by Phil Sayers | May 27, 2019 | News, Uncategorized
You spend hours prospecting, researching, making calls, sending emails and posting on social media. If you have prospects who are dragging their feet or slowing a deal down, you might be working with a tyre kicker. The Cambridge Dictionary describes a tyre kicker as,...
by Phil Sayers | May 20, 2019 | News, Uncategorized
As a sales manager or leader, your problem probably isn’t too little data. It’s too much data. After all, with the latest tools, we can measure everything … and we do. Let’s be honest; it can be overwhelming. And when you’re overwhelmed, you can’t analyse the data,...
by Phil Sayers | May 13, 2019 | News, Uncategorized
Anyone can set goals…. You can commit to selling more than anyone on your team, bringing in a major client, or doubling your conversion rate. But meeting your goal is far harder. What are the chances you’ll actually outperform all your peers without an effective...
by Phil Sayers | May 6, 2019 | News, Uncategorized
Picture the scene….. you’re making countless calls each day, hoping and praying that one of your prospects will pick up the phone. Finally, someone does — and what do they say? “I’m too busy for this.” “Can you just send some...
by Phil Sayers | Apr 29, 2019 | News, Uncategorized
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,...
by Phil Sayers | Apr 23, 2019 | News, Uncategorized
Today’s salespeople need to know more about their prospects before making contact than ever before. And, the bigger your customer, the more likely it is that they’ll need to get to know someone other than just the decision maker. When I started my sales...
