Lead Generation

Is Trying To Get Accurate Forecasts Out Of Your Sales Teams A Bit Like Herding Cats?

I’ve been in sales a while now. Initially as a salesperson, sales manager, sales director and for the last 17 years as a speaker, consultant and coach. Many things have changed… When I first started we did not have computers on our desks, only a handful of people had mobile phones, the internet was on dial up, and you still needed a camera, a chess machine, a games console, a Filofax, a Walkman, a map, etc... not just a phone! But many things have ... Read more

Q&A On The Changing Face Of Sales, Prospecting Success, Story Selling, Critical Thinking & Personal Development

I was recently asked a few questions about the changing face of sales and I thought I would share a few of my answers here... In the last decade the approach to sales changed significantly. What are the biggest challenges sales reps have to deal with today? Without doubt, the biggest change facing salespeople today is the availability of information. Clients today are far more fully researched and have access to far more information prior to even meeting salespeople than they ever used ... Read more

Mastering Sales Motivation & Mindset – Video

What is that differentiates a top sales performer from a mediocre one and a top performing sales team from the norm? These are questions that have inspired and motivated me in my mission to provide sales motivation, inspiration and education for individual salespeople, sales teams and sales leaders. In this video (from Sales Juice) our inept sales team look at why attitude is the first key to achieving lasting success as a salesperson. When I ask teams what makes a great salesperson ... Read more

Content Marketing Revisited… How To Create Expert Content

Content marketing is still one of the most powerful forms of marketing around today. If you know how to create expert content and what people want to learn about then you are going to be one of the winners in the game of marketing. Content marketing of expert content works because it provides your customers and potential customers with valuable content (articles, reports, videos, audios etc) that helps them to solve their problems and challenges and get more of what they want ... Read more

Pick Up The Phone If You Want To Make More Sales.

Here's a simple tip that might just help you to make more sales. As a sales speaker, I get to meet a lot of salespeople and visit a lot of sales businesses. A lot. Over the years there have been many changes in business but one that stands out is how little the average sales professional uses the phone today compared to a few years ago. You can walk into any sales office from Lands End to John O’Groats and the ... Read more

How To Be A Complete Failure At Prospecting And Lead Generation

If you want to be the worst salesperson that you possibly can be. If you want to make winning new business and retaining existing business more challenging. If you want to be forced to work with difficult clients and on projects that you'd rather not work on. And if you want to have to discount because it's the only way to win business... then you need to know how to be a complete failure at prospecting and lead generation. If you don't do any ... Read more

Get Out Of Here… & Get Prospecting!

Get Out Of Here & Get Prospecting. How to be better at prospecting, better at generating new business and more successful in sales, in business and in life! I remember my first sales manager vividly. He was in his early 30’s, well over 6 feet tall, built with the body of an Olympic athlete, wore Saville Row suits and was the owner of a smile that could coax the birds out of the trees. He was also charismatic, charming, eloquent, intelligent, hard ... Read more

To Thine Own Self Be True…

Some marketing tips are simple... In Act 1, Scene 3 of Hamlet (Shakespeare if you really have to ask), Polonius doles out some of the best advice going. With gems of wisdom like "neither a borrower nor a lender be," “clothes make the man” and “old friends are the best friends," there's something for everyone in there and probably more than in many lightweight self-help books. But it was the equally famous "To thine own self be true" line that sprang ... Read more

Have You Lost Touch With Core Selling Hours? The Sales Apprentice 2012, Week 6.

Do you make the most of your time? Do your salespeople make the most of their time? Does your business work in the most efficient manner? Important questions and ones that could make the difference between success and failure for you, for your teams and for your ultimate success. In my travels as a motivational speaker and author I meet a lot of salespeople, business leaders and entrepreneurs who are incredibly busy. People who are rushing from task to task and managing ... Read more
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