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The Importance of Trust in Your Customer Value Proposition

In today’s tough selling environment, B2B sales people need to develop trusted relationships with senior executives much faster to open and close high-margin sales... continue reading

Posted on 24 August 2011

Transform Your Sales Process with a Unique Customer Value Proposition

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... continue reading

Posted on 15 August 2011

Lead the Sales Process to Transform Your Selling Performance

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… continue reading

Posted on 9 August 2011

Sales Prospecting: Key Performance Indicators

To nurture existing business and to win new business faster, it’s essential that key account managers and business development professionals approach the right targets. While it’s important to do the necessary research to determine that… continue reading

Posted on 29 July 2011

Key Competencies for Selling During Tough Times

It’s over half way through the year and the economic outlook is still looking very uncertain. Nevertheless, most medium and large companies are starting to realise that they can’t continue to cut costs and batten down the hatches in the hope that… continue reading

Posted on 19 July 2011

Getting Past the Gatekeeper When Cold Calling

It is clear from our sales training courses that cold calling is a key reason why so many people are deterred from pursuing a career in sales. But cold calling is a fundamental part of selling and, if you are just beginning a career in sales, the… continue reading

Posted on 12 July 2011

4 Tips to Improve Your Sales Technique and Selling Performance

How do the top sales people earn so much yet look so relaxed? Well, it’s because they get great results, earn great rewards, develop lasting relationships with their clients, are respected in their industry, and have selling skills that are… continue reading

Posted on 1 July 2011

Objection Handling Tips: Part 3 - Handling and Overcoming Sales Objections

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… continue reading

Posted on 24 June 2011

Objection Handling Tips: Part 2 - Anticipating Sales Objections

No matter how urgent the needs of the buyer, no matter how quickly they want to take the sales process forward and no matter how amazing your solution is, it is certain that your prospect will raise objections during the sales process or, at least… continue reading

Posted on 20 June 2011

Objection Handling Tips: Part 1 - Avoiding Sales Objections

No matter how great you are at getting sales meetings and making your prospect need your solution, you will inevitably encounter challenging buyer objections before closing most of your deals. After all, objections are a natural part of the sales… continue reading

Posted on 14 June 2011

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