How To Create A Strong Leadership Culture in Your Sales Team

For your sales team to hit their outbound call numbers you need strong, fresh & energetic team leadership. But it’s hard for one team leader to keep motivating their team to hit their activity numbers week after week after week. Team leaders can feel like they are constantly repeating themselves and losing the motivation &…

4 Inside Sales Director Challenges & How to Fix Them

Inside sales directors, what’s your biggest business challenge? Over the past six months here are the challenges put forward to us by inside sales directors in order of priority from one to four.   1) Lack of activity 2) Not converting into closes 3) Poor sales floor motivation 4) Ill-defined value proposition   These are…

A Simple Technique to Boost Your Sales Team’s Activity

For most of our customers, there is a massive emphasis right now on establishing new connections with customers.  And this involves making dials – smashing activity numbers out of the park. Yet, as you look at the sales floor, are you hearing voices or keyboards, yapping or tapping? Does your sales floor seem more like…

Our Top 5 Romantic Sales Movies

For Valentine’s Day, here’s our Top 5 Romantic Sales Movies…   CRMdipity BDM Fiona has been using an Excel spreadsheet for all of her prospecting.  One day by chance she hits an icon on her desktop, and realises that it’s the company CRM.   Pipeline Prejudice The ancient deals in the pipeline countryside threaten the…

How to leverage the IKEA Effect on your sales team

This week we learned the news that the founder of Ikea, Ingvar Kamprad, passed away at the age of 91. Known as Sweden’s ‘greatest ever entrepreneur,’ Kamprad invented flat pack furniture after noticing a chap trying to take the table legs off before loading it into his Volvo.   In creating IKEA, Kamprad changed a mass…

The Danger of a Reactive Salesforce

“Locust swarms move so fast because each locust is trying to eat the one in front and avoid being eaten by the one behind” QI, Twitter feed. There are two types of salespeople in life: those who receive leads, and those who have to go and get their own. We find that sales teams tend…

Four Reasons Why Clients Don’t Believe You

A green plastic watering can For a fake Chinese rubber plant In the fake plastic earth That she bought from a rubber man… Fake Plastic Trees, Radiohead. Someone recently paid $450m for Salvator Mundi, the long-lost Leonardo da Vinci painting of Jesus Christ commissioned by King Louis XII of France more than 500 years ago….

Selling Ugly

“Making money is ultimately boring. You find a formula that works, and hit the repeat button.” Sir Richard Branson Brad Gilbert was a handy tennis player – never among the superstars but always around the top ten. But as a coach, he was phenomenal. He believes in the psychology of sport, and was instrumental in…

Technology Vendors: Ignite the Channel with Value

“There are great products everywhere. But the money, the real money, goes to the best communicators.” Dr Robert Kiyosaki, Rich Dad Poor Dad You might have developed the best bit of technology in the world, absolutely top of the range. You might be able to help customers be more successful beyond their dreams. But that…

The First 15 Seconds of a Sales Call: How to Get it Right

The most important part of a sales call, and one that you can never stop improving, is the first 15 seconds. If your first 15 seconds on the phone is anything less than great, gatekeepers aren’t going to put you through to decision makers.  Decision makers won’t stay on the line long if your first…

The Best Sales Closing Question – Ever.

If you are a Sales Director, Manager or Salesperson and you have been building pipeline all year and now need to close your deals at speed, then read on. This might be the most valuable piece of advice you read this quarter – particularly relevant for higher value, enterprise deals. “We cannot solve our problems…

Telesales Teams: 4 Steps to Messages that Sell

Your Inside Salespeople are all talking in slightly different messaging.  Your marketing people are tearing their hair out.  And customers aren’t buying because your messages aren’t moving them to take action. “When you have clarity of intention, the universe conspires with you to make it happen.“ - Fabienne Fredrickson Marketing creates the right product message, sales people then learn it,…

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