Blogs
“Sales stack” is jargon for the technology/software salespeople need to do their jobs and communicate effectively with prospects. Having the right tools in your stack is the best way to support your reps so that they can do their best work. To determine what you need in your stack, start by looking at your sales
Sales management is one of the most difficult jobs out there. Your responsibilities span the organisation — along with the VP or director of sales, you’re working with people in Product, Marketing, HR, and so on. Most importantly, managers are responsible for the individual and collective success of their salespeople. Rallying team members to hit
How Sales Enablement helps both Sales & Marketing Deliver When marketing teams and sales organisations work well together, they provide valuable insights for each team to support each other. Which content strategies are really working to attract prospects and leads? What message should the sales team be using to best represent the product or service?
As a regular traveller between the UK and Europe for a number of years, I’ve often had conversations about how direct speaking Europeans are and how that can often be construed as aggressive or rude. Questions are some of the most valuable tools in a salesperson’s arsenal. With a well-crafted inquiry, they can open their prospect’s mind to
We’re in the fourth quarter! What shifts do you need to make to achieve your Q4 goals? You have much less time than you think. Some quick ideas for you….. Reorganise. Get very clear and specific about your Q4 top priorities–the true business results or outcomes you want. Accept that “everything” can’t be done. Your
5 Ways Losing a Deal Can Make You Into a Better Salesperson Sales can feel like a rollercoaster sometimes. One minute you’re on top of the world, feeling confident because everything is going perfectly and deals are closing left and right, and the next minute you’re at rock bottom, everything is falling apart and your
6 Steps to Producing Quantified Value Propositions in B2B Having recently attended a webinar hosted by the APS, Association of Professional Sales, I thought to share their 6 Steps to producing Quantified Value Propositions in Business to Business. Research from around the world in many different industries, including practical experience of both buying and selling products
10 Ways You’re Undermining Your Chances of Closing Throughout the Sales Process Salespeople frequently undermine their own chance of closing throughout and winning sales when they allow value leaks™ to creep into their sales process. A value leak occurs every time your email, proposal, word choice, presentation, or body language diminishes the perceived value of your
8 Ways to Help Your Sales Team Hit Their Numbers Some people compare being in sales team management to herding cats. In reality, it’s more like herding highly-caffeinated squirrels who run around hiding deals in their cheeks like acorns. Nervously scampering around the office like it’s a suburban backyard. Sales team management can be hard.
A lot of factors come into play in the creation and sustainability of a successful business. Your idea, your business plan, your strategy, your team, your location, your contacts, your salesmanship, and the relationships that you build, all play a part in making your business successful. All these things have a level of importance in