Sales-Psychology

Sales Psychology answers the question – What goes on inside people’s minds and how does it affect the sales process or the buying process? Perception, Attention, Language, Memory, Thinking, and Consciousness are covered in this section.

Speak to Me – Personalisation in Sales

Technology provides a myriad of tools that allow you to aggregate information and then find relevant content to share. Know your customers, know what drives and motivates them and truly know what information they engage with best.
Exceptional

The Art Of Exceptional Sales Communication

One of the greatest attributes of a successful Sales Leader is their ability to effectively communicate.
Clock

I Have 10 Seconds To Make An Impression?

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?
Empathy Key

Could Empathy Be The B2B Key?

Empathy is an incredibly valuable trait not only to close more sales, but to bring a greater degree of human connection into business and elevate the perception of the sales profession. If empathetic-selling does become more pervasive in business dealings, perhaps we can begin to change people’s long-standing perceptions of salespeople.
Journey

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

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.

How Does Ego Cost You Business, Relationships And Results?

Your Ego impacts business, relationships and results. Do you have the desire, or commitment, to shift the way you think about yourself?
Journey 2

The Evolution Of The Buyer’s Journey (Part 1)

As Sales and Marketing adapt to new market realities and opportunities, they are often presented with a choice regarding their operational structure: either they continue to operate in discrete silos or they adapt to cooperate in ways that will not only make them more alert to their changing markets and customers.
Content Strategy

5 Topics That Sellers Should Write About

Every real profession demands that its members read to remain relevant. Their members research topics including the latest trends, industry obligations, case studies and research findings. Those within their ranks who are respected most are the ones who develop insights, achieve the best results and publish their findings.
Communication Change

Why Asynchronous Communication Isn’t Effective Selling

Salespeople have been taught to rely on the asynchronous mediums—even when it harms their results. You should always prefer the medium that is best for the outcome you are trying to create.
Success

What single attribute determines sales success?

There is one attribute that a highly successful sales person possesses that differentiates them from all of their competition and allows them to exponentially achieve higher results, and more sustainable results.