To crush your sales goals month after month, hiring the best sales representatives alone — whether remote or in-house — won't cut it. It's important to invest in proper and permanent employee training to equip your employees with the skills, knowledge and abilities necessary to get the job done. Most business owners, HR managers and heads of sales
What do you do when a client asks you questions like "What's your price?" or "Can you give me a discount for this product or service?" If you're like many other salespeople, you may not know how to answer. In fact, 35% of sales teams view price objection as one of their biggest challenges. However, as
“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 common misconception is that if the salesperson has great product knowledge they can make
I hope everyone had an amazing Christmas and New Year’s break, it’s crazy to think we are already one month into 2016. With that in mind, I wanted to write about one facet of something that many of us have a challenge with. I’m talking about prospecting and more specifically, referrals. Let’s start the
The Risks of a Narrow Customer Concentration Starting a company takes a lot of hard work and dedication, and you've likely put a lot of time and money into getting where you are today. Landing your first big client is a sign it was all worth it — but do you know the risks
In every industry and job position, there are some people who seem to excel more easily than others. This seems especially true of sales positions. The turnover rate among salespeople is over 34%, which is more than double the turnover rate across all industries. Everyone will naturally excel at different things, but what makes
Winter is pretty tough; it can be cold and bleak. Unfortunately, for a lot of businesses winter correlates with a slump in trade. Often we accept this as part in parcel of being a business owner and as a result fail to plan for this time of year. A wise person once said the
Many businesses delay sales training as other systems and budgeting demands take priority. These delays come at a cost as sales are the only function in any business, with the exception of not for profit type businesses that bring in income. You can have the best products in the world but unless somebody actually
We’ve all been there, you walk out of a sales interview that was almost across the line and wonder to yourself, what could I have done differently that would have made for a different outcome. Luckily as humans most of us learn from our mistakes and with that in mind here are five easily
As business people many of us see networking as something you just have to do. It means we can tick the box to say that we have been out and about drumming up contacts for future business. However it is vitally important to make the most of your time at networking and referral group
