As organisations enter 2026, many sales teams are working harder than ever yet still struggling to generate consistent, predictable pipeline. The problem is rarely effort
If you have a sales process, these are just some of the questions you should be asking yourself about it and ask them regularly. If you do not, then use them to craft one that will produce the results you want to achieve for your business.
So, what do I mean by active listening? Active listening is where you fully engage in listening your customer/prospect during a sales conversation. This implies that you are not just hearing their words (whilst waiting your turn to speak) but really attempting to understanding their emotion state, their needs and concerns, their problems, and challenges.
Sales prospecting resilience helps sales teams overcome rejection, maintain activity, and build predictable pipelines.
Committed sales professionals are always seeking ways of improving their chances of converting new prospects into customers. It is my considered opinion that spending time in preparing better questions for the discovery phase of a sale is a strategic approach that goes beyond mere information gathering.
Sales training builds consistent performance through structured discovery, qualification, and execution. Learn how leaders should develop capability.
Discover why communication skills in business still drive sales success and how to build stronger listening, objection handling and adaptation in your team.
Discover how a Wiley Sales DiSC workshop improves self-awareness, communication and sales performance for B2B sales teams in Ireland and the United Kingdom.
Learn how to build a repeatable sales process around five customer questions so your team opens better, creates urgency, and closes more business.
How to Hire a Business Development Manager Who Actually Wins New Business Sales leaders often spend ten per cent of their time hiring and ninety
