If you’re looking to start selling consultatively, you’ll need to master the art of Socratic questioning. If you’re stumped on what questions to ask clients
Lead generation, cold calling, prospecting, networking – these are all essential things for a salesperson to do in order to meet targets and bring in
All too often salespeople are told that in order to achieve their sales targets they need to network and build relationships, assist potential clients with
As globalisation and other key pressures continue to affect the growth of New Zealand businesses, it is imperative that CEOs understand the potential uncertainties facing
Gut feeling is not a recruitment strategy. Yet, many organisations still rely on it to recruit their salespeople. It’s a hit and (mostly) miss strategy,
As the founder of modern management, Peter Drucker, once said, “What gets measured gets improved.” Without a set of sales KPIs and an effective system
Imagine you’re ill. Not the head-cold kind of ill, but the chest-pain kind. You go to the doctor, who immediately schedules you for open heart
If selling on value is the way to defeat selling on price then what can we do to provide more value to increase our sales
Also known as inside sales, internal sales is the sale of products or services by an internal team who reach prospects by phone, email or
Is business slowing down? Are you experiencing sluggish revenue growth? It might be time to review your sales process. Despite most sales leaders believing they