5 Ways To Boost Results

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It can be difficult for sales leaders to determine when and how to improve sales team performance. There is no overnight remedy; it takes time to achieve measurable results. However, there are activities and behaviours you can put into place within your sales system today to elevate results and quota attainment. I’ve tried to look […]

The Road to Revenue Growth

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I get a lot of people asking me “how do I double our revenue?” And the answer is, there isn’t a quick-fix solution. However, recognizing and focusing on these three core elements will help improve and increase organizational revenue. If we strip out some of the complex ways we can grow revenue, such as new product […]

Top 5 Prospecting Tips

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At a time where both the selling and the buying roles are evolving and seemingly changing by the day, it’s harder to know how to successfully approach and secure prospective clients. This blog will address the subject of prospecting and how to get the best results with these top five tips: ‘Warm them Up’ When […]

Are you prepared?

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Do you know the six Ps of selling? Proper Planning Prevents Pathetically Poor Performance Or something like that. Of course, the same could apply to giving a public talk, conducting a recruitment interview or playing a round of golf but in this post, I want to concentrate on preparing to make a sale. However, in […]

3 Sales Call Tips

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Making sales calls, whether that was over the phone or face to face, was a big part of some of my early roles in the financial services sector. The following tips were ones I found particularly helpful and that seem to have stood the test of time. But have they or am I out of […]

Public Workshop: Strategic Selling

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Strategic Selling® helps organizations and individuals develop comprehensive strategies to win sales opportunities. Participants develop action plans to successfully sell solutions that require approval from multiple decision makers in the customer’s organization. Strategic Selling® provides visibility into sales opportunities, documenting plans with the program’s Blue Sheet. This involves first identifying all key players in the […]

How to Accelerate Sales

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Every sales organization wants more sales and quicker results, but how do we accelerate sales? In an ideal world, we’d have prospects continually contact us, they’d become customers, they’d provide referrals, and revenues would accelerate and increase accordingly. The thing is, we don’t live in an ideal world, so as sales professionals, we have to […]

Presenting to Prospects

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My wife wanted to buy a new phone. The assistant explained that there were three models available on her upgrade plan, pointed at the one he thought was best and said, “So, this one has the Super Retina HD on a 5.8-inch all-screen OLED Multi-Touch HDR display. It has wide color, true tone display which gives […]

How To Maximize Sales Revenue

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Increasing sales is usually the number one focus of business managers, but at a time when sales targets are becoming more and more challenging, customers are becoming more and more sophisticated, and demanding greater and greater value from supply partners, sales people are often being challenged by their Line Managers to ‘maximize sales revenues’, but […]