Sales Management | Sales Techniques

Sales Tips & Tools

Selling Questions – Do They Really Matter?

You betcha! Most sales practitioners get to the point of understanding the difference between “open” and “closed” questions and that’s about it. Open questions open up the conversation and might use phrases like “Tell me about…” , “Explain…” and so forth. Closed questions have been off the nose for a while (unjustifiably) and they seek […]

Read more

Sales Performance Sweet Spots

Many accomplished sales leaders struggle to know how to develop their sales team. It’s not because of a lack of leadership skills or a shortage of training options; far from it. It’s possible to keep sales people locked up in learning and development for weeks and there are numerous good programs to choose from. The […]

Read more

A New Sales Strategy: Sales Skills For Faster Selling & Faster Profits!

Why FASTER SELLING Is A Winner! Everyone wants to sell faster, even buyers want it, but we all tend to think about it from slightly different perspectives.  If I said let’s be more efficient and effective with our sales, I’d get instant consensus. If I said let’s reduce the length of the sales cycle because […]

Read more

The Elements Of Sales Efficiency & Effectiveness You Need To Know

As a sales manager you need to ensure that the “selling ship is ready to sale”.   Many managers end up shuffling paper around their desks and reading emails while team fundamentals are left unattended.  Have a look at the following chart and ask yourself whether you have clarity and definition around each of the items.  […]

Read more