Sales Enablement – How do you get your Sales Team to Engage with and Apply Training?

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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SALES ENABLEMENT – What is it and why do I need it?

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?

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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Warm-up your “COLD CALLING” when using the Phone

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)

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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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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