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
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
Commitment: The Fatal Flaw In Sales Cycle Start GAINING commitment, instead of GIVING commitment The ability to gain commitment is an integral part of being successful in all aspects of sales cycle. In fact it is one of the most important parts, because it shows us whether we are moving forward or not. There is a fatal flaw
What’s The Biggest Waste Of Time In The World Of Sales? If you asked a group of sales professionals… “What’s the biggest waste of your time?” They would probably tell you: Reporting, paperwork, updating the CRM, dealing with customer complaints, internal meetings etc. In reality there is one thing that sales people do, that wastes
Sales Health Check The purpose of our Sales Health Check is to help Sales Leaders identify where to focus in order to maximise sales performance, as well as advise on next steps in your sales growth strategy. The Sales Health Check typically takes up to one and a half hours to complete and involves meeting with you
Sales Silver Bullet – Does It Exist? I recently realised that there are people out there looking for the ultimate sales tip. Sales directors look for a magic wand that will work wonders in revenue columns. Sales managers want something big that will change everything and unlock sales performance. They search tirelessly for a sales silver bullet which,
Don’t Mention The Product Benefits! There is a common misconception that in order to be successful in sales you just need to be really good at explaining your product benefits or service to prospective customers. I recently spent some time with a senior buyer of a large multinational organisation. He said… “If another sales person rattles off
3 Fitness Factors Affecting Sales Performance There are many ways of monitoring and improving sales performance in any company. However, organisations tend to overlook some of the most important influences. Does the individual have the right skills to fit the job? Does the company have the right culture to fit the individual? The magic happens when each is mutually beneficial to
4 Reasons Why Sales Managers Should Spend More Time on Coaching What makes top sales managers stand out? They spend more time coaching the member of their teams. Why does it make them stand out? Here are 4 reasons. The Harvard Business Review has been researching managers who coach their team members, to see what
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