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…
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…
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,…
“For every sale you miss because you’re too persistent, you will miss a hundred because you’re not persistent enough.” - Zig Ziglar If you have an Inside Sales team, you know that success in lead conversion demands persistence. Inbound leads are like gold, but to some inside sales people, the lead is “dead” after one or…
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…
“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…
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…
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…
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…
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…
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…
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…
