Language is powerful, by its skilful use you control and influence the discussion, which influences the relationship and ultimately the business results. There’s a direct line between these three elements. If you’re in a sales, then language is the primary tool of your trade. Therefore, it behoves you to continually improve your use of this … 
Today customers are finding you before you find them. The increased importance of inbound sales marketing methods is clear to see. However, who is the first person to respond to an inbound sales inquiry? Normally, your internal sales team or customer service department handle these calls and emails. They have a unique opportunity to capture …
“Why don’t more of our new recruits become real top producers?” “We always seem to be re-hiring for the same positions!” Does this sound familiar? Retaining current talent and attracting new talent has a massive impact on business success. I’d like to make a case that for every time a sales person leaves it cost …
Recent research has found that only 20% of customer sales information is being recorded in a company’s CRM system. This seems like a shocking statistic when you consider that senior management is relying on this information to enable them to make major decisions. To illustrate: Can you imagine looking at a painting where only 20% …
Today I want to share with you my top tips to ensure you are aligned with clients in your meetings and you are always moving forward to the next step. Too often I see sales people starting meetings with prospects without sharing or agreeing an agenda. The conversation is left to drift in any direction …
Motivation is a fragile thing one minute it’s there the next it’s gone! Disappearing like the Spring morning mist. If you are a sales manager maintaining your team’s level of motivation is a key priority. You know how important it is to them achieving top sales results. However, here’s the challenge, you are under pressure …
