by Phil Sayers | Apr 15, 2019 | News, Uncategorized
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...
by Phil Sayers | Apr 8, 2019 | News, Uncategorized
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...
by Phil Sayers | Mar 25, 2019 | News, Uncategorized
It goes without saying that sales people like receiving new leads; but what defines a qualified lead? In larger organisations, it’s typically the role of the marketing team to generate new leads through email campaigns, social media campaigns, attendance at industry...
by Phil Sayers | Jan 28, 2019 | News
Today’s salespeople are afraid to pick up the phone. Yes, phone anxiety is real. ValueSelling recently conducted a survey on B2B sales teams’ top prospecting challenges and found that 50% of sales people surveyed feared making cold calls. Half of the respondents...
