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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,...
Do You Really Know Who You’re Talking to?

Do You Really Know Who You’re Talking to?

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...
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...
When Is A Lead Not A Lead

When Is A Lead Not A Lead

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...