Category Archives: Sales Results

Customers are in control of the buying process

In December 2012, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. This month we are focusing on the Sales Trend “Customers in control of the buying process”. It is good practice for salespeople to control the sales process. At least that is the conventional wisdom driving the way […]

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Questions deliver answers. What questions deliver sales?

enlightened-sales-person

It is well known that questions deliver answers.  The real question in sales is ‘What questions deliver sales results?’  Asking questions and listening are at the heart of any effective selling situation.  Questioning and listening are critical; without them you have salespeople conducting monologues to an audience of bored, disengaged, frustrated customers.  Any self-respecting sales […]

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Are your invisible sales managers losing you sales?

The number one priority for any sales manager is to lead and drive the effective sales performance of their sales team.  The only way a sales manager can achieve this is by being AVAILABLE and RESPONSIVE to his/her sales team.  What does this actually mean in real world terms? This means getting out from behind […]

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Hot bath turned cold – ditch the Rah Rah

Have you ever heard the expression “Hot bath turned cold’? Perhaps not, however if you have been involved in the sales training industry or sales management it is a term that is synonymous with the quick, sheep dip, Rah Rah motivational sessions that business leaders and sales managers run for their sales people in the […]

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Are you wasting valuable selling time?

When we employ salespeople we expect somehow that they will be selling nearly 100% of the time, however the truth is most salespeople are lucky if they get to sell 40% of the time. What we mean by this is that many salespeople spend more time in administrative non selling duties and travel than actually […]

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Customer Satisfaction & Retention Booster

It is five to ten times easier to keep a customer we have than to get a new one – so taking customer satisfaction and retention seriously should be serious business. We already have the most powerful marketing tool to boost customer satisfaction and increase customer retention, as well as improve employee morale and develop […]

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5 questions every Sales Manager should answer

Most sales managers know the basics about their sales team and the selling process used in their organisation. They know which salespeople are their top, mid and bottom range performers; they know how long a deal takes to come to fruition, the length of the sales cycle, the dollar value of the average deal, and […]

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Would You Listen to You?

feedback system

Many sales people, especially those new to sales, often take it personally when a prospect says ‘NO’ and fail to persist with their prospecting efforts while others turn prospecting into stalking not knowing how to engage a prospect effectively. Either way, these people are failing to favourably and persistently position themselves with prospects thus limiting […]

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Recognition or Praise?

Sales managers are being told to do more with less, to work smarter to get peak performance from their sales teams, despite increasingly limited resources. As tough as it is, there is one tool in the sales manager’s portfolio that is never in short supply – Praise! Yet for some reason, many sales managers find […]

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What’s influencing your customers’ buying decisions?

shopping cart with question mark

Product demand and brand scores are down and the reasons are tough to manage. There are a multitude of factors influencing buyers, some are within our control and many are not. Factors such as bad experiences with retailers and intermediaries, mediocre service levels, the increasing number of competitors with similar products and brands, cheaper pricing […]

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