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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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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.
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Why Your Sales Commission-Bonus Plan is a Waste of Money
21 Aug
Let me start by asking, can you name 5 Core Competencies of a great salesperson?
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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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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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9 Rules You Must Read First to Successfully Building Your Sales Culture
25 May
There’s a wonderful Dan Pink book called, ‘To Sell Is Human,’ in which he indicates that more than 40% of our professional time is spent selling. 40%!
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Five Steps to Changing Salesperson Behaviours Using Psychology
9 Apr
If you’ve ever found yourself vowing to a New Year’s resolution, you’ll know first-hand how challenging it can be to change a behaviour.
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But I’m a Sales Manager, I Should Know This Stuff…
2 Apr
"Well I'm a sales manager, so I should know this stuff..."
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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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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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Welcome to SG Partners
10 Jan
Managing Director Michael Lang talks about SG Partners, it's beginnings and how we can help you and your team TODAY.
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Recruiting 50 years old and insanity
19 Jan '16
I went to a 50th birthday the other night and I looking around around the crowd, I felt sad, sad because they were doing what they were always do ...
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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