Articles

In today’s competitive business landscape, grasping the intricacies of customer needs is essential for sustained success. In our sales manager courses, we know that companies prioritising a customer-centric approach often outperform their competitors in terms of revenue generation and market

In today’s competitive business landscape, mastering the sales discovery process is paramount for effective sales management. This critical phase involves understanding a prospect’s needs, challenges and objectives to tailor solutions that resonate. A well-executed discovery process not only builds trust

Understanding why objections occur and how to handle them effectively is crucial for any salesperson. We explore the common objections salespeople encounter, why they arise and provide actionable strategies for effective objection handling in sales.   Understanding why objections happen Recognising the reasoning

In sales, the initial interaction with a prospect often sets the trajectory for the entire engagement. Recent studies indicate that a significant number of first meetings culminate in quoting, hoping and no sale. According to our sales courses, this outcome

The approach to sales management has undergone a significant transformation over the years as businesses embrace a more customer-centric philosophy: selling solutions instead of products. This shift is driven by the understanding that customers are not merely looking for products;

Sales prospecting is one of the most important activities a salesperson can engage in. However, the unfortunate truth is that there is no guarantee of success. What can be guaranteed, though, is that if the right strategies like objection handling

In sales management, the importance of prospecting cannot be overstated. Salespeople who commit to high standards of prospecting and dedicate time to this essential activity are more likely to achieve their goals and exceed targets. On the other hand, salespeople

Sales professionals understand that prospecting is an essential part of the sales process. However, many overlook one crucial element that can significantly impact their success: self-reflection. Asking the right self-reflection questions can improve not only how prospecting is approached but

Sales prospecting is a crucial aspect of the sales management process, but it can often feel like a gamble. As a sales professional, you might sometimes find yourself getting excited about a new lead, only to discover that they’re not

In sales, encountering objections is inevitable, but it’s also a vital part of the journey toward closing deals. How professionals navigate objection handling in sales can significantly influence their success. One of the most effective strategies is to engage prospects