Category: Building Trust

How many sales are you losing through poor sales process?

April 11, 2014

“To train or not to train?” – that is the question

Many businesses spend thousands of dollars on marketing and advertising to generate inquiries and yet spend nothing on training their salespeople to convert these same inquiries into sales.

A …

Does Your Sales Team have the Right Weapons to win the Sales War

August 29, 2013

Last time we looked at the average cost of making the sale and also the general lack of sales skills training within most businesses.

This time we will examine the importance of developing the sales skills within our salespeople and …

Where Do The Dollars Come From?

July 18, 2013

When considering this question many of us think of activities such as marketing and advertising, operations, lean management – the list goes on.

The fact is that only one activity brings money into any business and that is sales, unless …

Does Cold-Calling Still Work?

March 20, 2013

In my last article I ranked cold calling at the bottom of the list as far as prospecting activities were concerned.
This caused a number of comments which I felt needed to be addressed.
I define a cold call as …

What Are Your Key Prospecting Activities?

November 13, 2012

This is a question I always ask when meeting salespeople and sales managers.
The answer I often hear is “cold calling or managing referrals from existing clients.”

The next question I ask is “what processes do you have in place …

Prospecting Plan – Do You Have One?

August 1, 2012

People don’t deliberately plan to fail but often fail to plan.

In sales one of the most crucial elements is a prospecting plan.

A challenge for many salespeople is they do not have one and as a result spend the …

How Many Networking Opportunities Have You Wasted?

May 8, 2012

In this article I continue with the sins of networking theme from my last article.

The next sin is failing to establish a connection.

Effective networking means actively making a connection with the people you meet.  Your goal is not …

How Effective Is Your Networking?

April 2, 2012

Everyone talks about networking to improve business; however I find it to be an overused word and underused strategy by many of the salespeople and business owners I meet at so called “networking events”.

Many people think of networking as …

Which Type of Salesperson Are You?

January 24, 2012

There is an old quote which we can adapt that goes –

“There are three kinds of salespeople – those who make things happen, those that watch things happen and those who are wondering what happened.”

It’s an oldie but …

Are Great Salespeople Great Talkers

October 19, 2011

I was guest speaker at a meeting a few weeks ago and a chap I was chatting to was telling me that after 18 years of having 3 women in the house now that his daughters had left he was …

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