Sales Essentials Logo

12 things we’ve learned so far about Selling Better

My team and I have been studying sales teams, salespeople, sales operating systems, sales strategies, sales processes, and sales cultures across a wide variety of industries in the public and private sectors, N4P and government since 1995 and we have seen and learned a lot of things. Here are some of what we have learned: Selling is everybody’s business and everybody lives by selling something Selling starts with opportunity and […]

12 things we’ve learned so far about Selling Better Read More »

7 things you need to know to master the Craft of Selling

We can agree: Everybody lives by selling something – whether it be ideas, initiatives, visions, products, services or solutions. Selling is ubiquitous – ever present in our daily lives, internally and externally.  Selling is the vehicle that allows opportunity to flourish and people to prosper. Nothing happens until something gets sold. However: As ever present as selling is in our daily lives, most people learn how to sell by default,

7 things you need to know to master the Craft of Selling Read More »

Personal Branding is a must have asset

As technology and the internet have evolved, our access to information has also vastly grown. Never before has it been so easy to find out so much about a product or a person. With a simple Google search, one can find pages of information regarding someone’s career, achievements, education, and even what they have shared online. This ease of access to data has made the buying process significantly easier and

Personal Branding is a must have asset Read More »

The 5 Dimensions for Sales Alignment, Harmony & Success

Leading a sales team and operation is like bringing together an orchestra where there is a fine line between success and failure, being harmonious or out of tune. As sales professionals, we can often find ourselves either ‘firing on all cylinders’, ‘kicking goals’ and ‘getting the job done’ or feeling ‘not quite right’, ‘out of sorts’, or ‘off our game’ and often not really sure as to why. Putting our

The 5 Dimensions for Sales Alignment, Harmony & Success Read More »

6 Tips on How to Sell Value and Reposition Price

One of the most widely reported reasons for a sale to stall is price. Salespeople often get stuck in the price conversation that only leads to the selling organisation discounting their offer, or the prospect going with another provider. But it needn’t be this way. Clients and prospects get into these conversations because there’s nothing else for them to perceive as value besides the number next to the dollar sign.

6 Tips on How to Sell Value and Reposition Price Read More »

Is your organisation your worst ‘Sales Blocker’?

Many articles have been written about the many, many excuses salespeople come up with as to why they haven’t hit their sales targets, why they find it hard to sell, and so on. The accusatory finger always seems to be pointing at the salespeople. This is sometimes fair; however, there are many reasons why salespeople are prevented from carrying out their sales duties effectively. Let’s explore these blockers to better

Is your organisation your worst ‘Sales Blocker’? Read More »

Is a Net Promoter Score a valid predictor of customer loyalty?

In your business travels you may have heard of the acronym NPS. It stands for Net Promoter Score. Developed by Fred Reichheld of Bain & Company and Satmetrix in 2003, NPS is a management tool designed to gauge the loyalty of a firm’s customer relationships. It serves as an alternative to traditional customer satisfaction research and claims to be correlated with revenue growth. In short, it is a single question

Is a Net Promoter Score a valid predictor of customer loyalty? Read More »

Are your salespeople stumbling at hello?

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

Are your salespeople stumbling at hello? Read More »

This tip will help you close more sales

How many times have we heard about the salesperson who is so excited about their products that they get caught up convincing the client to buy by continuing to list the benefits of their offer and missing the client’s buying signal only to lose the sale?   The buyer gives the salesperson a clear buying signal like: ‘Where do I sign? When do we start? How many can I get?’

This tip will help you close more sales Read More »

Should clients pay for tender and RFP submissions?

In principle, and ideally in practice, yes they should. Why? Because there is a lot of time, effort, money and IP that goes into preparing a tender or RFP (request for proposal). This also includes RFIs (request for information). The companies requesting these tenders, RFPs and RFIs are freely benefiting from the expertise of suppliers if they are requesting highly detailed responses and expecting to pay nothing for this information.

Should clients pay for tender and RFP submissions? Read More »

Scroll to Top