Sales Process

Santa CEO – Ventas Christmas Ad [Video]

Santa, CEO - The Ventas Christmas Ad You know how it’s not really Christmas until you see the Coca-Cola truck advert? Well, we’re hoping that feeling will soon become synonymous with the Ventas Christmas Ad - yes, that’s right, the same one we showed you last year. This year we did a perfectly cheery new Christmas [...]

Watch your business grow with sales systems

If you need ideas to improve sales, the fastest way to boost business growth is to enable sales systems throughout your organisation. Successful sales systems create efficiencies, saving you time and money and helping you keep sales performance on the right track. Some examples of sales systems include: An effective sales process. CRM software. Marketing tools such as [...]

By |2019-01-16T17:20:51+00:00November 19th, 2019|Categories: Sales, Sales Process|

Five problems caused by a lack of sales systems

Consistent, ongoing success in sales is rarely thanks to luck. Most of the time, it’s thanks to robust sales systems. When you have formal systems in place to support your sales reps – such as a sales process – you are more likely to achieve predictable, steady revenue growth. When these systems are lacking, the opposite is often true. [...]

By |2019-01-16T17:21:03+00:00November 5th, 2019|Categories: Sales, Sales Performance, Sales Process|

How can you beat the dominant competitor in your industry?

In this guest post, Paul O’Donohue, CEO & Founder of Sales Star, uses England's win over the All Blacks to highlight just how important it is to have a game-plan or strategy in business as well as sport.    England beat the mighty All Blacks in the Rugby World Cup. Right from the get-go the [...]

By |2019-10-28T10:53:18+00:00October 28th, 2019|Categories: Personal Development, Sales Leadership, Sales Performance, Sales Process|

Why a sales process without a buyer’s journey will fail

The journey that a buyer takes to evaluate and make a purchase has changed significantly over the past 10 to 20 years. Unfortunately, the sales process within many organisations – particularly ones that are large and well established – remain traditional in their approach. Businesses that choose to ignore changing consumer behaviour are putting future growth and sales [...]

By |2019-01-16T16:57:16+00:00October 17th, 2019|Categories: Sales, Sales Process|

4 mistakes that lead to an ineffective sales process

All too often salespeople are told that in order to achieve their sales targets they need to network and build relationships, assist potential clients with decision making, or confirm joint commitments. Encapsulating all of this is the sales process, which includes the tasks mentioned above. It will also incorporate what the Head of Sales deems is [...]

By |2019-01-16T17:01:32+00:00September 3rd, 2019|Categories: Sales, Sales Process|

Recruiting sales reps? Then it’s a good time to rethink your sales recruitment strategy

Gut feel is not a recruitment strategy. Yet, many organisations still rely on it to recruit their salespeople. It’s a hit and (mostly) miss strategy, and it can severely impact a company’s ability to grow. Onboarding an ineffective salesperson is not going to help you hit your growth targets. However, a solid sales recruitment strategy will. [...]

By |2019-07-29T14:43:42+01:00July 29th, 2019|Categories: Sales, Sales People, Sales Process, Sales Recruitment|

Why a lack of a consultative sales approach can hurt your company

Research from the Objective Management Group involving over 1.1 million salespeople tells us that the lowest performing 10 percent of salespeople have less than 42 percent of the consultative sell skills need to succeed. In short, businesses that continue to use old, outdated sales models will struggle to make headway in their sales and to differentiate [...]

By |2019-01-16T17:21:25+00:00July 16th, 2019|Categories: Sales, Sales Process|

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+00:00June 18th, 2019|Categories: Personal Development, Sales, Sales Process|

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