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Fresh insights from europe’s best natural coaches

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Why Increasing Your 2016 Training Budget Gives the Biggest ROI

Seth Godin recently posted an article on “Training and the infinite return on investment”. He lays out why training pays off in an infinite cycle. The more you invest, the greater the return. As Godin states, “There aren’t many investments an organisation can make that double in value in a year.” He paints a picture…

Beware of Zombies

Presenting To Zombies – A Survival Guide

They are known to strike paralysing fear into souls of speakers, throngs of zombie-like audience members staring blankly into space. They look like humans, but there is no emotion, connection or engagement; all life appears to have been sucked out of the room. There is nothing more bewildering and disconcerting than presenting to a sea…

crisis

Now You’re Talking! How to unlock your prospect’s lips

Selling can be relatively smooth once a prospect is talking to you. It’s breaking the initial barrier and getting them talking that can be the challenge. So how can you and your team get more people to talk with you? Like most things in sales, it all comes down to respecting a prospect and focusing…

Group Of Business People Having Meeting In Office

Natural’s Eight Negotiation Principles

Finally, Natural’s Eight Negotiation Principles to help guide you in today’s tough market Negotiation is VALUE. At the heart of every negotiation sits value: maximising it, articulating it, adding it and protecting it. Negotiation is RELATIONSHIPS. People are more likely to buy from people who they relate to so don’t forget the human component! Negotiation…

Business meeting

5 Questions to Ask Your Sales Employees

Your job as a Sales Manager is to naturally help your sales team succeed. To do this, you need to understand what they deal with on a daily basis. Asking the right questions will give you valuable insights for improving sales. It will also show your team that you honestly value their input and care…

Dialing telephone keypad

4 Occasions When Emailing Is Better Than Calling

Life has thrown up several classic questions: which came first, the chicken or the egg?  If the Universe is expanding, where is it expanding into? In sales, we have our own set of ponderables, and one of those is whether to email or call prospects.  At Natural we always encourage picking up the phone, however…

Businesswoman Delivering Presentation At Conference

The Art Of The Natural Pitch

Many sales presentations crash and burn. They are as dull as dishwater with messages that are easily forgotten. Perhaps you have attended a few, or worse, given them yourself. Some of the biggest mistakes salespeople make when giving presentations are not having a clear structure, talking too much without pauses, misusing technology, having zero memorable stories…

Business man holding arms over head

4 Ways to Maximise the Potential of a Sales Training Programme

The sales training has finished and your sales staff are invigorated, motivated, emboldened and ready and willing to take on the world once again.  They are sizzling with new knowledge and ideas and want to put them into practice as soon as possible.  It is a wonderful sight to behold and is all well and…

Business people at work

7 Tips For Selling to C-Level

Selling to high-level decision makers is challenging at the best of times. However, it can be easier to increase your sales with these individuals if you understand a few business principles. In this article, I will share these principles, along with 7 tips to help you sell to C-Level. Things to remember: – C-Level Decision Makers…

Never endless energy

Sales – One Place Where Robots Don’t Survive

There are too many robots in sales. With highly-scripted sales techniques, robots are less flexible, less effective, and less successful than friendly humans who focus on relationships. You can see this trend in many different mediums. For emails, a personalised subject line increases open rates by 22%, and 96% of organisations believe that personalised emails will…

Drugstore Customer

4 Tips for Brick & Mortars to Compete with Online Retailers

The EU statistics agency Eurostat issued a press release in December 2015 stating that 65% of EU internet users shopped online in 2015, with British consumers being the largest online shoppers of clothes, household goods, and toys. With online shopping growing at an incredibly fast pace and giving strong competition to off line retailers, brick…

Business partner look at marketing success concept

The Importance Of Customer-centric Selling In The Channel

I recently came across an interesting piece on Stuff, a New Zealand news website, which included a quote that in my mind encapsulated exactly what channel partners should be doing for their customers.  The article was about how a cloud IT company is helping Kiwi fashion house World enhance customer experience by tapping into the…

Big City Big Ideas

10 Traits Of Top Performing Sales Managers

Top-performing sales reps, when promoted, don’t turn into top-performing sales managers overnight. There’s a different mindset to becoming a leader that goes beyond understanding your personal style of selling. Sales managers must know what to manage, and it’s not the numbers. The quality of a sales manager has a direct impact on the success of…