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FEATURED ARTICLES

LEADERSHIP

Leadership Q&A – Bruce Laird

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Bruce Laird is the President and CEO of Shantallow Partners, based in Melbourne, Australia. He leverages over 30 successful years in aviation avionic sales, sales leadership, and customer service to help his clients navigate the aviation market and achieve their business performance potential.

An Expert Guide To Sales Leadership (Part 3) – Managing People

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Part 3 (of 4) covers Managing People. As a leader it is your responsibility to understand what people really want, and what they don’t want.

An Expert Guide To Sales Leadership (Part 1) – The Do’s...

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Part 1 (of 4) covers 8 actions of great sales leadership and how to respond to disruption. Also, what a Leader Doesn’t Do.

What Sales Teams Can Learn From Warren Buffett’s Wisdom

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Warren Buffett knows a thing or two about investing and his insights and wise counsel hold very true for building highly effective sales teams. Here are some of his famous quotes and how we see them in relation to building sales teams.

Why Your Leadership Standards Need To Be Uncompromising?

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Stack the odds in your favour and ensure that your leadership standards are implemented and acted on all the time, without exception.

Are You Leading Or Are You Managing?

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We know that sales leadership success requires both leadership and management in order to drive high performance. Through focusing on 5 high quality activities, you will be able to put yourself in a very strong position to invest 80% of your time leading and 20% managing, and this will deliver outstanding performance.

Sales Psychology

A Practical Guide On Building Rapport In Sales

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Rapport is the deepest level of relationship between two individuals that involves sharing common ground, and is established when harmony and accord have been reached between both parties.

How Does Ego Cost You Business, Relationships and Results?

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Your Ego impacts business, relationships and results. Do you have the desire, or commitment, to shift the way you think about yourself?

The Science of Basic Selling Skills

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The basics, whilst important, are certainly no longer enough for the salesperson of the future to hang their hat on. The Connection Economy or the Imagination Era are fundamental.

Process & Method

Objection Handling – The Special Sauce

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Most sellers say they're handling objections correctly. If your objection response strategy is sound and you've practised it. Then you and your team should be able to handle 'standard' objections with ease in your everyday selling situations whenever they come up.

“If You Don’t Know, You Won’t Grow!”

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There are a multitude of ways to retain and grow existing customers and the same goes for securing new customers. Before you charge off into a frenzy of activity, it’s important to consider which of those is most likely to work best for you, your target market and the solution you sell.

Why Do The Hottest Deals Go Cold?

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Closing the sale is a make-or-break moment for every salesperson. It’s the culmination of weeks or months of blood, sweat and tears and determines whether all that effort was really worthwhile or not.

Sales Enablement

Hiring A 300kg Gorilla Is A Big Mistake! Why?

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For many years the legend of the Alpha Hyper Masculine ‘sales superstar’ has been strutting the hallways and boardrooms of businesses. Often revered for achieving top of the league ladder sales results, yet feared by many for their manipulative, ego centric and intimidating antics.

Zen And The Art Of Sales Forecasting

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A good sales manager creates an environment conducive to an accurate sales forecast. They foster a culture of trust and honesty within the team, provide advice and support, whilst ensuring each member of the sales team is held accountable for their own forecast accuracy.

What Qualities Do Good Sales Recruits Have?

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Determine what type of salesperson and/or approach you need first. The higher the complexity of what you are selling, the more skilful and knowledgeable your salespeople will need to be when it comes to customer engagement.

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