Aug 27, 2020
You want your sales people to follow the sales process or playbook, don’t you?
That means going through each stage in a logical fashion. Stage 1, then stage 2, etc then close.
But is there any merit to coaching the sales process in reverse? It turns out there is and its really useful when getting your sales people...
Aug 20, 2020
We think of sales as a talking game, an information-communication game.
The sales person is required to open the conversation, to qualify, to overcome objections and to close.
We load sales people up with pitches and sequences
We train sales people to talk and talk
We guide sales people through scripts and...
Aug 13, 2020
Field Sales is now inside sales and one of the things that clients tell me is that a large percentage of field sales people are struggling with getting to grips with generating leads and closing business on Linkedin.
Today, I have Matt Clark from Johannesburg, expert in generating leads through cold outreach via...
Aug 6, 2020
What many sales people struggle with are actually things which are beyond their control.
Maybe you're worried about the fact that people aren't answering your calls. Is this something you can control?
Maybe you're worried about the fact that peoples priorities have changed in the current climate. Is this something...