A structured discovery process is fundamental to successful sales management. By uncovering the right information, you can determine whether a prospect is worth pursuing and ensure your approach is aligned with their needs. But what ...

Sales Management: Defining your Individual Sales Pact Discussions A Sales Pact Discussion is a valuable sales management tool that creates clarity on predefined expectations, agreed and desired business outcomes. It ensures that each ...

Salespeople often struggle with time management, spending too much time on tasks that are not directly related to selling. Time-blocking is an important technique that can help you utilise your time better on sales-producing ...

In the realm of sales, understanding your prospect is crucial, but the focus should extend beyond simply categorising them into communication styles. While tools like the DISC behaviour assessment can be valuable, the true essence of ...

In the world of business, sales reigns supreme. It’s the heartbeat of every successful enterprise, driving growth, fostering customer relationships and ultimately fuelling economic prosperity. Yet, despite its pivotal role, sales is ...

In sales, where every interaction is an opportunity, the role of a sales coach becomes pivotal. Sales professionals navigate through a sea of prospects, each with unique needs and challenges. To stand out in this competitive ...

Engaging with prospects is a cornerstone of sales success, and there are numerous methods to connect with potential clients. Whether through phone calls, emails, networking, social media or trade shows, each approach has its merits. ...

In sales, where numbers often overshadow connections, the true currency of success lies in relationships. While leads may come and go, building lasting bonds with customers transforms a simple transaction into a loyal partnership. We ...

In the natural world, species like the dinosaur, woolly mammoth, and Cape lion have vanished, leaving us to ponder: Could the traditional 'sales hunter' be next? Once a cornerstone of the sales industry, the sales hunter’s approach is ...

Sales is an essential part of any business and often the first sales engagement can be the make-or-break moment for a new client relationship. It’s natural for salespeople to get excited about a new lead, but sometimes those leads ...

Have you ever found yourself yearning for something so intensely that it felt as if nothing could stand in your way? This unwavering determination and focus are manifestations of a powerful attribute: self-discipline. The ability to ...

In sales management, the journey from sending a proposal to receiving valuable feedback can be a nerve-wracking experience. Too often, sales professionals find themselves in a frustrating cycle of sending proposals via email and ...