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How can Sales Training be Effective?

Have you ever wondered about how effective sales training really is or why people invest in sales training courses? As you can imagine there are a whole range of reasons: Increase in Sales Productivity – by this we usually mean more sales, increased revenue per sale and greater profitability Decrease in the Sales Cycle – …
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Consultative Sales Training

Are you a B2B sales leader responsible for selling solutions? If so, you will undoubtedly have noticed the shift in buyer behaviour in recent years. The pendulum has swung from features and benefits to value and ability. As a result, in order for salespeople to be successful, they need to adjust their approach accordingly and …
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Planning Sales Calls

Sales calls can be either face to face or over the phone, either way you are engaging with your customers or prospects. Apart from the odd occasion where an ad-hoc discussion is appropriate, if you want to improve your conversion rate you need to put some thought and effort into each call, simply making the …
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4 Stages of Lead Qualification

Lead qualification criteria is a method of determining if a lead is worth pursuing. In a consultative selling situation, the costs associated with working an opportunity can be high. Salespeople should prevent inefficiencies by screening out unwinnable deals at an early stage of the sales cycle. Similarly, when an organisation’s sales process includes generating qualified leads …
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Your Value Proposition

“A value proposition is a clear statement of the tangible results a customer gets from using your products or services.  It is focused on outcomes and stresses the business value of your offering”.                                             …
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Sales Skills Assessment

Salespeople, just like other professionals, require skills to be successful at their job.  Unlike other professions, sales skills are not clearly defined, taught or measured by a governing body, so it’s up to individual companies to set their own standard when hiring, training and monitoring the performance of their staff. The absence of an industry …
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Hunter Fisher or Farmer?

Hunter Fisher or Farmer? It’s true that some people are born to sell but most salespeople arrived where they are by accident. This means that not all salespeople are in the correct role that suits their natural tendencies, in fact it’s possible that some are not even aware of the different types! It’s important for …
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Selling Value

Have you ever wondered how many salespeople are successful at selling value? Industry research shows that only 10-20% of all salespeople (this includes the mature set) are successfully selling value! So what are the other 80-90% of salespeople doing? They are selling product features and benefits and this can only result in one thing, price …
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Q3 2016 Sales Training Schedule

Sales training is a basic requirement for all professional salespeople and should be part of our ongoing personal development. The practice of selling is changing due to changes in buyer behaviour and this is based on the wider availability of information.  So keep abreast of modern selling trends by checking out our Sales Training Schedule. Each …
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CRM system Implementation and Usage for SMEs

For B2B businesses, a CRM system (customer relationship management) is as important as a websites. Time and effort should be spend choosing the correct version, customising it to suit your particular business needs and putting procedures in place so that it is used and capitalised on. Attention should be paid to the outcomes, how can your …
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