Sales Execution
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The Truth Behind Customer Retention.
The truth behind customer retention. Whilst researching "The truth behind customer retention" I found an important statistic. It claimed, 77% of brands could disappear from the face of the world and consumers wouldn’t care. Taking this thought onboard, ask...
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
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
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?
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. 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, 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
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
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.
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...
How to create more sales in 2021
How to create more sales in 2021. We cant argue that it really is a difficult time as the UK heads into another national lockdown. The retail and entertainment industry grinds once more to a halt before it even got time to get started, and all other businesses are...
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. 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...
The Times They Are A-Changin’
Well the the times are changing and you have to decide if you, or how much, you're going change with them. You know better than anybody how the times are changing for your business and exactly how the lockdown has forced you to look at what you sell, how you sell it...
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 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 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!
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
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? 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...
Be like the Dalai Lama, and think like Abraham Lincoln for a more successful business.
What percentage of buyers think salespeople talk too much? 27% 56% 72% 95% And why does this matter? If you’re a salesperson it matters. If you own your own business it matters. If you work in sales it matters. If you do know that ninety-five percent of buyers think...
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
“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...
Finding Your Silver Sales Bullet
As a Sales Trainer, an author of a Sales Book and having worked in sales my whole working life, it’s not uncommon for people to ask me for my “one piece of advice”. It fascinates me that people in business who have most likely trained to do what they do, have...
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...
Removing The Luck From Sales With An Effective Sales Pipeline.
According to Salesforce, how many businesses don’t convert their marketing leads? 36% 82% 27% 69% Shockingly, the answer is higher than you’d expect, especially when you consider that only 56% of businesses have a system or tool in place to qualify marketing leads. I...
Where did that one go and how did that happen!
I reminded myself this morning that two years ago The Sales Mindset Coach did not exist. Yes, January marks two years of The Sales Mindset Coach as a brand and a brand with a mission to break down the stigma associated with sales and make selling easy! It’s a strange...
We’re back….and I have I got something special for you!
2019 highlights and looking forward to 2020 with Sales Growth Club LIVE! A 2019 highlight for me was working with over 70 business owners in my The Sales Growth Club Live Sales Training workshops. Three Sales Training workshops for just £99! or individually at only...
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...
Grab ‘the greatest sales training book ever’ for only £2.99 on Amazon TODAY!
This limited-time offer is available now! Grab your digital copy of Funnel Vision: Selling Made Easy, on Amazon today! Richard Denny came bouncing down the stairs at the Calor Gas National Sales Conference in his sharp pin stripped suit and his highly polished...
Funnel Vision: The BOOK LAUNCH announcement!
I'm delighted to welcome you to Funnel Vision; Selling Made Easy: The book launch! Anyone that has read my blog or caught me on social media will know I’m a big advocate of becoming a ‘leading voice’ of your sector. It is one of the most important steps you can ever...
Funnel Vision – The Sales Pipeline Management Board Game
If a traditional approach to learning does not work then why are looking for sales training that follows a traditional approach? I mean, you know what I'm talking about don't you...the slides, the classroom, the workbook and the role plays! The dread from your sales...
Eight Tips To Help You Get Past The Dreaded GateKeeper
When I tell people I’m a Sales Trainer I’m often asked for my top tip when it comes to cold calling so I thought I’d start with the biggest perceived obstacle and that’s getting past the GateKeeper! Are you familiar with the term ‘The GateKeeper“? This the...
Sales training from the Sales Mindset Coach. Something for everyone!
The Sales Mindset Coach - Expert Sales Training in Sheffield! 18 months ago I would never have imagined that The Sales Mindset Coach would be such a lively and busy brand. I expected it to shadow my sales consultancy Steve Knapp Sales, but in actuality it is an...
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
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
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...
Use Pre-call Planning to Deliver Sales Outcomes
How many questions is the optimal number of questions to ask a prospect when calling them? 1-6 7-10 11-14 15-18 Why does this matter? Whose benefit is it for? What can I do with this information? Structuring your planning so that your sales calls reach a set outcome...
What you give you get back – sales training for Sheffield Chamber Of Commerce
January is over already….where did that go? Are you looking back and thinking “wow what have I achieved as it seems that I’m only getting started” or are you fully into it, measuring your performance against your business goals and laying down solid foundations for...
Use Your Sales Pipeline to Prioritise Your Sales Activity
"You miss 100% of the shots you don't take.” – Wayne Gretzky Key to succeeding in business is being out there. Think about when you started your business and took those first tentative steps to go it alone. One of the earliest things you had to do was announce...
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
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
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 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
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...
How to use Pre-call Planning to Deliver Sales Outcomes
Utilising Pre-Call Planning leaves nothing to chance. You can’t be surprised by anything. You already planned for everything. I was travelling down to London to meet a couple of prospects, and almost everything that could go wrong did go wrong. One of them called and...
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
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...
Sales Training For Small Business. We Do Things Properly!
The Sales Mindset Coach. How we do what we do! For more information on our services and how we can help you enjoy selling, please do visit our Facebook Group, our blogs, or the Sales Growth Club and begin your journey to sales enjoyment today!
Sales leadership – how to be a leading voice
Sales leadership has two main aims. A sales leader has to have a destination and others who want to go there. Those are the two critical things you need to focus on. But this isn’t a chicken and the egg scenario. First, you’ve gotta decide where you’re heading. You’re...
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!
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....
Missing Your Quota? Then Up Your Call Rate
Making that One Extra Sales Call Recently I made a video post on LinkedIn about doing an extra sales call a day to smash your targets and get your bonus. https://youtu.be/k4Zfp9LLZAQ What quickly developed was an excellent thread with some great debate and expert...
6 “must haves” in great Account Plans
Account Plans should help you think like your customer thinks and not like you or your company thinks I have seen 1000's of Account Plans. Some have been very good & some have been very bad. I have seen Account Plans look like works of Shakespeare or written on...
Pre Call Planning wins more business!
Lets deal with this head on: 59.1% of inside account executives are attaining quota And 65.0% of outside account executives are attaining quota There are many reasons for this but I believe this is largely down to the quality of Sales Execution & specifically the...
Need A Hand With That?
Give me a shout and I’ll be more than happy to help you on your sales journey!