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.
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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
Christmas is often the only time of year when busy sales leaders and professionals can genuinely step back, exhale, and think. Between airport queues, quiet
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
“Cold calling is dead” gets repeated a lot. The data says otherwise. Across multiple studies, buyers still take calls, senior decision-makers still prefer the phone,
