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Searching for potential customers, clients, or buyers is essential to acquire revenue that will keep your business operations up and running. For a prospect to become an actual customer, a sales representative needs to have the proper skills, effective strategy,…
From over 30 years of sales management consulting and training experience in the Australian market – across many industry types and market sectors, the concept of ‘sales strategy’ – either thought, taught or applied is weak or non – existent.…
You’re probably aware of this and may or may not have been guilty of this, but most sales reps use tactical approaches in selling. Their aim is generally to get a commitment to buy even when buying may not be…
Unlike engineering or accounting, selling is not a black and white profession. Often decisions are made on feelings and emotions rather than logic and statistics, and those feelings and emotions can change in a second! Top salespeople have some understanding…
Selling is not a cut-and-dried job. You need to have some understanding of what makes people tick, what motivates them, what makes them prefer certain things over others and why they buy the way they do in the first place. …
Keeping an engaged and enthusiastic sales team is the key to achieve high sales team performance – and one that requires balance as well. On the one hand, focusing too much on hard targets can lead to your salespeople getting…
The number of marketers using hype to sell is incredibly high. They are all over the place – from email and SMS to Facebook and even more so offline. The reason for this is that many business people believe that…
How does a business become successful? Is it about the quality of the product or service? The customer experience? The convenience? The local need? Building a successful company is about all of those things – but it all really comes…
Sales people engage in self-limiting behaviour all the time. Selling is a head game; if your head isn’t in the game, you might be struggling to hit the numbers. We work with sales executives, managers and business owners who often…
There are too many sales reps and managers who think their products will sell themselves. They think that having tons of followers on social media, cutting-edge marketing tools, and the extensive network is enough to bring in customers into their…