Choose your words wisely

The language you use impacts the outcomes of your sales conversations. Welcome to Language! I just love discussing this. In Australia, as in the UK (my birthplace) we are pretty negative with our [...]

MINDSET Adopt an ‘I can’, ‘What I have can help’ approach. Great Business Development personnel / people don’t use excuses, they don’t have bad days, they have good days and better days. They [...]

Know the market  A successful Business Development person knows the playing field of their industry. They understand the ebbs and flows of the market. They know what that industry is made up [...]

Is your intent to serve them or to serve you?   1. Know your intent for the call Before you dial get clear on what exactly is your purpose for the call. Are you trying to build a long-term [...]

EVERYTHING begins with your mindset Before we talk about specific telephone sales techniques, we need to talk about mindset. Because, a strong mindset is the foundation of everything you do. Once [...]

According to a Harvard Business Review article ‘Managing Uncertainty – The Importance of Resourcefulness’ by John Baldoni (13.1.20) –  he says we need to ‘Turn [...]

Right now, more and more people are starting to work from home. As the Corona Virus spreads companies are requesting and some enforcing their teams continue to work from home.  They are arming [...]

What are the 7 key criteria of high performing salespeople? 1. They ask more than 20 open – and insight building – questions at each interaction – and are ‘present’ [...]

As high performing salespeople, we understand the key to success is knowing our market, and its behaviours, so we can adapt and find opportunities to deliver greater revenue. We have identified [...]

Continuous training for sales success You know upskilling employees is key to business growth. Your sales team needs to be ahead of the curve, motivated and driven. To ensure this, they need to [...]

Doing good at the heart of what we do Our businesses and our sales teams need to evolve so it is clear they are operating with a clear intention to help and care about customers, suppliers, [...]

The beauty of a CRM CRM systems and technology stacks have been buzzwords for a while. Each year sees improvements in their simplicity, ease of use and efficiencies. Leaders of sales teams are [...]

Born ’81-’96, they have considerable buying power. They understand media and how it works. They are the first generation born into a world where accessibility and immediacy is a basic [...]

Quality content is key for sales engagement Does your content align with each step of the buyer journey? Does it address their pain points at each stage in various formats? There is content [...]

The finance department has more influence on sales success than ever In many businesses one of the key decision makers is the Financial Director – they are making sure budgets are adhered [...]

Success starts and ends with your thinking, change your thinking and you change your results.   1. Sales = helping There are people that need something solved. These people may need what you [...]

How agile is your sales team? Short timelines, quick turnarounds – that is the nature of business today. Organisations focus on quarterly activity and long term planning is a second priority. One [...]

To sell without selling We often hear the terms ‘the honest sale’, ‘the authentic sale’, the consultative approach. When a salesperson proves they are an authority – like a ‘doctor’ makes a [...]

How many times do you follow up before you ‘give up’? Are you worried they might start to get annoyed? If you’re concerned your calls are becoming a negative experience – ask yourself [...]

Technology is just one of the many impacts on the sales industry.  As high performing sales people, we understand the key to success is knowing our market, and its behaviours, so we can adapt and [...]