end-of-the-quarter drill: the final weeks of each quarter or year and the mad rush to get
The Elephant In The Meeting Room There’s a silent epidemic going on in business world, and it’s happening in every company, city and country. Let’s face it, we’ve all walked out of a business meeting or two thinking: ‘Why was I even there?’ ‘We achieved nothing’ ‘That’s an hour and a half of my life
Negotiation Skills | 8 Basic Rules Of Negotiation The art of negotiation is not exact science, so there’s no proven formula for success. Having said that, negotiating is a tad like chess. There are rules to follow. The foundation principles below have served me well in past and current negotiation situations: Discounting or dropping your
Sales Is A Dirty Word! 9 Reasons Why You Should Consider A Career in Sales (And 1 Good Reason Why You Shouldn’t) Someone I met for the first time last week remarked… “Oh … you’re in sales?!” …with a wry, suspicious look. Clearly a lighthearted remark. However, to some people ‘sales’ really is a dirty
Sales Leadership Training: Jump In The Trenches With Your Team Are sales leaders missing a trick when it comes down to sales training? Did you know that in the UK ‘sales training’ is entered in Google search over 28,000 times each month on average*? Would you venture a guess as to how many times ‘sales
How To Drive Sales Performance With An Enhanced Sales Process In this article we’re going to ask and answer 4 key questions: 1/ Everyone in sales knows Sales Process is really important. Or do they? 2/ Why is a Sales Process is a vital part of any sales training? 3/ Is a basic Sales Process
How To Coach High Sales Performance + 3 Sales Coaching Video Tutorials 3 simple but highly effective formulas for successful sales coaching A sales coaching culture has certainly become a hot topic over the past few years, and an overcomplicated one at that. You can find yourself a comprehensive Sales Coaching Training Programme that will give
One Real Innovation All Sales Training Courses Need Right Now There is one reason why both traditional and modern sales training courses don’t work. And NO ONE seems to be talking about it. Imagine you’re a captain of a sailboat. Your objective is to get the boat to sail faster and faster. It would be madness
How To Upgrade Your Sales Mindset To Win More Deals 4 Simple Steps To A Sales Mindset Upgrade In sales world there is a lot of time spent discussing and focusing on targets, deals, activity, performance and so on. Quite rightly so. Unfortunately, the same focus is not always given to the sales mindset of
9 Reasons Salespeople Win Deals Do you know why you win or lose deals? How often, after losing a deal, do you ask yourself: What went wrong? Was our product inferior? Was it marketing’s fault? Something I said? Something I did? Or something I didn’t do? Was the customer a time-waster? Did we get
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