Sales Execution

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Three Top Tips for Better Sales Calls.

Three Top Tips for Better Sales Calls.

In 1876, Alexander Bell made the first-ever telephone call, calling his assistant Thomas Watson. The first words every mentioned were; “Mr Watson, come here.”.Alexander Bell But even though it’s considered as Bell’s greatest success, what most people don’t realise is...

Write it Down to Improve Results

Write it Down to Improve Results

Time vs money when it comes to cold calling A post-call report does what it says on the tin, it gives you an opportunity to report back to either a supervisor if you’re employed as a sales professional or your future self if you’re a business owner. It allows you to...

Always Know The Next Step

Always Know The Next Step

And relax… You’ve made that call, you’ve spoken to that person and had a sort of sales conversation.  What's the next step? Now, wait a moment what did they say, what did we agree? Forgot? I’m not surprised, on average most adults only have an attention span of...

Cold Calling Who Invented It?

Cold Calling Who Invented It?

When do you think cold calling was first created?  196019201890 Or when the phone was first created by Alexander Graham Bell back in 1876.  You’d be surprised to hear that the first cold call, or often referred to as a prospecting call, was documented back...

Cold Calling Expectations

Cold Calling Expectations

Cold calling expectations. How many business owners do you think said they would rather hear from a sales rep via phone call compared to email, drop-in visit or other marketing activities? With all the bad press around cold calling, it is easy to think that the number...

I Don’t Want To Cold Call

I Don’t Want To Cold Call

I don’t want to cold call, someone might be rude to me. "I don't want to cold call" - Cold calling, love it or hate it, in sales there probably isn’t more of a dividing subject. I listen to sales professionals such as Benjamin, and Grant who thrive on cold...

5 Tips to Better Sales Call

5 Tips to Better Sales Call

According to Brian Tracy, there are 14 proven strategies that can increase your sales. Such as; ‘understanding that your prospects buy benefits’‘identifying your prospects problems’ ‘communicating your competitive advantage’, If I ask you to think back to...

Prepare For Sales Success

Prepare For Sales Success

By failing to prepare, you are preparing to fail.Benjamin Franklin From a very young age we are told the importance of preparing. It applies to everything in life, from getting your first job, finding your first home and as a business owner making that first sales...

Teaching old tricks to a new dog.

Teaching old tricks to a new dog.

Someone the other week told me that selling via social media, zoom and other digital techniques wouldn’t work for them and they preferred the traditional methods. I asked them to pick up the phone and call a prospect which again was received with hesitation and...

Make 2021 A Year For Sales

Make 2021 A Year For Sales

Make 2021 a year for sales. During 2020, 57% of sales professionals stated that they are making more phone calls, 77% stated that they are holding more virtual meetings. These are just two statistics from the many I found highlighting the change as a result...

Start 2021 With A Healthy Sales Pipeline.

Start 2021 With A Healthy Sales Pipeline.

Start 2021 with a healthy sales pipeline. For most of us the period between Christmas and New Year is time to relax, congratulate ourselves on a successful Christmas Day, think what we want from 2021. The inner workings of our businesses and what we need to do for...

Top Tips for Post Call Reporting

Top Tips for Post Call Reporting

Top Tips for Post Call Reporting This week I wanted to pull them all together and give you my Top Tips for Post Call Reporting. Before that let me remind you why writing things down is so vitally important. When are you as an individual more likely to write down...

The Power of Post Call Reports

The Power of Post Call Reports

The Power of Post Call Reports Sellers rarely appreciate the power of Post Call Reports, this is often seen as an admin activity that "I'll get round to". This article is written to help you see the power of Post Call reporting and the relevance in todays very changed...

What can you Learn From Each Sales Call

What can you Learn From Each Sales Call

What can you Learn From Each Sales Call  What percentage of customers are frustrated when sellers don’t have the correct information? 92% 84% 57% 46% Every time you try to make a sale or get a new customer you are managing interactions. You have belief in your product...

My Top Tips For Better Cold Calling!

My Top Tips For Better Cold Calling!

In the 1970s a young aspiring actor living in New York was desperate to land good acting gigs. This young ambitious actor tried agent after agent in New York. All in, the actor got told “No” 1,500 times including being told no multiple times by the same agents. At...

Get Results From Cold Calling

Get Results From Cold Calling

This week we'll look how to get results from Cold Calling. When Leonardo Di Caprio showed us how to Cold Call in The Wolf of Wall Street most people (not just salespeople) were disgusted at the lack of respect shown towards the consumer, all he wanted was the result...

When Is The Best Time To Make A Sales Call?

When Is The Best Time To Make A Sales Call?

When is the best time to make a sales call? This after all is the key question isn't it! "when is the best time to make a sales call?" When am I most likely to reach the right person, have them in a good space so they listen to me and that they are in the buying mood...

The Results for Pre Call Planning are In!

The Results for Pre Call Planning are In!

Results for pre call planning Let’s say you have a lifelong ambition of becoming an Olympic athlete (it’s never too late!) you wouldn’t just wake up one day and expect to be entered in the next Olympics representing your country. Jessica Ennis-Hill started training in...

Cold Calling is just ineffective

Cold Calling is just ineffective

 “I believe luck is preparation meeting opportunity. If you hadn’t been prepared when the opportunity came along, you wouldn’t have been lucky.” ― Oprah Winfrey I love this quote by Oprah because it puts it so succinctly that even for someone as successful as her...

My top tips to a better sales pipeline.

My top tips to a better sales pipeline.

"Just because something works doesn't mean it can't be improved." —Shuri, Black Panther (2018) The last few blog posts have covered your sales pipeline frustrations, the benefits of having a sales pipeline and now I want to share with you how to make the most of your...

The Sales Pipeline.

The Sales Pipeline.

I can't keep track of my prospects I have no new prospects I think I have my pricing wrong I don't know how long prospects take to convert Just some of the common statements I hear from many of the business owners I work with. In fact according to Hubsort only about...

Customer Retention

Customer Retention

Research by Harvard Business Review shows that one year after being contacted for feedback, customers were how many times as likely to have opened new accounts? Twice as likely Three times as likely Four times as likely No difference Approaching customers for feedback...

Post call – value in documenting

Post call – value in documenting

One of these four statistics is false. Which one is it? Our brains can store the same amount of data as 4000 iPhones with 256GB storage. Walking through a door is likely to make you forget what you were supposed to do. We remember about a third of what we hear. Short...

Mindset and Cold Calling

Mindset and Cold Calling

One of these four statistics is false. Which one is it? Best days of the week to call prospects are Wednesday and Thursday. Almost six in 10 buyers want to discuss pricing on the first call. 54% of buyers want to see how the product works on the first call. Successful...

How To Improve Client Retention

How To Improve Client Retention

Client retention is vital for business growth and sales success. But how do you improve your client retention? Utilising feedback, pre-call planning and post-call documenting to give yourself the best shot at retaining clients. “They say” it’s 7x more expensive to...

Why post-call reports are so valuable

Why post-call reports are so valuable

If you’re not analysing your sales and don't know what worked (and what didn't!), you can’t learn. If you can’t learn, you can’t improve. Remember and track historic data. It could be six months between contacting a prospect. With everything else going on in your...

Post-call report template

Post-call report template

Download your free Post-call report PDF template Why should you keep post-call reports? What use are they to you? Have you ever tried to remember any important details from a family or friend's life from 6 months ago? It gets difficult as more time passes by. This is...

How to Get into the Cold Call Mindset

How to Get into the Cold Call Mindset

How do you feel about the prospect of a cold call? How can you best prepare before dialling? The answer is in understanding your own reactions to cold calls We all have a friend or foe mentality when we’re answering the phone. Anything we don’t recognise is treated as...

6 Facts About Cold Calling Infographic

6 Facts About Cold Calling Infographic

How do you get into the cold-call mindset? The answer is in understanding your own reactions to cold calls. We all need to do it (see infographic). We all have a friend or foe mentality when we’re answering the phone. Anything we don’t recognise is treated as a foe...

Pre-call planning template

Pre-call planning template

Pre-call Planning sets your mindset as you go into the sales call and the outcomes of the call. Taking 15 minutes before each call to go through WOPPA will help you achieve your goals. Pre call planning template 2

How to Prioritise your Sales Activity

How to Prioritise your Sales Activity

Your Sales Pipeline is there to analyse, not just to look professional. ALWAYS FOCUS ON THE TOP 5 & THE BIG 5 What are the TOP 5 things that are going to happen this week? & What are the BIG 5 things that are going to take longer, but they’ll likely be more...

How to Get into the Cold Call Mindset

How to Get into the Cold Call Mindset

Why is making a cold call so difficult? How to make a cold call. The answer is in understanding your own reactions to cold calls. We all have a friend or foe mentality when we’re answering the phone. Anything we don’t recognise is treated as a foe before we’ve even...

Being A Great Account Manager!

Being A Great Account Manager!

What makes a "great" Account Manager? Has the role of the Account Manager changed much over the years when we consider changes in buyers behaviours, additive technology and automation of routine tasks through AI? The answer to that question is of course yes it has....

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