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Sales Productivity Myths Exposed

Sales Productivity Myths Exposed

Just because certain sales productivity practices are commonly accepted doesn’t mean they’re correct. Sales is a high-pressure, results-driven role which is why so much emphasis is placed on sales productivity. From sales executives down to entry-level sales reps,...
Oh Please Shut Up!!

Oh Please Shut Up!!

Let’s be honest….. Most sales people talk too much. Sometimes it’s caused by nerves, sometime it’s outright fear, other times it’s down to inexperience, or just the belief that if they stop talking the prospect will say “Not interested” and hang up. Often, when I...
10 Killer Open Questions

10 Killer Open Questions

Anyone who’s undertaken even the most basic of sales training understands the importance of using open questions at the start of the sales process; they’re used to explore the challenges that a prospect may be facing and encourage them to open up and talk about their...
I Made A Mistake – Now What?

I Made A Mistake – Now What?

Have you ever walked out of a sales call or ended a phone call, only to realise that you’ve forgotten to ask them something crucial about what comes next in the sales conversation? Worse still, have you left your prospect’s office or ended the call without even...