As salespeople, our ultimate goal is to not just acquire new customers, but to retain our existing ones. But despite our best efforts, there will always be a percentage of customers who leave. And while it may seem like a minor ...

Anyone who has worked in sales knows that it is a highly demanding job that requires a lot of effort, skill, and motivation to succeed. However, regardless of one's competence, the efficiency of the sales team is ultimately determined ...

As a salesperson, you know that discovery meetings are crucial to the sales process. It’s where you establish rapport with your prospects, uncover their pain points, and present your solutions. Without a successful discovery meeting, ...

There is a condition in sales that occurs in even the most skilled professionals; an underlying killer of consistency that creeps in when you least expect it. It starts off with a seemingly harmless voice that tells you, “It can wait ...

So, you’ve hand-picked your sales team and placed them. That is one big step towards building your dream sales team, but it’s only the start. Each team member might have a clear job description, but what they are expected to do is ...

Sales Management: Defining your Individual Sales Pact Discussions A Sales Pact Discussion is a valuable sales management tool that creates clarity on predefined expectations, agreed and desired business outcomes. It ensures that each ...

What is price? Price is the amount of money required or expected as payment for something. The next question that needs answering is, “Are value and price the same thing?” The simple answer is NO. Value is either the importance or ...

First came the Internet, then came Live Chat and now we have Social Media. Information that once took months to travel now happens in seconds (and in full high definition). What we cannot deny is that every day that Google, Facebook ...

Extinct species include the Dinosaurs, Woolly Mammoth, Cape Lion and the Sales Hunter could shortly be added to that list... Where have all the sales hunters gone? With every meeting I have with sales leaders, it becomes more and ...

You are responsible for your own happiness The secret to making massive profits can only truly be achieved with happy staff. It's called the Happy Bottom Line™! The latest research has shown that not only is it possible to ...

Maximize the time you invest on the things that will result in sales I was chatting to a financial advisor about investments recently and it got me thinking about a sales person’s most precious investment…….what they do with their ...

The aftermath of the fall in strength of the South African Rand is grim in many respects. Many businesses will have to implement measures to ensure that they survive the struggles that will ensue. This may have serious effects on ...