Since the start of the pandemic the salespeople I’ve helped who have applied the following tips have created more substantive business opportunities and healthy pipelines for 2021. Positive Mindset – Having the belief and self-talk that you are helping and offering value to others, rather than “selling” and being intrusive during hard times, is the … 
During the first lockdown we pushed through and dealt with unprecedented circumstances. This was a flight or fight response driven on adrenaline and we did a great job of adjusting and holding things together at work and home. But now most people are feeling the fatigue that this adrenaline approach creates. So, what should be …
The unprecedented changes to our lives and work in 2020 have created new challenges never experienced before. Technological barriers have shattered, causing millions of us to alter our beliefs about what is possible working virtually. As 3-4 times the amount of people could be working from home in 2021 and post-pandemic it begs the questions: …
How can you leverage the power of social media on a daily basis? With so many potential contacts, leads and content available it’s no wonder salespeople sometimes feel overwhelmed. So, let’s look at some practical tips to organise your activities and maximise results all with just a few minutes a day. Check Twitter Lists – …
If you’ve been in sales over the last six months you’ll know getting quality virtual sales meetings is challenging. Plus, now the ‘honeymoon’ period is over, just asking for a quick catch up is no longer going to excite your audience. Here are some ideas on how you can get greater acceptance of your meeting …
Gaining engagement and trust during virtual meetings is challenging. You can’t read the room as you can in a face to face situation. Here are some tips to ensure you drive value into all your virtual meetings. Preparation before meetings is vital, but don’t fall into the trap of being so focused on delivering your …
With so many web meetings, ensuring customer engagement has become a priority. Working virtually provides you with the opportunity to use sales content more effectively and imaginatively than you did previously in a face to face meetings. Here are some guidelines to help you create real engagement from your sales content. Seamless demos and presentations …
The hidden barrier to increasing sales is not the economy, your customer’s budget, or the pandemic. It’s much closer to home, it’s the weariness and unease that stop you from taking action. As a sales leader you need to reset your mindset daily to focus on the opportunities for growth. Many are right under your …
Coaching is the number one management activity proven to accelerate growth. The uncomfortable truth is, sales mangers frequently miss out on receiving professional development in this area. An incorrect assumption is made that because they are good at sales, they will automatically be qualified to coach others. The two roles are very different and require …
Are you or your team converting 30% or less of your sales opportunities? Simple changes to the way you manage your sales opportunities could be the answer to rapid improvement, without extra work or stress. Sound too good to be true? Read on… One reason that conversion rates are typically so low is because sales …
