The art of building rapport is often hailed as the gateway to success. Many salespeople, even those who have completed a sales management course, rely on tools like the DiSC behaviour assessment to categorise prospects into types such ...

High school, a college certificate, a master’s degree or PhD will certainly get you far in life and provide a solid foundation for a career. But ongoing self-education is as important as a formal education and tends to be overlooked, ...

Customer loyalty is crucial for any business’s sustainability and growth. The loyalty of your customers hinges on two key things – their expectations and their experience with your company. The more you understand your customers’ ...

Success is a multifaceted concept that often leads us to question who or what is truly responsible for our achievements. Is it the company we work for, the products we offer, prior sales coaching, the support of our colleagues, or ...

In sales and sales management, where the competition is fierce and customer acquisition costs continue to rise, smart sales professionals recognise the goldmine that exists within their existing customer base. The key to unlocking ...

In sales prospecting stands as the foundational pillar upon which success is built. The ability to identify and cultivate potential leads is not only essential for driving revenue but also for fostering long-term client relationships ...

Your mindset can be the difference between mediocrity and extraordinary success in sales. Imagine transforming your approach, smashing sales targets and driving your company’s growth - all by harnessing the power of a positive ...

In sales management, there’s a hidden pitfall that can derail even the most promising deals: misunderstanding a prospect’s urgency to act due to your urgency to close. It’s a subtle but costly mistake, often leading to missed ...

To close deals in the fast-paced world of sales, you must comprehend how your prospects make decisions. Many sales professionals encounter roadblocks because they fail to grasp the complexities of how decisions are made within their ...

Email is a powerful tool that can be used for prospecting, but unfortunately, like the telephone, it is often used in a poor way. Many salespeople send emails that have little to no value for their prospects to respond to, resulting ...

In the dynamic and highly competitive world of sales, organisations constantly seek innovative ways to enhance their sales performance and accelerate revenue growth. Meeting these challenges often requires a strategic approach, and ...

Think back to your very first cell phone – the excitement of unboxing it, exploring its features and perhaps playing a game that kept you hooked. For many, this device was a gateway to a new era of communication. However, the chances ...