Process & Method

Too many salespeople miss out on retention, referrals, re-pricing as delivery gets more expensive and taking care of more customer needs, because they’re not focused enough on delivering value once the sale is complete.

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.

Sales scripting is basically the process of transcribing your sales call – from questions and jokes, through to stories and how you close the sale. A carefully crafted sales script allows you to take control of the sales process – and this means far less is left to chance.

Business Development is a skill that all salespeople need to have. It should be natural and organic to grow the business, find new clients, expand the offering to current clients.

Increasing your average deal size is one meaningful way to increase your revenue, and it prevents you from needing to triple or quadruple the number of deals you need to reach your goals.

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.

Strategic selling is about engaging early at the most senior levels and some of these tips can help in that regard. If you're late to the dance, many of these ideas may spark ideas to execute before choosing to simply qualify-out.

Finding new opportunities and creating them are two different outcomes. Creating new opportunities requires a different approach. If you aspire to be a trusted advisor, you need to demonstrate why and how.

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.

During your presentation dry-run, ask your colleagues to play the role of the customer. Every time you make a statement, particularly one which relates to your business or your solution, anyone in the room should be encouraged to hold up their ‘So What’ card,