Here’s What I Would Tell My 28-year-old Self About Sales

Today I turn 44. I own this successful sales training business called Natural Training, which puts me in the unique position of selling sales to salespeople. I will be selling for the rest of my life, because I love it – I’m hooked on it. And appropriately, today I’ll be spending my birthday on a train travelling to Hook…

How To Create Phenomenal Inside Sales Energy

“In this very real world, good doesn’t drive out evil. Evil doesn’t drive out good. But the energetic displaces the passive.” Bill Bernbach. If there’s one thing that separates top performing sales teams from the average, it’s energy It’s tough to keep energy high on a telesales floor. You can’t just open a can of…

The 7 Steps Of A Successful Sales Induction

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. With high attrition rates, and 71% of companies…

5 Tools for Channel Account Managers: Part 5

Part 5: How to Become a Great Sales Coach. Welcome to the fifth and final part in our series showing you how to boost your success as a Channel Account Manager. Here our focus is on how to become a great sales coach. The trickiest part of channel selling is that you don’t have ultimate…

5 Ways The Top IT Resellers Ensure Sales Success

You are one of 100 other vendors, resellers and distributors attempting to get hold of your prospect IT Manager. If you want to stand out from the IT Crowd, it is not enough to call “just to introduce myself as your new account manager”. You must be prepared, polished, professional and razor sharp. We’ve spent…

5 Tools for Channel Account Managers: Part 4

Start by asking yourself this: How do my channel partners see me? As a sales person trying to push our solution, or an advisor who helps them to move their career and business forward? Part 4: How To Become A Go-To Person For Your Channel Partners Welcome to part 4 of our 5-part series exploring…

value

5 Tools for Channel Account Managers: Part 3

Part 3: How To Sell Your Value as a Vendor. knowing how to communicate your value is integral to transforming your channel partner relationship. At the centre of a great relationship has to be trust. Trust that you have their best interests at heart, not just your own. Trust that comes from knowing and understanding and…

5 ways to have more business focused sales conversations

In order to sell high value solutions to top level execs, we can no longer just talk about needs and product specifications. These prospects expect informed, intelligent and consultative salespeople who will not only find them a great solution, but connect and challenge them with up-to-date industry insight. Here are the top 5 things you…

Part 2 Insight Selling: Our 3 Step Process

At Natural Training, we like to keep things simple.  We see no reason to over complicate sales, which is why we have developed a simple three-stage insight selling tool.  It is easy to follow, memorable and above all it works.  The approach hinges on three fundamental questions:WHO? WHAT? HOW? In part 1 of this 2…

5 Ways To Make Your Pitch Seem Unrehearsed

“We loved your pitch because it didn’t feel overly rehearsed”. Recently a client of ours, a global insurance firm, went through our pitching skills training, and received some feedback from their prospect when they put our techniques into action; “We loved your pitch because it didn’t feel overly rehearsed”. We took this as a great…

5 Tools for Channel Account Managers: Part 2

Part 2: How To Create Stories That Excite. By Robbie Driver, Sales Enablement Consultant – helping IT businesses to create the perfect sales training solutions. This is part 2 of our series on how Channel Account Managers can improve partner relationships and directly impact their sales number. Last time we discussed how to move beyond the product. You…

5 Tools for Channel Account Managers: Part 1

Part 1: Move Beyond the Product. By Robbie Driver, Sales Enablement Consultant – helping IT businesses to create the perfect sales training solutions. Being a Channel Account Manager is an incredibly challenging role. Every day you are competing for mind share against other vendors – the heat is on to persuade and engage sales people…

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