Sales Blog

Many sales professionals in ICT (information and communications technology), struggle with translating features to benefits. As broadband champions and integrated information and communications providers, they have really cool technological products and services, but they struggle describing the features – and more importantly, the benefits – to their customers. They find themselves using technical language like CPE, EPE, […]

8 Golden Rules to Consultative Selling from Tom Abbott, CSP The 8 golden rules to consultative selling success. What to do and what not to do when it comes to solution selling. Also Read: Sales Infographics – From Motivation to Strategy Motivational Sales Quote Images for Sales Professionals Sales Training Slide Decks Rule #1: Know […]

4 Steps to Consultative Selling Success, how to incorporate solution selling into your sales process. Step 1. Know everything about your product. Step 2. Have a clear roadmap of your sales process Step 3. Ask questions to uncover problems Step 4. Sell solutions – not products Hey everyone, it’s Tom Abbott here. Founder of Soco […]

How To Get The Best ROI From Training from Tom Abbott, CSP ROI means return on investment. It is a metric to measure the performance of the investment. It measured by dividing the benefits by the cost. In this article, we discussing how to measure sales training ROI. So, this leads us to a powerful […]

Here’s a startling statistic: When you’re cold-calling, you may have to make an average of eight calls to an organisation before you’ll get through to the right person. Now, I don’t know about you, but that doesn’t sound good to me. That’s why people hate cold calls, because they’re cold. In order to get past […]

Based on a study done by Social Media Examiner, the vast majority of companies believe that social media is clearly benefiting different stages of their sales funnel. 92% say social media has increased exposure, 66% have generated leads through social media, 58% have more business partnerships and 50% see improved sales. Even though companies may be […]

Most people use social media solely as a broadcasting tool. They forget the fundamentals of sales. You should be listening 80% of the time, asking questions 10% of the time and “selling” only 10% of the time. Social media is a noisy place, so instead of competing to see who can broadcast the loudest, try […]

How To Find Your Target Audience On Social Media from Tom Abbott, CSP Are you looking to reach a large number of your ideal target customer on social media? Want to learn how to increase sales using digital marketing, internet marketing, online marketing and social media marketing? Learn the 3 rules essential to social selling […]

What’s your favorite sales movie? I’ve been asked that question a lot so I decided to compile a list of the top sales movies of all time. To make the list, movies had to meet the following two criteria. First, they told a great story with great performances. Second, they were a realistic portrayal (the […]