Sales

Don’t trust your gut! Why a sales recruitment strategy is vital

Our research shows that 46 percent of hires fail within the first 18 months on the job. Why? It comes down to a number of factors—from simple incompetence to misunderstanding the role—but possibly the most crucial is strategy. If no recruitment strategy is used, you might as well fire paper plane job advertisements across the city and hope [...]

By |2019-08-09T11:09:53+00:00August 9th, 2019|Categories: Sales, Sales Recruitment|

A customer service training programme is essential for sales growth

Lead generation, cold calling, prospecting, networking – these are all essential things for a salesperson to do in order to meet targets and bring in revenue, right? Not always.  What if your sales team could exceed goals, and grow your business, without even having to find new customers? It’s possible. Herein lies the power of customer [...]

By |2019-01-16T17:04:19+00:00August 1st, 2019|Categories: Sales, Sales People, Sales Training|

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+00:00July 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 In short, businesses that continue to use old, outdated sales models will struggle to make headway in their sales and to differentiate [...]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|

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+00:00June 4th, 2019|Categories: Personal Development, Sales, Sales Process|

Coach The Sale Podcast – Developing A Sales Coaching Culture and Mindset

Ventas MD Pete Evans was recently interviewed by Matt Hayman from Refract as part of their ‘Coach The Sale’ Podcast series. In this episode, Pete discusses how to develop a sales coaching culture and mindset among your team, as well as yourself. The episode will also address the following topics: Is “Sales Coaching” more than [...]

By |2019-05-22T14:19:34+00:00May 22nd, 2019|Categories: Sales, Sales Coaching, Sales Leadership, Sales People, Videos|

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+00:00May 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+00:00May 2nd, 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