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LEADERSHIP

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.

Leadership: The Power Of Believing In Someone

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Leadership, ‘It's all about you but it’s not about you.’ Leadership is an inside job where you believe in others and become the person worthy of serving them.

Leadership Q&A – Ghay Haidar

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Ghay Haidar is the Sales Director of FarmaForce and winner of the PRIME Awards’ “Sales Team of the Year”. He is a highly regarded sales leader with an enviable record of success since 2001.

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

Sales Psychology – 10 Triggers To Become Highly Influential (Part 1)

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Reciprocity, Curiosity And Specificity. You need to understand why your prospects behave the way they do, what they’re thinking, and how you can get them to act in the desired direction via the use of psychology sales triggers.

The Evolution Of The Buyer’s Journey (Part 2)

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The days of the charismatic but tactical salesperson are getting behind us, particularly in B2B sales. A winning personality still goes a long way, but today’s buyers aren’t looking for slick pitchmen.

I Have 10 Seconds To Make An Impression?

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Possessing an effective and professional business introduction that spells out clearly and succinctly the benefits that we bring to our buyers is now more essential than ever. If those benefits are also quantified then that's even better. So, why do many businesses and their salespeople turn off their prospects, right from the first contact?

Process & Method

How Do Salespeople Sell Insights?

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Insight is the capacity to gain a deep understanding of something. How can the thinking of salespeople can change via the 4 C's (Content, Consult, Context & Construction) to become an ‘authentic authority’ in your field?

How to Find Sales Opportunities Within Your Network

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Despite customers indicating they’re happy to help, the majority of salespeople are not turning that willingness into actual referrals. And customers aren’t the only people in our lives that would help us, if we were better at asking for help and staying top of mind.

LinkedIn Algorithm HACKS for 2021

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LinkedIn is not a social media platform that rests on its laurels. It's regularly rolling out changes to the way it operates, and the way it processes our information, keeping up with those changes can be a challenge for all but the most diligent.

Sales Enablement

6 Types Of Sales Managers Companies Should Stop Hiring

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There are different types of sales managers you run into during your time in sales. You can learn something from most of them, but leadership being as tricky as it is, it’s often easier to point to how you get things wrong than it is to elucidate what makes one effective. These are the seven types of sales leaders you find on the sales floor, six of which you should avoid.

Meet The ‘A Listers’​ Ruining Their Careers

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Systems and processes, analytics, technology and automation are all key components of sales success, but behind all of those tools someone needs to drive them.

Why You Should Stop Running Sales Meetings

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Running sales meetings is a core activity of every sales manager. Yet, based on these results, I say the vast majority of sales managers should immediately stop running them. Not only are they not adding value to their team, but they are also actively DEMOTIVATING them.

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