Process & Method Archives

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.

The Rise Of The Silent Sales Floor Is Killing Business

Business development 0

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.

10 Costly Mistakes In Sales Engagement

Presenting & Objections 0

No business should rest on its laurels, there is always room for improvement. Real leaders are not afraid to admit they don't know something and that they can always learn something new.

Telephone Sales Techniques For Success (Part 3): 18 ‘On-The-Call’ Actions

Presenting & Objections 0

You’ve prepared extensively for the coming call. You’re in the right mindset, and you know everything possible about your client. Here’s 18 tips on what to do when you pick up the phone.

Networking At A Conference – How To!

Business development 0

After 10 years in running EVENTS, Trade Shows and Entertainment, people always said the same thing to me, that the networking was the best part of the event, it didn't matter how much technology or free drinks we put on, business people always love to chat.

Discounting Erodes Trust

Negotiation & Closing 0

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.

Why Do The Hottest Deals Go Cold?

Negotiation & Closing 0

Closing the sale is a make-or-break moment for every salesperson. It’s the culmination of weeks or months of blood, sweat and tears and determines whether all that effort was really worthwhile or not.

9 Strategies To Improve Online Sales Meetings And Close More Deals

Presenting & Objections 0

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

5 Strategies For Smarter Sales Targeting

Prospecting & Leads 0

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.

21 Sales Myths Busted

Process & Method 0

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.

How Customer-Centric Is Your Value Proposition?

Prospecting & Leads 0

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.