Process & Method

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.

Mastering video conferencing opens up all sorts of opportunities. It puts us ahead of those that only use the telephone. ‘Seeing’ a client makes it easier to build rapport, engage eye-to-eye, ‘showcase’ our wares and gauge reactions.

LinkedIn is not a social media platform that rests on its laurels. It's regularly rolling out changes to the way it operates, and the way it processes our information, keeping up with those changes can be a challenge for all but the most diligent.

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.

Business Development is a skill that all salespeople need to have. It should be natural and organic to grow the business, find new clients, expand the offering to current clients.

On what basis CEOs engage with seller?

Finding new opportunities and creating them are two different outcomes. Creating new opportunities requires a different approach. If you aspire to be a trusted advisor, you need to demonstrate why and how.

The focus of your efforts is about being the authority, being prepared and being professional the whole way through – not just pushing to meet with the ‘person behind’.

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.

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.