Sales people know they won’t close a deal if they can’t make the connection between their solutions and a high-value outcome. Yet, according to research conducted by Forrester, executive buyers…
Five Ways to Stop Talking Past the Close
Have you ever caught your reps doing this? They deliver a great presentation, think that your prospect is with them, but then they just keep on pitching. Or, they get…
Don’t Hang Up
Because you only have a few precious seconds to make a connection and establish interest, you’d better have a good opening prepared in advance. Besides being very busy, your prospects…
A Knowledge Network
The old adage, ‘It’s not what you know, but who you know.’ doesn’t quite hold the weight it once used to. What you know is quickly becoming the way you…
Make a Commitment to Your Future Self
A century ago, infectious disease was the biggest killer. Today, the cause of most chronic illnesses is lifestyle choices (lack of exercise, smoking, poor diet, too much alcohol). We know what’s…
Red Flag It
Specific Sales Solutions In alignment with the suggestions above, here are three specific sales solutions that you can adapt and implement to immediately make your inside sales team more effective.…
Creating Value is Key
Vital stats Ken Loubser, 44 Designation: Executive head of sales Company: Intervate Sales Team: A team of 11 sales people, eight in Johannesburg and three in Cape Tow Career Summary: Loubser holds…
Techniques to Make Your Sales Training More Effective
According to CEOInsights.com, over 48% of inside sales companies surveyed reported that they missed their monthly revenue goals more times in a 12-month cycle than they reached them. Other sales…
Sales Team Compensation
Getting the most out of your sales team is vital if you are going to achieve your company's full potential. But it is not always easy. Sales people operate in…
Checklist: Before You Make That Big Decision
1. Check for Self-interested Biases Is there any reason to suspect the team making the recommendation of errors motivated by self-interest? Review the proposal with extra care, especially for over-optimism.…