No doubt like me you’re seeing the term ‘Playbook’ appearing in more and more posts ranging from those helping your business to those helping your personal finances. With so much leading sales content originating in the US, I’ve been a regular consumer of such...
In virtual meetings it’s easy to get tunnel-vision. To be hyper-focused on the task at hand, or the ideal result. And this can hinder conversation flow, interest of the other party, and ultimately the lack of rapport. Considering the basics of providing virtual nods...
Be it in sport, a musical instrument, or sales. You practice like you play. Nothing is executed perfectly on the first attempt, and it’s likely hurdles will be faced, learnings will be made, to all soon be overcome. Simply put, sales is always a work in progress. And...
It’s been 8 months into a new way of living (dare I say working) and some people are still not showing the best version of them. Adjusting to working from home and holding meetings online has taken time to get right and there have been moments where it has been far...
When we’re able to resume business and whatever that may look like, we know for certain everything will have changed. Our customers, our routes to market, even where we buy our coffee on the way to our desks will be different. It’s inevitable that businesses will see...
I know that every Monday morning we must be closer to getting back to business. But Monday morning is when it’s the hardest to believe it’ll actually happen. It’s harder to focus, harder to keep motivated. Statistically, 1 in 3 sales hires fail and that is costing...
Back to Basics…but We hear the term ‘back to basics’ all the time. It’s used to reference pretty much anything. I’ve seen it used in ads for school uniform, gardening centres and cooking shows. It only works though, when we can visualise what the basics are. When...
If, like me, you’re unable to operate your business as usual because of the most unusual situation we’re in, it’s important to make sure you’re as ready as you can be to bounce back when things get back to normal. It is an anxious time on all fronts. The pressure on...
Keep your sales team in shape – 5 ways to help them in lockdown Working from home is hard. We all do better and feel more focused, when we have our colleagues around us and can speak to our customers face to face. As sales people, who thrive on personal contact, it’s...
What does that actually mean? Simply, that as a sales leader, whether you’re the MD, CEO, Sales Director or Sales Team Leader, you must hold your people to the targets set for them. Most sales team environments are competitive and most sales leaders encourage...