Mark helps businesses to find and engage with new customers in today’s business environment. The # 1 ‘sales’ problem most companies complain about is that they do not have enough volume in their pipeline because their current sales strategies are no longer working as well as they once did. A sales trainer across APAC with a strong focus on the top of the sales, funnel, Mark helps his clients to find more customers and engage with them credibly and ethically – be it online or via traditional sales channels. Ranked Australia’s # 1 Social Seller by LinkedIn on LinkedIn (2016). Mark draws heavily on his time in the Australian ARMY as an Assault Trooper where, amongst other things, he guarded the Queen of England. He leverages some of the techniques and disciplines he gained while travelling the world with the ARMY in the development of his unique approach to his business dealings & sales philosophy. Mark has experience across industries such as Financial Services, FMCG, Entertainment, Hospitality, B2B Business equipment, Management Consulting, Marketing and SaaS.
We all know that panic buying 108 rolls of toilet paper is a dumb thing to do. Yet, this is precisely what many people are doing; people who are otherwise typically quite sane and intelligent.
Ever been involved in a first meeting that was a bit awkward or didn't go quite so well? Then you know the importance of getting these first meetings off to a good start. Taking deliberate steps to build rapport has been proven to significantly increase your chances of reaching an agreement.
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.
Negotiation & Closing
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.
Prospecting & Leads
Only managing the volume of a salesperson's pipeline is not always the best approach. If we have too strong a focus on driving these volume numbers, we risk sellers, either consciously or unconsciously, loading the number of deals to meet those metrics whether they be real deals or not, or whether they have the time to develop those deals or not. Only managing the volume of a salesperson's pipeline is not always the best approach. If we have too strong a focus on driving these volume numbers, we risk sellers, either consciously or unconsciously, loading the number of deals to meet those metrics whether they be real deals or not, or whether they have the time to develop those deals or not.