Sales & Business Development Blog

Read our insights on sales and business development

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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 ...

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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 m...

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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...

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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 includ...

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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 w...

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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 ...

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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 ...

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Making Your Sales Training Really Stick!

Companies of all sizes spend a small (and often not-so-small) fortune on sales training every year to assess, develop and, more recently, accredit the selling skills of their people. Six months after implement...

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To Get the Next Job, Develop New Selling Skills and Use Them to Sell Yourself!

This year is going to be an interesting year. The economic outlook suggests that the number of new job vacancies and promotions will reach an all time low. But the good news is that a successful set of selling ...