What is a sales methodology? A sales methodology can be best described as the steps involved in winning a deal. It’s different from a sales process in that the sales process is looking at the strategic level whilst the sales…
For your CRM system to be as useful as possible and for it to help you increase sales and generally engage more productively with your customers you’re going to need to tailor it at least a little to your own…
Smart trade offs You scratch my back and I’ll scratch yours. I love that. It’s so simple and gets the point across. How does this apply to negotiating a deal? In two ways: Never give anything away without getting something…
Everyone has their walls up. It’s a protection thing. When you and the prospect go into that sales meeting neither one of you wants to get burned. You don’t know each other and so don’t really trust each other. At…
Organisational drift is a problem, it’s great to keep track of how each member of your sales team is doing and whether or not your team is likely to hit targets but you need to be able to effectively absorb…
Being a sales manager your focus is going to be on the numbers. Are your sales reps hitting their quotas? How healthy is your sales pipeline? But numbers are not how you get the sale, people are. To be an…
The Nuclear Option in sales negotiation What the hell does that mean? The cold war right – Soviet Union vs Uncle Sam. They never directly went to war with each, there was no hot war and the red army didn’t…
But we’ve made it better. You can now sync your Scheduler Appointments to an external calendar such as Outlook, Google Calendar, iCal or your phone using the feed below: Now you and your team can see all your scheduled appointments…
Give someone enough rope to hang themselves. That’s kind of morbid but as you shall see highly relevant. Long drawn out pauses are awkward, they make people uncomfortable and they get nervous. The natural response to them is to fill…
Rejection sucks. But it’s a part of life and you have to be able to deal with it and move on without it affecting everything you do afterwards. It can be difficult to disassociate yourself from a no from a…