June 23, 2018 / by Andrew Horton / Sales Training Tips / 0 comments
Arranging Face-to Face meetings with prospective B2B clients to close sales, is as relevant today, as it was in years gone by. Yes of course there are many other methods for selling today, namely: Online Via Webinar Email marketing and selling Using Social media Over the telephone Using VOIP calls, like FaceTime and Skype Face-to […]
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5 Crucial steps that make your Sales Training “REALLY” Work
July 15, 2019 / by Andrew Horton / Sales Training Tips / 0 comments
I like to think of “Sales Training” as being similar to dieting Yes, you can try a crash diet, such as a one or two-day training program, which research shows, has zero impact after 120 days. Or you can choose to try a longer-term diet program that measures your calorific intake over a longer period. […]
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Sales Enablement Solution Audio Book
March 6, 2019 / by Andrew Horton / Sales Training Tips / 0 comments
Please press play to listen to the audio book above
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Sales Enablement – Building a Powerful Sales Deck
January 5, 2019 / by Andrew Horton / Sales Training Tips / 1 comment
Selling has evolved over the past few years and as a sales driven organisation, I am sure that you want to stay appraised of any sales innovation and keep an eye on new ways to remain relevant, in the markets you serve. That is why, any sales driven organisations needs to develop a powerful “Predictable […]
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Sales Enablement – How do you get your Sales Team to Engage with and Apply Training?
November 17, 2018 / by Andrew Horton / Sales Training Tips / 1 comment
Making “SALES ENABLEMENT” work in your organisation Sales is no longer about showing up with a canned PowerPoint presentation, where sales people offer a generic solution, which may or may not be a perfect fit for each prospective buyer. It has evolved into a far more complex process, where organisations now need to support their […]
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Tips to make Sales Enablement work in your organisation
November 7, 2018 / by Andrew Horton / Sales Training Tips / 1 comment
The buying process within most organisations has become far more complicated than it was in the past. This has given rise to the need for sales organisations to support their sales teams with a process to help them win, grow and retain customers. This need to serve far more complex sales journeys, saw the birth […]
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SALES ENABLEMENT – What is it and why do I need it?
November 6, 2018 / by Andrew Horton / Sales Training Tips / 0 comments
The Sales “REVOLUTION” Anyone involved in sales will have noticed how sales has evolved over the years. In the 70s and early 80s, it was all about manipulation and closing single transactions. In the late 80s and early 90s it was about solution selling, where sales people, searched for ways to solve challenges at their […]
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Are you trapped in the Sales Conversion Trap?
September 7, 2018 / by Andrew Horton / Sales Training Tips / 0 comments
The reason most sales people struggle to close sales, is not because of a shortage of money or a lack of business, but rather, because of all the marketing and sales noise everyone is exposed to on a daily basis. Every business thinks that if they shout a little louder or a little more, than […]
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Nine Tips to optimise your “GOLD PHONE CALLING” Efforts
June 25, 2018 / by Andrew Horton / Sales Training Tips / 0 comments
I believe that the place to start with “GOLD PHONE CALLING”, is with the best times to use the phone, as a tool to make appointments with future customers. Tip One Research shows that the best times for making “GOLD PHONE CALLS” to future customers is: Wednesdays and Thursdays are the two best days of […]
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Warm-up your “COLD CALLING” when using the Phone
June 23, 2018 / by Andrew Horton / Sales Training Tips / 0 comments
Arranging Face-to Face meetings with prospective B2B clients to close sales, is as relevant today, as it was in years gone by. Yes of course there are many other methods for selling today, namely: Online Via Webinar Email marketing and selling Using Social media Over the telephone Using VOIP calls, like FaceTime and Skype Face-to […]
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5 Tips to create an Effective Sales Pipeline (Part 2)
April 13, 2018 / by Andrew Horton / Sales Training Tips / 0 comments
The secret to utilise sales pipeline leadership and coaching techniques, to optimise sales in your organisation is to ensure that your sales leaders measure the following: No of deals in your sales pipeline The velocity that these deals move through your sales funnel Average size of deal closed How many deals are there at each […]
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