Browsing the Sales category

How to plan a sales call

How to plan a sales call

Before I get on to the topic of sales call planning I’d like to dismiss a common misconception right here and now; that call planning is a pastime reserved only for fledgling sales employees, or those with a poor track record in terms of conversion. Perhaps you’re of the opinion that your call-to-sale ratio speaks […]

Read full article

The difference between a sales lead and a sales opportunity

The difference between a sales lead and a sales opportunity

In the world of sales you’ll often find yourself up against terminology, which, on the face of it, appears to be talking about the same thing in a vaguely different way. Phrases such as, ‘sales lead’ and, ‘sales opportunity’, for example, are obviously referring to the types of contact that you’ll come across on a […]

Read full article

Understand your customers buying process

Understand your customers buying process

They’re a pretty integral part of your business, but how thoroughly do you understand what your customers are looking for, which features will best fulfill their needs, or the journey they’ll embark upon before choosing the product that best suits them? It’s absolutely vital that you know what’s going on in your customers’ heads at […]

Read full article

How to Differentiate Yourself And Your Sales Offering

How to Differentiate Yourself And Your Sales Offering

It’s a big, ol’ competitive world out there, you know, and when it comes to business it really pays to be different; to ensure that you stand out from the crowd and ahead of the competition. Now is the time to answer those age-old questions: “What is it that makes you different from X or […]

Read full article

How To Overcome Sales Objections

How to overcome objections

Whether you work in sales, or handling such phone calls is only a small aspect of your job, there’s a good chance you’re more than a little used to hearing objections. “It’s okay I don’t need…”; “I’m sorry I’m not interested…”; “Could you call me back another day?” While such comments are frustrating, and often […]

Read full article

Login