5 Tips to create an Effective Sales Pipeline

In the PREVIOUS ARTICLE we described what a sales pipeline and sales funnel are. When you learn to better manage your sales funnel and sales pipeline. You have a powerful tool, which will allow you to design a sales forecast that will accurately predict how much revenue you can expect to generate each week, month, […]

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Sales Leaders are “SALES COACHES AND MENTORS”

My experience when coaching sales teams has shown that, top performing sales professionals will achieve their sales quotas, irrespective of how good or bad a leader you are. Top performers need very little guidance and support at all. They just perform all the necessary daily sales activities as if on autopilot. It is also true […]

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7 Emotionally Intelligent things to do During a Sales Meeting

It is a well-known fact that people buy from sales professionals they “Know, Like and Trust” Yes of course your future customers need to find the sales professionals they deal with, to be interesting, competent, professional and valuable to support them – but most importantly they need to find them “Likable and Trustworthy”. Nobody feels […]

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The Science behind “WINNING at SALES” (Part 3)

Most sales people will find it really easy to sell to future customers that are just like them. In other words, we find it far easier to sell something to someone, who has the same personality type as ours. The reason for this is that we are equipped to connect with and effectively communicate with […]

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The Science behind “WINNING at SALES” (Part 2)

Before we explore how to utilise your EQ (soft selling skills) to connect with and best communicate your value proposition to the four different personality types, namely: Socialiser (Who) Organiser (How) Learner (What) Dominant (Why) I will first be discussing a few crucial “HARD SALES SKILLS”, necessary to ensure that you are connecting with your […]

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The Science behind “WINNING at SALES” (Part 1)

There are a number of subtle mistakes that sales people make, which scuttle their sales. I want to list some of these in the next series of articles, so that you can begin to make the necessary changes, to ensure that you are not damaging your sales performance unnecessarily. Giving up on an account too […]

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