In this article, we will look at 5 ways Channel Account Managers (CAMs) can impact sales & improve their channel relationships. The role of a Channel Account Manager is incredibly challenging. You must compete for mind share against other vendors every day, persuading and engaging salespeople to sell your solutions to customers, building new pipelines,...

What’s the one sales question you probably never ask, but should be asking yourself every day? Let’s take a look at some of the day-to-day challenges and frustrations we face in sales. We want to offer you a different way of dealing with them.  Have you ever asked yourself any of the following questions? –…

In this blog we will look at 4 ways you can increase your chances of getting in front of and impressing c-level executives. Firstly, how do you get that elusive meeting? Gatekeepers A big mistake in selling to the C-Suite is to see the gatekeeper as an obstacle. Many CxO’s have PAs who know them…

When it comes to sales prospecting, it is often thought that exceptional salespeople have extraordinary talents.  This is incorrect.  The best sales people simply spend their energy on revenue generating activities and spend less time on the activities that tend to get in the way of success.  Less paper shuffling and chats with colleagues, and...

In recent years, the role of Pre-sales has undergone a significant evolution. Today's Pre-sales reps and Solution Engineers are expected to be trusted advisors, thought leaders, and valuable resources who can collaborate with clients to solve their most pressing business challenges. A consultative approach One of the most significant changes in Pre-sales is the move...

We've all been through the painful and costly process of recruiting new sales people into the business. But it doesn’t end there. Once in, you want your new hires to be productive, become part of the team and hit their targets… all in the shortest time possible. This is where a successful sales induction or...

Let’s begin with an obvious truth: renewal selling should be treated with the same importance as winning new clients.  Yet we see that the responsibility for renewals often falls to staff who don’t have the skills to do it well.  This is potentially costing you money. Let’s talk about how to sell more successfully in...

At some point in your career, you’re going to have to pitch something. It might be as simple as pitching yourself for a job opening, or as complex as pitching a multi-million pound opportunity to investors. Either way, you’re going to need to know how to pitch to win customers and deals. Sir Richard Branson,...

Why do some salespeople have a bad reputation? It’s for all the reasons you don’t like being ‘sold to’, such as: - They catch you at the worst time - They talk at you rather than to you -They ask a couple of questions then hit their pitch -They don't listen -They hope they get...

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 &…

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…

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…