As the saying goes “if your job is to eat a frog, do it first thing in the morning. If your job is to eat two frogs, eat the biggest one first”
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.
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
Most sales teams wait for the economy to “settle down” before they change how they sell. By then, it is usually too late. If you
Take some time to understand the market you operate in, what your prospects are looking from you, tailor your sales process to reflect that, and you are well on your way to creating more valuable sales conversations for your prospects and increasing business for your own organisation.
Economic shocks come in different forms; geopolitical crises, inflation spikes, supply chain disruption, shifting demand. The common thread is simple: buyers get cautious, budgets get
Nearly every sales meeting talks about “adding value” for customers. Far fewer explain how to do it in practice. Ask your team to define “creating
