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We generally associate the end of a cycle with the term “closing” – the process of which you’ve gained the trust in the customer and are about to finalise the transaction. However, I’m now going to tell you that closing begins at the start of the cycle.

If the stats that we are told are true, th Read More

Whilst the sales profession may be considered one of the oldest and most “popular” it also comes with its fair share of employee churn. Below I’ve put together a list of some of the more common reasons why sales people tend to fail in their profession.
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Sales calls – be it follow up or cold calling – are essentially all a process of winning the customer over. This is where the divide starts between the eff Read More

People will sometimes reach out and ask for a discount on your product before they took the time to sign up for a trial and use it at all. What do you do when that happens?

Instead of debating if you should or shouldn't offer them a discount right away, you need to refocus their energy on what Read More

Amongst the struggle of the various voices and opinions offering different advice everywhere you turn, it seems difficult for Sales Professionals to actually pinpoint the areas that can have the biggest impact on their bottom line results. Read More

Being a business owner or a Sales Team Leader means you’re potentially in charge of more than just yourself so this includes things like morale, progression, confidence and everything else. Read More

When you’ve got a sales team that are falling down in motivation and in sales effectiveness sometimes a quick pep talk will do the job. For those other times when the pep talk doesn’t cut it, it’s time to get the training manual out. Read More

What is Inside Sales exactly? It's the part of sales that seems to be exploding with growth (300%) in comparison to the more traditional outside sales side of the profession. Yet why is it that it seems to be so popular? Read More

“What sales metrics should I be tracking?” – A common question that many of us ask. Other than the standard – Revenue per rep, Total Sales and Prospecting activities, what should you be tracking to increase you sales? Read More

What are the reasons for you looking to connect or network with people? Be it to win new friends or influence people into buying something either way the thought process is generally the same. How well are you doing it though? Read More