Author Archives: Gerard Whelan

Come hear our principal consultant Gerard Whelan speak on the most pressing sales challenges facing the IT industry. He will also be particpating in the Panel Discussion – 2019 the year of consumer trends paradoxes- can technology and marketing really utilise them for consumer benefit? TechConnect Live is Ireland’s largest annual business and technology exhibition […]

****** PRESS RELEASE ****** As proud members of the Northern Ireland Chamber of Commerce, Jordan Wolf Associates are delighted to announce that we have been welcomed on to the ‘InterTradeIreland’ Consultant (Sales Advisers) Panel for their exclusive Elevate Program. The Elevate program is specifically aimed at both Northern Ireland and the Republic of Ireland based […]

Are you asking questions that create real consequences for your sales prospect to mull over? If you are, you will stand out from the crowd (your competitors) and fully engage your target. To make sales traction, it is imperative that you can demonstrate value for the prospect in giving up time to meet with you. […]

Business is clearly fearful about how robust their ‘new sales acquisition strategies’ are under GDPR legislation. And so we should be! Is cold calling now a dead duck? • For Business to Customer (B2C) sales, the answer appears to be Yes • For Business to Business (B2B) sales, the answer is No (T&C’s apply) Under […]

As sales people, our job is to ask questions but how do we know if we are asking the right ones? Where you are in the sales process should determine what type of questions you should be using. There are two very basic sales questions types we can ask new prospects during the introductory sales […]

‘Sales Performance Management, Coaching or Training’ must result in a tangible increase in your company’s Turnover and Profit Margin rates over an agreed time frame. Without question, this is the singular most important R.O.I. to look out for when considering up-skilling your sales force. I know it to be the only key performance indicator worth […]

Wednesday 2nd May – Mullingar, Co Westmeath, Wednesday 30th May – Tullamore, Co. Offaly, June Venue – Newbridge, Co Kildare,         Course Cost – €250.00.             20% Advanced Booking Discount Available.   Course Content: Improve your skills on how to: “How to Prospect for and win New Customers” […]

How are your opportunity pipeline numbers trending? Are they up or down? Did you have more sales opportunities in the pipeline for Quarter One than you now have for Quarter Two? What was your win rate (number of sales v opportunities) for this Quarter versus the previous quarter? Do you know? Are you confident there […]

If your Sales Team performance is not up to par then what else matters! The 1st thing to do is look back over the last couple of quarters (or more) to see if your sales team broadly achieved the goals set for these periods. Take time to reflect if these set targets were realistic or […]

It is easier not to think! It is easier for people to ask what should happen next than figure out what needs to happen next. If you want your people to think, you must challenge them so that they must do it. If you want your people to think, create the culture for it. Let […]