A bit of a provocative and disruptive statement that calls for an interesting conversation. Let’s consider for a moment all the statistics floating around about buyers, and the knowledge they now have at their finger-tips about potential products. Anywhere from 48% to 79% of buyers already know what they want to buy because of their… Read More
The #1 Roadblock to your Prospecting Success. It’s in your Head
Want to grow your sales? Let’s face it — the road to prospecting success is paved with roadblocks. When I ask sales pros what they consider to be their biggest barriers most point to issues outside of their control: e-RFPs, voice mail, gatekeepers, the competitor’s strangle-hold relationship with your most desirable prospect. The reality is… Read More
The One Behaviour Salespeople And Sales Leaders Need To Stop Hiding From…
OK, I won’t make you read to the end here so comes an early spoiler alert! For Salespeople, that behaviour is Responsibility, and to complete the equation, for the Sales Manager it is Accountability. Both in equal doses! What if I was to tell you that based on evidence and science based data only 11%… Read More
Ways to ‘Lift Your Lid’ And Communicate with the ‘C’ Level
We all have lids. We all have lids that limit our growth and that close us off to success. Once we lift those lids we flourish, and so do those around us. Most salespeople find when it comes to speaking to the ‘C Level’, they begin to run out of conviction and confidence and fail… Read More
When the answers are in our questions
“Why don’t you live with your Dad anymore?” my son Matthew asked a few years ago. ”Cos Mum and Dad fight too much” came the other little voice. Two nine year olds, whilst manoeuvring their play station controllers, were having a simple conversation. Even though only nine, it brought home to me the innate ability… Read More
You don’t have to be a ball breaker
A couple of things happened on the way to the office this morning. #1 Thing – A female client, on reading The Challenger Sale book, told me she didn’t want to be perceived as a ball breaker by challenging her customers. The authors of this book surveyed thousands of salespeople and the highest performers had, what… Read More