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  • Thursday 30th November, Ricoh Arena

sales

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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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Hales on Sales: 8 Sales Trends That will Drive Success in 2017

Abraham Lincoln once said: ‘If I had nine hours to chop down a tree, I would spend the first six sharpening my axe.’

Funnily enough, despite living in a culture of change, this sentiment remains as true today as it was in the 19th Century, even if axe-sharpening has moved on!

Preparedness is key to success. The New Year is coming. Everyone is looking forward to starting anew. Many are happy that 2016 is almost over for numerous reasons, but that’s another story!

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What Sales Metrics Should You Track?

"What gets measured gets managed."

– Peter Drucker

Only when you have a good sense of what's going on in your organization can you decide which buttons to push to make the greatest improvements. Even small efforts to track key sales metrics can quickly drive better results.

Yet many organizations fail on this account. In their recent benchmark report, Hubspot found that 74% of companies who were falling short of their goals weren't tracking their lead or sales opportunity numbers.1

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10 Ways to Improve Your Networking Skills

Much of sales is about making connections.

To build your pipeline and reach potential buyers you wouldn't normally get access to, it's essential to always be expanding your network. Here are some tips to help you improve your networking skills.

1. Take a close look at the network and resources that you already have in place. Don't overlook the hidden potential that is all around you. Creating new opportunities from pre-existing ones is the most elemental of networking skills.

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4 Ways to Respond When a Buyer Says, 'We Already Work With Your Competitor'

Here's the situation: You get an introductory conversation with a great buyer—someone who fits your target profile to a T.

Not long into the conversation, however, the buyer says, "We already work with one of your competitors to do this."

What do you do next?

If you're like many sellers, you politely say, "Thanks for your time. I understand, and it was nice meeting you." And you move on to the next buyer, marking this one as a "no" because they're not going to buy right away.

Stop right there.

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How a Little (Friendly) Competition Can Drive your Sales Team

My 5th grade teacher used to tally how many perfect scores each student earned during the six-week grading period on a wall-sized chart behind her desk. This was my competition awakening; the first time I consciously compared myself with others and knew that all I wanted was to have more 100s than everyone else.

I’m not sure if this classroom ritual would fly in today’s world (it likely shouldn’t have then), but I do know that this early introduction to competition was fundamental in shaping my life and work ethic. 

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