Since the beginning of time, storytelling has been the vehicle with which humanity has passed information from generation to generation and this has been well-documented throughout our history. ...More
People often find it very depressing that they never reach their goals or live their dreams because they’re being held back by their own procrastination. ...More
Efficiency and productivity are at the order of the day, while sadly, some of the most valuable features of traditional field sales are getting lost
along the way.
These are powerful lessons that need to be preserved to protect the heart and soul of all sales - Relationships.
“Our humanity gives us the ability to build genuine relationships, one prospect at a time, and if we’re not careful, we will lose that humanity in our endless pursuit of efficiency.”
...More
To succeed in sales, one of the very first principles is designing your business model around a scalable, holistic sales approach. In short, this consists of building on three things: ...More
One of the most common things sellers say is: “Get me in front of the right guy, and I can close them”. Big deal, so could any monkey dressed in a nice suit. That is why the big money in B2B sales is made by those who do actually go out and get in front of the right guy - long before the closing monkeys show up. ...More
If any of the following happened in your last sales review, you will want to keep reading: ...More
This is a fact: The faster you can convert leads into paying customers, the more successful your business. Time is money - but most organisations tend to overlook the sales metric that reveals the most about time and money—sales velocity. ...More
In his bestselling book ‘Spin Selling’, author Neil Rackham says:“Successful salespeople must build up the perceived value of their products or services. The building up of perceived value is probably the single most important selling skill in larger sales…The reason why the customer wouldn’t buy was that she didn’t see enough value to justify so large a decision.” ...More
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