Process & Method

Only managing the volume of a salesperson's pipeline is not always the best approach. If we have too strong a focus on driving these volume numbers, we risk sellers, either consciously or unconsciously, loading the number of deals to meet those metrics whether they be real deals or not, or whether they have the time to develop those deals or not.

The goal is to win business and do it with the least amount of time, effort and energy. The goal is NOT to provide lots of people with pricing and written solution plans.

Recently I found that there has been a change in the way many are approaching 'LinkedIn'. Have you noticed it? It's like a disease — mindless, endless connection requests of no value.

Sales scripting is basically the process of transcribing your sales call – from questions and jokes, through to stories and how you close the sale. A carefully crafted sales script allows you to take control of the sales process – and this means far less is left to chance.

67 per cent of salespeople do not achieve their sales targets. Thanks to the internet, buyers now have more information available to them than ever before. This easy access to knowledge is putting sales reps into a weak position, as it empowers buyers to take charge of the sales process.

Selling isn’t easy under the very best of circumstances. There are things you can do to make it much more challenging without intending to. Here are nine mistakes salespeople make and their root causes.

ABM is a long term, coordinated approach to marketing and sales, not a tactic, campaign or a sales method. The statistics on ABM success can’t be ignored but it may not be for every organisation.

The biggest secret to winning business is to ask for the business and the biggest choke-hold to asking, running in parallel, is fear.

So much sales and marketing energy is wasted on people and mediums that are never going to provide a return for your time, effort and energy.

There’s great triumph in nailing an online meeting. It sets you apart from competitors, deepens credibility, crystallises value and builds relationships.