The essential sales skills all sales professionals, business development representatives and agents need to start implementing.
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 […]
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 […]
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 […]
Coaching a High Performance Sales Team It wasn’t the first time. I was speaking at the World Coaching Congress in Mumbai about the best ways to lead a high performance sales team. When quoting Socrates who said, “I cannot teach anybody anything, I can only make them think”, there were some skeptical looks in the […]
Why Even Veterans In Sales Need To Keep Learning! This really gets me fired up. What do you think? Do you think if you’ve been in sales for 12 years there’s nothing left to learn? Here’s why we need to keep on learning even if we’ve been in the business for years. The ‘I know […]
Be a Lifelong Learner If you are not willing to learn, no one can help you. If you are determined to learn, no one can stop you. We have to be lifelong learners. Learning never ends. Things change, there are new regulations, compliance, tax laws, things keep changing. So we always have to be at […]
Questioning Cheat Sheet: 10 Questions To Move A Sale Forward Here’s my questioning cheat sheet to help you move the sale forward. By asking your prospect the right questions, you can find out exactly what they’re looking for and what’s in the way of them saying ‘yes’. These questions will help move them down the […]
The Qualities of the Great Sales Professional Do you have the qualities of a great sales professional? What other qualities make a great sales professional? These are the qualities that would make a great sales professional: 1. Mindset Can take rejection after rejection and instead of getting discouraged, focuses on how to get the next one […]
