Like any other meeting, a sales meeting can be extremely productive or a frustrating waste of time. I was inspired to write this after reading an article on BRW that was about planning meetings in general. I have followed the 10 steps, expanded on each, and translated them into specific actions relevant for planning your […]
Science shows being anxious undermines your sales team and can cost you sales
I’ve dealt with a lot of teams in sales training situations. Many times those training sessions include a role play, or sales simulation activity. And a small number of participants are reluctant to participate in the sales simulations. They feel exposed. They feel awkward. They feel anxious. If needed, I compare the sales simulation activities […]
How to delegate effectively and why it’s great for time management
Sales leaders, and executives who manage revenue producers, often have to delegate tasks to individuals within their team. Sometimes that team extends to marketing staff, sales support, or administration roles. A quick quiz If you are a busy manager with a task that must be completed, and that task could be done by another on […]
Sales trap: We love to talk, but really need to listen
Sellers love to talk about what they have My anecdotal research has clearly shown that, when it comes to selling, the part sellers are most comfortable with is talking about what they do. Explaining their services and how they can help the client. So what do you think happens in most sales encounters? That’s right… […]
How to win more sales from your quotes
You’ve discussed the situation with your prospect. You have the information you need. Now it’s time to prepare your quote. You spend time writing-up and reviewing your quote, being sure to address the key requirements discussed with your prospect. You’ve invested time, effort and money in getting to this point. What do you do next? […]