Online Courses

Are your salespeople stumbling at hello?

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We all want better sales performance and there are different ways to get there. A good starting point to understand what your team needs to sell better and improve their performance is assessing where they need help.

For example, through an attitude and activity based questionnaire you can measure if people avoid making phone calls to prospect, if they hesitate to prospect, and self-promote for new business. You can also identify how much initiative, energy and drive an individual ...

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I’m not a salesperson but I have to sell

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After years of study and polishing technical skills to be a competent professional in a chosen field, it can come as a shock to many people that they need to sell their services and capabilities.

The topic of selling and growing a business doesn’t often feature in university lectures. But in today’s market, a competent selling capability isn’t a nice-to-have add-on, it is an essential business and life skill.

You can no longer rely upon your technical competence alone to ...

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The Optimistic Sales Professional

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Sales is a demanding profession. Top performers know that to sustain a high level of performance, they need to keep fit and well – both physically and psychologically. And there’s a body of research showing that keeping an optimistic outlook and having the physical energy to meet the demands of working in sales are critical to a salesperson’s effectiveness, success and overall well-being. Something many of us know intuitively, but good to have it validated.

Managing and overcoming setbacks ...

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Everybody benefits from knowing how to prospect

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Every business needs to prospect for new clients and customers, even non-sales people often need to reignite past business relationships and form new ones, internally or externally. You don’t need to be the primary salesperson or business development manager to be required to prospect well. Any call you make to another person whose attention you need to grab and focus on what you have to offer or propose is technically a prospecting call.

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Selling is everybody’s business – How to get started

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Everybody lives by selling something

After thousands of hours of study and many years honing technical skills to be a competent professional in your chosen field, it can come as a rude shock that you now need to sell your services and capabilities as well.  A competent selling capability isn’t a nice-to-have skill, it is an essential business and life one.

The topic of selling and growing a business doesn’t often feature in university lectures.  In fact, selling is in ...

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Getting prospects to talk to you

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Making prospecting calls to new prospects and existing clients is still one of the most important sales and business development activities you can do on a daily basis. Even with all the digital communication and marketing options at hand, most businesses still need to have someone prospecting for them to build and forge real business relationships. Top performing salespeople make sure prospecting is part of their daily repertoire.

Prospecting is a process and as a business development person you ...

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The 7 differences between Selling, Marketing & Networking

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As I have stated before I am a stickler for using correct definitions when describing concepts and their elements.

In music, science, mathematics, physics and engineering we do not usually debate the definition of these constructs. We accept that a crotchet is a crotchet, a prime number is a prime number and so on. No debate.

However, in the world of business and, especially in the world of Selling, we get all sorts of definitions floating about with meanings both ...

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One important Item to keep your Sales Wheels Turning

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Maintaining momentum in a sales career requires a proactive, disciplined approach. There are many things to consider and put together to achieve an effective selling week and sales year. The onus is on us, the salesperson, to make the most of what we have. However, many sales people unfortunately adopt the approach that it is their company’s responsibility to train and educate them, to provide everything they need before they can truly be effective as sales people.

By contrast, ...

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How much Sales Training should I have?

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Highly effective sales people do not happen by chance.  Top performing companies across industries provide their sales teams with no less than 8 days of focussed sales training per year, excluding product training.

Of course, larger businesses can afford to invest in the development of their sales teams and appear to have the upper hand when it comes to highly skilled sales and service teams.

Having regular and quality training and coaching can prove to be a challenge for smaller ...

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10 Do’s of Onlines Sales Training

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Here are 10 important Do’s that every successful online training provider should incorporate into their online (sales) training courses, well in my humble opinion anyway.

  1. Present the benefits of undertaking the course, module or topic
    Do not let your participants dive into a course, module or topic without providing them what the aim is. If you just dump the content in front of them in the hope “they will pick it up anyway” will only lead people to jump ...
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