Category Archives: Sales

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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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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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 to stop inaccurate forecasting keeping you up at night!

Working continually with sales managers to improve performance; one key issue I know that frustrates them is the problem of inaccurate sales forecasts. There is nothing worse than having a sleepless night knowing you need to present sales results that are far adrift from your forecast figures to the board the next morning. So, what …

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6 Killer Reasons Why You Need Effective CRM usage to Maximise Your Sales.

Manchester September 25th. More firms than you would ever imagine both small, medium and larger organisations, still have little or no visibility and control over their sales revenue. They often fall into two camps, either they have no CRM system at all and rely on a myriad of spread sheets and disparate reports to attempt …

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Are You Capturing Valuable Customer Insights or Meaningless Data?

Most would agree that capturing important customer information is vital to growing and protecting their business. The harsh reality is that frequently little or sparse information of real value is captured in the CRM system. One reason for this I believe is that most salespeople have never really been trained to understand and identify what …

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Is your ‘Bloated’ pipeline ruining your sales results?

This past week I’ve been catching up a client who has made dramatic improvements to their conversion rate. Originally, when we first met they told me “We have loads of inquiries coming in and our sales people and running to keep up with the quotations, but we are still seeing a drop in our win …

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Are You the Catalyst for Real Sales Growth?

Whether you are a sales manager or a salesperson what are you doing to drive sales results? This week I’d like you to stop and think for a moment about the time, energy and effort you are putting forth to win your sales opportunities versus the time you invest in yourself. If you are a …

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