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Turn Your Cold Calls into Hot Sales Meetings

In today’s challenging economic environment, buyers are busier than ever before. They’re working in more complex environments and are under great pressure to succeed in their respective markets. Buying decisions are therefore being taken much… continue reading

Posted on 3 June 2011

5 Tips to Speed Up The B2B Sales Process for SMEs

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… continue reading

Posted on 26 May 2011

How to Succeed in the First 30 Seconds of a Sales Meeting

The first 30 seconds of your first meeting with a senior decision maker has a major impact on the outcome of your appointment. If you’re a Key Account Manager or Director, it can determine your success with the account relationship on an… continue reading

Posted on 23 May 2011

The 10 Critical Selling Skills and Traits of High Earning Sales People

What makes a super sales person? Well, experience from our sales training events suggests that it’s more complex than most people think. There are some critical selling skills and traits that have been around since the dawn of selling. continue reading

Posted on 16 May 2011

Closing in Line with Your Sales Forecasts

According to feedback from senior sales leaders, most business development professionals are comfortable with creating and developing new business opportunities. However, the same feedback also tells us that most business development managers and… continue reading

Posted on 9 May 2011

A Strategy to Improve Your Negotiation Skills

To achieve a win-win position when negotiating with a client, you have to: a) Sell your own position in the context of what drives your client; … and … b) Treat the negotiation as a key element of the sales process - NOT simply as an afterthought. continue reading

Posted on 27 April 2011

Use Consultative Selling Techniques to Win Business Faster

The shift from ‘product selling’ to ‘solution selling’ has brought huge benefits for sales professionals and selling organisations over the past decade. The benefits of this shift include: higher value sales; greater customer… continue reading

Posted on 18 April 2011

The Five Stages to Win Business in a C-Level Exec Meeting

In today’s marketplace, most high value deals start with a powerful consultative sales meeting with a C-Level executive. For many sales people this can be a daunting experience, while others will approach it without enough structure to make the… continue reading

Posted on 30 March 2011

Leading Your Sales Force into the ‘Performance Zone’

Beliefs, whether they are logical or deeply flawed, drive an individual’s attitude and behaviour. As such, they can have far-reaching consequences on a sales fuction’s overall performance. Beliefs such as “Our solution is no… continue reading

Posted on 16 March 2011

Top 10 Motivational Sales Leadership Quotes

Sales people like punchy stories, analogies and quotes because they are action-orientated, quick–minded and visually stimulated individuals. As such, inspirational quotes and stories help them to form a mental picture that stays with them and… continue reading

Posted on 9 March 2011