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What is Value-based selling?
You’ll probably have a very accurate idea about what your business costs you. The bricks and mortar (or your desk, laptop, printer and supply of chocolate Hob Nobs) Your people – either on your payroll…
How to use questions to improve the skills of your sales team
You’re busy, it’s been a long day and another sales-person is asking for guidance or help. Is answering your sales team’s questions a good thing to do or not? And what’s the alternative? Does it save…
How to get sales recruitment right
How to create an effective sales recruitment process to bring a new salesperson into your business. Be certain what kind of salesperson you want. There are different types, and they require a different mix of…
How to be an effective sales manager
Being a sales manager requires effort. It means joining the dots between your business strategy, sales plan and sales activity. It means knowing which sales goals to aim for, and which sales people to recruit.…
Acquiring new business
Two key measures that relate to customers are cost of acquisition and customer lifetime value. The first a measure of the total cost of attracting and converting new business. The second a measure of how…
Overcoming sales objections
Sales objections aren’t always what they seem. A lack of immediate agreement to buy does not automatically mean “No”. It might mean “I have another question you’ve not answered yet” Learning to embrace sales objections…
How do I develop the sales skills of my team?
The shape of your sales team and the mix of sales skills needed must reflect your business and the clients you serve. Where and how you invest in developing your salespeople will also be unique…
How do I recruit the right salesperson?
There are lots of people in sales roles, but not all will or should be the salesperson you recruit. Recruitment takes your time, effort and money. So how do you ensure that the right salesperson…
Achieving sales goals
How a focus on skills delivers goals Every WHAT needs a HOW Whether you succeed in achieving your goals. Whether you successfully pivot your business, or whether you struggle to keep things on track –…