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  • Thursday 30th November, Ricoh Arena

sales

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5 Difficult Questions You Should Be Asking Your Prospects

When I ask my sales manager clients " what’s the biggest issue you struggle with in your sales teams ? ", the answer is mostly different from what you’d expect. Once we dig beneath the surface, as it turns out, many of their sellers are not suffering from not enough opportunities, but from having too many.

Sound counterintuitive ? Luxury problem ?

Think again. According to IT Marketing World, - Up to 60% of deals in sales pipelines are currently not being lost to the competition, but are being lost to the status quo – the do nothing buyer.”

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How Sales Leaders Can Hire and Retain the Top Sales Reps

In any profession, top performers are hard to come by. But unlike any other profession, salespeople have a directly attributable effect on a company’s revenue. Of course, this also applies to when sales reps leave. The Center for Sales Leadership at DePaul University found that the average time for SMBs to replace a sales rep ranges between 3.7 months to 5.4 months, and the average cost per turnover is $97,690.

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Why Cold Emails Are Just Cold Calls in Disguise

Most of us have felt the frustration of getting a cold-call from a sales rep, or worse: a robo-call from an automated machine. Nowadays, it’s rare for businesses to engage in such selling practices, for two main reasons:

1.       They rarely work.

2.       This spammy approach often alienates more potential consumers than it converts to customers.

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6 Essential Rules of Sales Negotiation

When watching sellers negotiate, perhaps the easiest things to see are the mistakes. Having now spent two decades studying sales negotiation, observing negotiations, and coaching and training sellers to negotiate, we've distilled the common areas that the best sales negotiators consistently get right.

Here are the six essential rules of sales negotiation:

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5 Sales Strategies for When Buyers Go Cold

After three months of talking and promises of moving forward, your fully qualified, enthusiastic champion is ready to pull the trigger. You send them a proposal and…silence.

It's frustrating when buyers go cold. Whether late in the process or after one good meeting, most sellers at least want to hear, "No," or, "Here's what happened," or, "I'm still interested, but something happened…"

Unfortunately, sellers often don't get the high sign from buyers, just the cold shoulder.

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5 Common Sales Coaching Mistakes You Should Avoid

It doesn’t take a sports fanatic to know that a good coach is an invaluable asset.

Just look at the NFL, America’s most popular professional sports league, where the average NFL coach makes $3.25 million a year with two coaches topping the list at $8 million a year.

The same goes for college athletics where 71 of the 128 Division I football coaches (55 percent) make north of seven figures a season. 

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