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Process & Method

The sales process are the steps you take to make a sale from start to completion. A sales methodology is how you sell and reflects who you are as a business in order to drive sales. Examples of sales methodologies include SPIN, Solution, Conceptual and Inbound.

New Mindset

Telephone Sales Techniques For Success (Part 1): Mindset

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A strong mindset is the foundation of everything you do. Once you genuinely come from the right mindset, telephone sales techniques become easier.
Language

Engaging The CEO (PART 3): Language Of The C-Level Executive

If we want to elevate how we influence and sell, to engage at the CEO or the CXO level in an organisation, then we need to talk the language of leadership and it occurs at two levels: Discuss how you can deliver outcomes and manage their risks. Talk about the numbers and the business case, plus how success will be measured.
Decode

Engaging The CEO (PART 2): 10 rules To Decode The CEO

How do you engage effectively at the CEO level? The very best leaders are focused on delivering results, making a difference, treasuring time, building people, and leaving a legacy. Here are ten rules to honor on your quest to engage successfully.
Australia 1960s

The History of Sales Methodology – Part 2 (late 1950s – 1980s)

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The History of Sales Methodologies – the sales profession is one of the oldest ones but where did it all start? Part 2 covers the 1950s -1980s.
Crime scene

9 Enormous Mistakes Salespeople Make and Their Causes

Selling isn’t easy under the very best of circumstances. There are things you can do to make it much more challenging without intending to. Here are nine mistakes salespeople make and their root causes.
Question

The Answer Is Always No, Unless You Ask.

The biggest secret to winning business is to ask for the business and the biggest choke-hold to asking, running in parallel, is fear.
Sales prospecting during COVID-19

Sales and the “new normal”: virtual prospecting during COVID-19

Many well-established businesses used to have most of their processes in person, often making the most of events and trade shows. In addition, successful enterprise teams take time to develop and train until they produce results. How does that translate to purely digital?
Hari Krishnan

Engaging The CEO (PART 1): What CEOs Really Think Of You!

On what basis CEOs engage with seller?
Australia 1900s

The History of Sales Methodology – Part 1 (1900 -1950s)

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The History of Sales Methodologies – the sales profession is one of the oldest ones but where did it all start? Part 1 covers the 1900s -1950s.
Selling Insights

How Do Salespeople Sell Insights?

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?