Sales Tips | News | Articles on Sales Performance & Sales Growth

What Is The Best Way To Close A Sale? | Sales Skills

What Is The Best Way To Close A Sale? | Closing Skills If you believe lack of closing skills is your problem, it’s not REALLY your problem. At an event last week I met a business owner who was convinced he knew what the problem with his sales team was. He said… “We’ve got a great

Understanding Sales Process: Nothing Happens Until Someone Sells Something “…the fact is, everybody (Vice Presidents, Operations Managers, HR Directors, IT people, Customer Service Representatives, Marketing people, Accounting people, Receptionists … everybody) can stay at home until somebody makes a sale.” ~ Peter Drucker It’s true. Nothing happens until someone sells something. Understanding sales process, and

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

How Do You Accurately Forecast Sales Pipeline? Sales people spend 80% of their time on deals they will not win. Why is this? Are they not good enough to win the deal? Or, do they simply not know how to go about preparing an accurate sales pipeline forecast? Forecasting often tends to be dependent on a

5 Ways To Spot If A Sales Training Course Will Deliver Results Key Characteristics of a Great Sales Training Course Generic sales training programs can be two a penny. They typically offer very little in the way of innovation, enjoyment or adaptability. Often unnecessarily long and painfully repetitive, they lack industry specificity. In addition, they frequently end up

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

5 Reasons Sales Training Courses Don’t Work Anyone in a Sales position will know some of the pangs that come with their annual sales training courses. Although fairly useful, as the techniques and technology continue to improve sales performance, many of these courses seem to be a reiteration of the previous year. And companies waste

Understand your customer | If Einstein was a salesman

If Einstein was a sales professional… Understand your customer. Albert Einstein said: “If you can’t explain it simply you don’t understand it well enough.” I think there is a variation on this great quote that applies to Sales: “If you can’t make it compelling you don’t understand your customer well enough.”

10 Reasons Why An Election Is Like A Sales Process

10 Reasons Why An Election Is Like A Sales Process The shock of general election result is just one of the ways in which the election bore many of the hallmarks of the sales process. Why? Less than a month ago the country gasped when, on the morning of 8 May 2015, David Cameron was still

Talent Assessment: Pinpoint Gaps in Your Salesforce

Talent Assessment: Pinpoint Gaps in Your Salesforce Taking on the wrong sales person can cause real problems for your business. This won’t happen if you are clear on who you need from get-go. The beginning of the year is one of the busiest times for recruitment. It’s a time where employees reassess a career and often, decide