Improve Your Sales Language!

Language is powerful, by its skilful use you control and influence the discussion, which influences the relationship and ultimately the business results. There’s a direct line between these three elements. If you’re in a sales, then language is the primary tool of your trade. Therefore, it behoves you to continually improve your use of this …

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Are Your Internal Sales Team Driving Sales Growth?

Today customers are finding you before you find them. The increased importance of inbound sales marketing methods is clear to see. However, who is the first person to respond to an inbound sales inquiry? Normally, your internal sales team or customer service department handle these calls and emails. They have a unique opportunity to capture …

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Why are your proposals meeting resistance?

Discover the fundamental reason clients won’t say Yes! Many sales and business professionals wonder why after having a seemingly productive meeting they meet resistance to their proposals and a lack of enthusiasm to commit to taking things forward from their prospective client. Obviously, there can be a number of reasons for this, however one fundamental …

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Let’s Create Your Best Sales Meeting Ever!

Sales meetings… Do they deliver value in your company? Unfortunately, for many salespeople it’s the meeting they dread the most. Their manager will go around the room asking each person to share their results. But most people can’t concentrate, they’re too busy thinking what they will say. Then once their turn has passed, they switch …

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You Can Coach Your Poor Performers into Stars

If you’re watching one of your salespeople miss their target month after month, it can make even the best manager feel a bit depressed! Often this problem is compounded by a sales manager handling the situation poorly. It’s all too easy to opt for having “tough conversations”, in an attempt to push and cajole them …

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Have you maximised potential talent before you recruit?

At the start of the year many business owners are looking to hire new people, but what about your existing talent? What can you do to ensure you keep your top performers and develop new ones? Here are five tips to increase staff loyalty, boost retention and develop new sales stars. Dedicate some time to …

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Are You Watching Your Language? Your 2019 Sales Results May Depend on It!

As a Sales leader, you know your own mind-set is critical to the performance of your team. And this has never been more relevant than at the start of an uncertain 2019. Salespeople deserve a lot of respect, they are the ones who daily face the rejection and disappointments that come with the role, and …

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Furniture Makers Best Practice Day November 28th

BLUM & Linear Consulting hosted “Creating Customer Engagement that Delivers Loyalty & Revenue Growth.” In this month’s newsletter, I wanted to share some insights from a recent interactive seminar we ran with BLUM UK focusing on creating dynamic customer engagement. The group comprising of twelve companies from different sectors, worked together, sharing their common challenges …

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What are the qualities of a great sales leader?

In addition to all the strategies and tactics of sales management we often discuss in this blog, there’s another aspect to your success which is much closer to home. Your ability to communicate and positively influence your team. What’s really interesting is that your success in this area is based almost entirely on just two …

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How do you monetize your internal teams?

This week I’d like to share a couple of ideas to grow revenue right in your own backyard. Every company has valuable people and resources locked away internally that have real potential to become revenue producing assets. Often these opportunities are missed because employees simply don’t have ‘sales’ in their job title or description. But …

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