Nine B2B sales questions you should be asking
Reading Time: 4 minutes B2B sales is about asking the right questions, and listening to their answers. You should ask these questions of your customers at some point in the sales cycle.
Sales
5 Reasons You Need B2B Sales Consulting
Reading Time: 3 minutes I work with business owners who are very comfortable with the concept of hiring a sales consultant. They have made an investment which needs to… Read More »5 Reasons You Need B2B Sales Consulting
Sales Management vs Sales Leadership – a question of focus
Reading Time: 4 minutes What is the difference between Sales Management and Sales Leadership? The topic of ‘manager vs leader’ is frequently discussed in business; how is the distinction… Read More »Sales Management vs Sales Leadership – a question of focus
How to build a sales development team
Reading Time: 7 minutes Are the right people playing in the right positions in your Sales Team? The case for specialisation High quality leads power up the sales engine… Read More »How to build a sales development team
8 Ways To Increase Your Average Deal Size
Reading Time: 5 minutes Why should you increase your average deal size? Increasing the number of transactions you close can be an inefficient way to achieve your B2B sales goal.
Top sales performers are outcome-focused
Reading Time: 4 minutes Top sales performers leverage outcome-based selling, a consultative approach that is about understanding customer pain points and priorities.
5 traits that define a great salesperson
Reading Time: 4 minutes If you want to be a great salesperson, these five traits should be high up on your list of qualities to develop.
10 Reasons Your Deal Will Not Close
Reading Time: 4 minutes Salespeople often make the mistake of thinking about all the reasons a deal will close. They convince themselves that the opportunity is solid, so they can justify …
How well prepared are you for the long game of sales?
Reading Time: < 1 minute Salespeople – How well prepared are you for the long game of sales? The long game is diametrically opposed to the thrill of the chase of big deals closing fast …
7 Reasons Digital Selling is not Marketing
Reading Time: 3 minutes If you are an outbound, B2B sales salesperson, nothing should replace your digital selling efforts. Here are seven reasons why.
Effectively managing the sales function
Reading Time: 7 minutes Successful business leaders with direct salesforces all excel in one key area: effectively managing their sales function.
What is the cost of ‘going dormant’ as a sales professional?
Reading Time: < 1 minute I am specifically referring to reduced sales activity in times of lockdown. Few salespeople are achieving (or over-achieving) …