Sales people spend much of their day on the road. Daily route planning and optimisation ensures that they can make better, more efficient use of their time. This not only…
Double Lead Qualification with More Calls & Faster Responses
Cold calls are the worst. It’s the same formula every time: An unsolicited call from a breathless sales person just praying you spare him 10 or 15 seconds to spill…
The Secrets to Unleashing a Person’s Potential
The book The Weekly Coaching Conversation: A Business Fable About Taking Your Team's Performance and Your Career to the Next Level, by Brian Souza Where do you start? Understanding how…
The Lies Your Mind Tells You
The mind is a wonderful thing. It’s also a complete liar that constantly tries to convince us not to take actions we know are good for us, and stops many…
The Secret to Organisational and Personal Progress
The Statistician J.D. (Dave) Power is often referred to as the high priest of customer satisfaction. The company name of J.D. Power and Associates is well known for its high profile…
Today, Sales is Everyone’s Job
Vital stats Neil Fraser: Group Sales Director, Tsogo Sun Sales team size and distribution: A team of around 80 sales people spread throughout South Africa, the rest of Africa, the…
What Top Sales Teams Have in Common
What separates high-performing sales organisations from average and under-performing sales organisations? In order to answer this question, I recently conducted an extensive 42-part survey with 786 sales professionals. Participants were…
Use Better Tie Downs
You’ve probably heard that nothing identifies you more as a sales person than using the worn out greeting, ‘How are you today?’ right? Prospects know immediately who is calling and…
6 Sales Negotiation Secrets of Professional Buyers
Professional buyers are just that because they know how to negotiate. Below are six common techniques buyers use when they are looking to take advantage of a sales person. Buyers…
Precision is The Key When it Comes to Better Bargaining
During the 2013 summer transfer period, English soccer club Arsenal FC offered to buy the Uruguayan striker Luis Suarez from its Premier League rival Liverpool FC for the sum of…