Each year, B2B sales teams waste countless hours pursuing unwinnable leads, while, at the same time, failing to reach out to qualified buyers. Such an approach is not the most effective use of employee time and company resources. Using the MEDDIC approach to customer acquisition can dramatically improve your sales figures. Also Read: Decoding The […]
The book, The Challenger Sale, was first published less than a decade ago and quickly became the topic of discussion because of its positioning as anti solution selling – a methodology vastly adopted by organisation around the world. Also Read: Using the Agile Sales Methodology to Manage Teams Solution Selling – The Four Essential Steps of […]
Reality check time. Can you start living your best life now? Too many people put off what is truly important to them to one uncertain day in the future. Instead, why don’t we focus on one small change that can bring us closer to our long term goals while also enjoying the here and now. […]
I recently celebrated 10 years of living in Asia. One of the things I love most about being in this region is being surrounded by so many wonderful countries which have their own unique culture. Over the past 10 years, my team and I have had the opportunity to train sales teams across Asia and […]
You might have heard ‘Your network is your net worth’, but are you actually doing anything about it? When was the last time you went to a networking event to expand your network or built stronger relationships with your existing connections? What are you going to do now to expand your network? Also Read: […]
If you want to connect with buyers in a B2B space, LinkedIn is where it’s at. While in Dubai I met up with my friend and fellow LinkedIn advocate Natalia to share the 5.1 LinkedIn tips you need to be doing to succeed on LinkedIn and generate leads for your business. Stay till the […]
The way people are buying, the people who are doing the selling and the typical sales process are all changing. With these changes some sales managers have been adopting the Agile sales methodology. While this particular methodology is not an entirely new approach to management, it’s rather a recent import into the world of sales. Also Read: […]
While in Dubai recently I met up with my friend Anreea Zoia a TV Host, Speaker, ex-model and Confidence Coach to discuss how women in sales can become more confident. Here are 5 tips for all of the women out there in the spirit of International Women’s Day. Having confidence in sales is so critical, […]
Too many sales professionals think they need to do all of the talking when meeting with prospects. They tell them everything about their product or service. They dominate the conversation, leaving little time for the prospect to share anything about themselves or what they’re looking for. The end result is usually the sales person talking […]
Implementing a sales training programme can be one of the best investments a company can make in a sales team. When done right, closing rates and the average amount per sale can be drastically increased, resulting an excellent return on investment. Yet too many companies don’t know what to look for in a sales training […]
