KPI’s that drive behaviour

Delivering new sales revenue is a common theme that comes up with the clients I work with. In fact, I can’t think of a client that has more sales activity than they know what to do with, and most are always looking for ways to build or grow their sales pipeline. There a lot of […]

KPI’s that drive behaviour

Delivering new sales revenue is a common theme that comes up with the clients I work with. In fact, I can’t think of a client that has more sales activity than they know what to do with, and most are always looking for ways to build or grow their sales pipeline. There a lot of […]

Do Those Successful At Sales Have To Be Rule Breakers?

Ask the average person to describe a salesperson, and expect to hear words such as “charisma,” “charm” and, in some cases, “rule breakers.” In today’s business world, salespeople are often seen as personalities who bend the rules and stretch guidelines to meet goals. It doesn’t matter if you’re talking about a real estate agent or […]

How to master sales…

When I train companies on sales I am often asked what separates a top performing sales person from the rest of the pack. In most cases, it’s because they apply a number of best practices everyday. Here are 10 best practices I share of top sales performers: They set high targets Top performers don’t wait […]

Sales Basics: The Follow Up

It amazes me how  many companies I visit and they are treating prospects like commodities. In today’s marketplace you must be different. How can you stand out? Start with consistent follow up in the sales process. Here are four things about the average salesperson I meet in most companies: No Phone Call Why would a salesperson […]

Don’t sabotage your sales..

I have recently been conducting some intensive sales training for clients. During discussions four outdated sales techniques emerged which were still common practice. If you are involved in sales, to any degree, each of these need to permanently banished:  1. Persuading prospects Persuasion: Some call it an art. However in sales, it’s just an overused […]

Don’t sabotage your sales..

I have recently been conducting some intensive sales training for clients. During discussions four outdated sales techniques emerged which were still common practice. If you are involved in sales, to any degree, each of these need to permanently banished:  1. Persuading prospects Persuasion: Some call it an art. However in sales, it’s just an overused […]

How high growth companies are delivering sales growth……

With the economic outlook looking positive many companies I am meeting  are once again focusing on sales. The goal of increasing sales above your industry’s growth rate should be a primary goal of every aspiring high growth business Here are four key factors and best practices to deliver sales growth this year:  1. Define your […]

How to Get Meetings with Decision Makers

One of the key issues clients face is how to get in front of key decision makers. Most businesses think that the only way to secure meetings is through luck or cold calling. Yet there is an easier way. The following steps reflect the approach I use myself and successfully implemented with clients. Eventually, all […]

Getting What You Want, Getting What You Need

Here are two lists which should serve as a valuable guide toward helping you make progress in all of your efforts. The first one is from Think and Grow Rich and describes the thirty-one (31) major reasons for failure and incorporates the thirteen (13) major principles through which people accumulate fortunes. As you go through […]