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Clients Need Solutions but Salespeople are Struggling to Sell. Why?
11 Oct
When you’re faced with a problem and provided with a solution, it would be silly not to take it. This is the reality of selling; clients need solutions and salespeople are offering them, but no one is buying. Why?
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Sales Leaders, Where Does Your Focus Lie When Coaching Your Team?
27 Sep
As a Sales Leader, you have a tough job. You are responsible for the success of the sales department and, if you notice that your sales team is not selling as much as they should be, that can be frustrating.
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How to Qualify Each Sales Opportunity
14 Aug
Today more than ever, we need to pay particular attention to how our sales team and we spend our time. The cost of sales and the lost opportunity costs are significant for most organisations.
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6 Sales Force Development Rules to Achieve More with Less
3 Aug
How can your sales force achieve more? Why do some fail? What can be done to turn on your sales machine?
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How to Handle Price Objections- The Do’s and Do Not’s
27 Jul
Price is relative to business problems.
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Analysing Your Sales Process & Finding the Solution
24 Jul
Let’s delve into ‘your’ sales performance.
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Outcomes not Features and Benefits
11 Jun
STOP. Feature and Benefits selling - this is old school and so focused on you, your product/service NOT them - their real problems, their motivations, their desires and their needs to get outcomes ROI.
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The Secrets Of Influence
9 Jun
This is from a story about Pre Suasion or as we like to call it Pre Framing on the LA Times - worth a read.

If you want to influence people don't try to persuade them. Use ‘pre-suasion’ instead.
 
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Beware: The Top 5 Closing Challenges that are Killing Your Sales
8 Mar
There are thousands of ways to kill a sale. Let me break it down.
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10 Tips to Drive Your Sales Performance Every Week
8 Mar
Help, my sales team has lost their energy and focus! Come and motivate my team, please!
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5 Perspectives You Must Know Before You Start Prospecting
22 Feb
It's always a big mistake to "show up and throw up" especially in sales when prospecting.
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The Common Link When Salespeople Are Missing Quota
24 Jan
Salespeople are slipping up, by now it’s no secret that more and more salespeople are failing to meet quota each year.
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The Four Most Dangerous Phrases a Prospect Can Say
17 Jan
By observing minute triggers, tell-tale signs and verbal and non-verbal expressions, you can divulge a tremendous amount of information about what’s really happening in the room.
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Don’t Freeze on the Phone - Mastering Cold Calls
25 Oct '16
In 2007 it took an average of 3.68 cold call attempts to reach a prospect. Today it takes 8 attempts, FACT.
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Revealed - The Five Reasons Your Sales Team is Struggling
4 Oct '16
During the boom time, your salespeople pretty much just had to have a pulse to secure a sale. The boom time is now over.
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LATEST BLOGS

Clients Need Solutions but Salespeople are Struggling to Sell. Why?
11 Oct
When you’re faced with a problem and provided with a solution, it would be silly not to take it. This is the reality of selling; clients need solutions and salespeople are offering them, but no one is buying. Why?
read more
Sales Leaders, Where Does Your Focus Lie When Coaching Your Team?
27 Sep
As a Sales Leader, you have a tough job. You are responsible for the success of the sales department and, if you notice that your sales team is not selling as much as they should be, that can be frustrating.
read more
The Dangers of Recruiting the 'Great Sales Guy'
23 Aug
Many people believe that their business is different because people don't know that they need what they are selling.
read more