Articles

Virtual selling sucks! “I hear this all the time but the real truth is that too many salespeople have simply not been upskilled for virtual selling success,” says Mark Keating, CEO of SalesGuru. Even prior to the pandemic, many companies were

Mark Keating, CEO of SalesGuru cannot emphasise enough the importance of prospecting. The biggest problem, he believes, is that most salespeople are simply not prospecting enough and not prospecting correctly. Here is his advice on how to prospect like a

WHY SALES TRAINING REQUIRES EFFECTIVE SALES COACHING Effective one-on-one and group coaching is the biggest differentiator between successful and unsuccessful sales teams in business today. A powerful sales team is the lifeblood of your company. If they have the right attitude, activity

Are you making the most of your golden opportunities? It’s time to cross-sell and up-sell your way to sales success If you can offer any products to your customers that are related to the products they are already buying, you are cross-selling

Is sales just a job for you or is it your intention to carve out a successful and financially rewarding career in sales? If it’s the latter, consider this advice from some of the top sales performers on our radar.   Top

 Protect your customer base by closing doors Do you ever get the feeling that your competitors are sniffing around your customers, looking for a way in? That’s because they are. Every day, some salesperson somewhere, is thinking of ways to get

Yes, you read that right. In order to sell more, you need to be rejected more. While sales is certainly an asking business, it’s also a rejection business. Unfortunately for those who are afraid to ask and can’t handle rejection, sales

A big part of sales success is knowing your competition. Without that knowledge, you cannot expect to sell smartly against them. Knowing who they are is step one, but knowing what they do, how they act, and how you can

Are your salespeople competing against the right rivals? Forget your external competitors for a moment. The key to building a powerhouse of a sales team may depend a lot more on how they square off against one another internally. We know that

If you have never experienced this, you will. Generally, when you form a relationship, it will be with a person, not a whole organisation. And though you may be providing an ideal value and service to that organisation and making