Process & Method

Every sales person must personally 'own' and masterfully execute these 3 things if they are to succeed in high-value, or any form of business-to-business, selling - The Right Narrative, The Right Combinations and The Right Mindset.

Some salespeople when they feel they are not going to get the sale can get into the habit of offering discounts. When you are sold on the value, you won’t be discounting.

Salespeople are being taught to fear cold calling by people who should know better. Much of the advice they offer validates and even spreads a fear of sales interactions.

The only way to discover the truth is to communicate in a way that helps the other person feel comfortable telling you the truth. What you don’t want is for them to think you’re calling just to make the sale.

Become someone people want to buy from, not someone that repels people by spamming them over email and LinkedIn.

The History of Sales Methodologies – the sales profession is one of the oldest ones but where did it all start? Part 1 covers the 1900s -1950s.

If we want to elevate how we influence and sell, to engage at the CEO or the CXO level in an organisation, then we need to talk the language of leadership and it occurs at two levels: Discuss how you can deliver outcomes and manage their risks. Talk about the numbers and the business case, plus how success will be measured.

How do you engage effectively at the CEO level? The very best leaders are focused on delivering results, making a difference, treasuring time, building people, and leaving a legacy. Here are ten rules to honor on your quest to engage successfully.

Strategic selling is about engaging early at the most senior levels and some of these tips can help in that regard. If you're late to the dance, many of these ideas may spark ideas to execute before choosing to simply qualify-out.

A sales master will know that questions, when they are meaningful, relevant, open, intelligent, astute, are the foundation to knowing your customer.