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. While many companies have the opportunity to transform…
In today’s marketplace, success no longer relies on the ability of sales people to communicate the value of their products and services, but crucially on their ability to create value for their customers…
Leading the sales process can, quite simply, transform your sales performance. By taking control and leading the sale at your own pace, you will significantly improve your sales forecasting accuracy and the certainty with which you hit your sales targets and earn your sales commissions. You will be able to take control of your own […]
In the final installment of this month’s feature on objection handling, we’re going to provide you with a useful strategy for overcoming challenging sales objections in today’s marketplace. Objection handling is a crucial aspect of speeding up the sales process and moving deals forward. If you can master the objections raised by your clients, you […]
When most people think of a sales person, they think of the staff in their local retail store or the door-to-door salesman who tried to convince them to switch their energy supplier last week. For these sales people, the sales process is relatively short and not a huge amount of planning is usually required. But […]