Sales Training ROI – 7 Reasons Why Sales Training Works

Sales Training ROI – 7 Reasons Why Sales Training Works   This article comes with a disclaimer as whatever I write in this piece, you the reader may no doubt think, “Well you would say that, you are a sales trainer” and the answer is yes, you are right.  I am going to say it,… Read More



Sales Managers – Is Your Sales Team Firing Blanks?

Sales Managers – Is Your Sales Team Firing Blanks? How is your sales team performing? Firing on all four cylinders? Cooking on gas? All of them? Using the old 80/20 rule it can often observed that 80% of sales come from 20% of the sales team.  This can fluctuate however it is the case that… Read More



Sales – Time Wasters.  Stop Chasing Shadows

Sales – Time Wasters.  Stop Chasing Shadows Here is the situation, you call a client, they sound interested, they talk a good game, they do lots of nodding, say lots of yes’s, and they go as far as to almost book or buy from you, and then nothing. You have read all the blogs about… Read More



7 Phrases You Should Never Say to a Customer

7 Phrases You Should Never Say to a Customer   There are just some words that get people annoyed.  Words that just bug us or leave feeling a certain way. I have some words that really make me feel uncomfortable. Moist is one, soiled is another. We live in a world where things can go… Read More



Do You Need Sales Incentive Inspiration? Here are some ideas.

Sales Incentive Exercises to make Great Sales People Even Better. Have you got a totally committed and amazing sales team? Do your sales people just love the hunt for new business or the chance to maximise growth from their existing clients? Would you like to help them get even better? Yes Yes Yes I hear… Read More



Sales – 7 Examples of When it is OK to Tell the Client What to do.

When is it OK to tell a client what to do? Sales process traditionally is a game of two halves.  The first is the ‘finding out phase’ where sales people go about asking specific questions to the client in order to find out the needs, wants, problems and the like. The second is the ‘showing… Read More



How to Put Together a Simple Sales Proposal

How do I put together a simple sales proposal? Sales proposals are an essential part of the sales toolkit that can really reinforce the sales offering and close the sale.  I see lots of sales proposals that actually are not sales proposals at all; they are actually either a quote for services or a deck… Read More



How to Make New Year Sales Calls More Meaningful.

The first few days back from Christmas can be a bit of a challenge, the office is buzzing with “How was your Christmas?” or “Happy New Year” and people happily swapping stories of their festive celebrations. All quite lovely. As lovely as this is, these conversations can also be prevalent when calling clients or meeting… Read More