Personal Development

Consultative selling vs solution selling

Many salespeople seem to believe that consultative selling and solution selling are the same thing. They’re right––to a point. But there’s a lot more to it than that. Here’s why. What is solution selling? Solution selling is, as its name suggests, focused on finding out what a customer’s needs are, then selling them a solution, in [...]

By |2019-01-16T17:13:32+01:00June 18th, 2019|Categories: Personal Development, Sales, Sales Process|

Consultative selling vs value based selling

Is it time for value-based selling to bow its head to consultative? For the third round of our sales strategy showdown, we’re examining the merits of value-based selling and how it compares to the consultative approach. What is value-based selling? Value-based selling focuses on highlighting the measurable business values a product or service will bring to [...]

By |2019-01-16T17:14:25+01:00June 4th, 2019|Categories: Personal Development, Sales, Sales Process|

3 ways to become a trusted consultative sales advisor

While the foundation of consultative selling is to enhance client profits, it’s near impossible to do that if the customer doesn’t trust you first. And establishing yourself as a trusted advisor starts with your very first point of contact with your client. If you want to achieve the coveted “trusted advisor” status, follow these three consultative [...]

By |2019-01-16T17:15:04+01:00May 14th, 2019|Categories: Personal Development, Sales, Sales Leadership, Sales Performance|

The 7 best questions to reveal your client’s needs

If you’re looking to start selling consultatively, you’ll need to master the art of Socratic questioning. If you’re stumped on what questions to ask clients and how to structure your approach to uncover their problems, look no further. Here’s what you need to know. But first, what makes a “great question” in consultative selling? The goal [...]

By |2019-01-16T17:15:52+01:00May 2nd, 2019|Categories: Personal Development, Sales, Sales Process|

How to develop a sales process: 4 steps you need to know

The sales process is the epicentre of everything in sales—getting it wrong can send shockwaves through your business. A lack of process means salespeople constantly wing it, sales cycles linger on for what seems like forever, and sales leaders are left frustrated and unable to manage their teams. All this translates to inconsistent sales results, a [...]

By |2019-01-16T17:17:53+01:00April 2nd, 2019|Categories: Personal Development, Sales, Sales Process|

Sales Candidate Assessments

As a Featured OMG Partner we can offer OMG’s Award Winning Sales Candidate Assessment Tools. Imagine a tool so reliable that you could eliminate 96% of the mistakes made when hiring salespeople (and sales managers, too) and never again be fooled by an individual’s charming personality, perfect track record or exaggerated resume. You won’t have to wait [...]

By |2019-01-23T09:53:34+01:00January 23rd, 2019|Categories: Personal Development, Sales Coaching, Sales People|

Santa CEO – The 2018 Ventas Christmas Ad [Video]

The 2018 Ventas Christmas Ad - Santa, CEO Forget Elton John, Kevin the Carrot, singing delivery boxes or traveling teddy bears... we got the man himself, Santa (well, some of his understudies), the only person on the planet who doesn't need to work on their business next year.

Hampshire Sales Coach – Hector Sewell

Sales coaching provided by real salespeople, with real experience, that get real results. Ventas Associate and Southampton-based Sales Coach Hector Sewell is passionate about the profession of selling and raising the performance and results of sales organisations. Hector works with growth-oriented CEOs and executive sales leaders seeking tailored sales coaching solutions to meet their [...]

Why businesses struggle to find strong sales leadership

Exceptional sales leaders are in extremely high demand – there just don’t seem to be enough to go around. What makes a good sales leader and why is it so difficult to find star performer? More importantly, what steps can you take to attract top talent? Here are three reasons why businesses struggle to find good [...]

By |2018-07-30T11:34:38+01:00August 28th, 2018|Categories: Personal Development, Sales, Sales Leadership, Sales People|

Free Stuff!

The 9-step Pathway to Transformational Sales Results

The 9-step Pathway to Transformational Sales Results

10 Steps to a Successful Sales Recruitment Process

10 Steps to a Successful Sales Recruitment Process

6 Strategies to Make Sales Training Stick

Six Strategies to Make Sales Training Stick

The Sales Coaching Handbook

The Sales Coaching Handbook