Coach

Engaged Customers Lead the Deal

Sales Coach

The customer in buying mode will tell us how to sell the deal. Once s/he’s decided who to buy from it’s really a question of following her lead. In the third of the three emotional states the prospect coaches us. Our challenge is making sure we don’t mess up, losing the deal and the prospect [...]

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So You Want the Sales Manager’s Job

Sales Manager

Do you really? You might want to think again. But when you do get promotion we’ve offered some advice on our Promoted to Sales Manager page. The Sales Manager is ultimately everybody’s fall guy, with all the problems and none of the fun. There are two types of Sales Manager, and you might not want [...]

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When Qualifying Sales – Understand the Threats

sales qualification

Sales qualification helps us understand where our threats might come from and prepare strategies and sales tactics for executing Plans B. C and D if necessary. In qualifying our deals we need to look for the obvious threats. We also need to dig deeper to see if there are others. Quite often sales qualification will [...]

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Sales Masterclass – Secrets You Wont Find in Books

Sales Coach

Are the top performers in sales different to the crowd? What is it that makes them stand out? How can we be sales top performers too? We recently surveyed a number of the guys who’ve managed to stay at the top of their game over extended periods – asking them to explain how they do [...]

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