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Process & Method

The sales process are the steps you take to make a sale from start to completion. A sales methodology is how you sell and reflects who you are as a business in order to drive sales. Examples of sales methodologies include SPIN, Solution, Conceptual and Inbound.

Online meetings

9 Strategies To Improve Online Sales Meetings And Close More Deals

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

9 Enormous Mistakes Salespeople Make and Their Causes

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.
Connection

How Customer-Centric Is Your Value Proposition?

Sales and marketing people have been bandying around terms like Value Propositions, Unique Selling Proposition, Unique Value Propositions for decades. But, unfortunately, they still mean different things to different people. And they have been misused for too long.
Silence

The Rise Of The Silent Sales Floor​ Is Killing Business

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.
Objection 3

Is Pre-empting An Objection, Genius Or Insanity?

Part of the sales challenge is to uncover objections, so you can try to dispel them. Raising objections on behalf of your prospects is either insanity or genius.
Scripting

Sales Scripting: Get A ‘Yes’ In 7 Easy Steps

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.
Language

Engaging The CEO (PART 3): Language Of The C-Level Executive

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.
Lucky

21 Sales Myths Busted

Don't get siloed with who you know, network trade shows, online groups and always be connected around shared interests. Trust me - go do the research.
MeetingsMeetings

5 Steps To Master Sales Meetings

Your first conversation is a make-or-break situation. If you do well, you’re given an opportunity to advance the buying process. Here are 5 critical steps to master sales meetings.