Being a sales leader can be a tough gig You have internal stakeholders to satisfy. You have a sales team to lead, educate and motivate. You have clients to delight. And to be successful can mean spending a significant part of each day with clients, either in the field or in digital meetings or working […]
The 4 brainwashing techniques used by shonky sales people
Have you ever been in a situation with a sales person, for business or personal purchases, where you felt you were being manipulated but couldn’t quite tell why? Proven brainwashing tactics That uncomfortable feeling you had might have been triggered by one or more of these 4 classic mind control tactics.¹ The ‘foot in the […]
Avoid this missing link to create a powerful client retention strategy
Client retention is overlooked because it’s not sexy. It’s not as exciting as bringing in new clients. And maybe it can even sound boring. But developing a powerful client retention strategy that you can actually implement on a consistent basis is far from easy. And there is a missing link that can undermine your retention […]
Convert cold calls into conversations using the Triple C strategy
Cold calling is so 20th century – along with fax machines, Walkman portable cassette players and putting a boom box in the back seat of your car because you didn’t have an inbuilt sound system. No-one likes the idea of a “cold call” The whole mindset around the old way of making this sort of […]
Effective sales leaders can read collective emotions
As a profession, sales is based on developing effective communication skills. This applies both as being a ‘sender’ as well as being a ‘receiver’ of information. And the need for advanced communication skills isn’t only for sellers dealing with clients. Sales leaders are often in situations where they communicate information to groups of people. As […]