What results are the team getting from cold calling? Have you reviewed their intent, enthusiasm and language? In their language are they implying they might be disturbing a prospect? Or are they implying this is a great solution and they are excited about discussing...
When a prospect says you’re too expensive do you freeze and worry they will go to your competitors? Or do you ask yourself – how much do I really know about this person and what can I do to really help them? Read on for tips on what to do next and how to...
Top interview questions to ask a candidate for a mid level sales role When we are looking for new team members we look for people that really love sales and love helping customers. Our top 5 questions for candidates: 1. How do you handle problems with customers? Give...
7 key criteria of high performing sales teams The buyer journey is changing – buyers are doing their research and are much more informed before they contact you. Is your sales team aware of this and adapting and evolving quick enough? Do they: 1. Ask more than 20 open...
Does your sales team know how to look for new opportunities? It’s a common question a Sales Director asks themselves and they often ask me how the team should go about it. My advice: 1. If it’s a client – treat the interaction as thought it was your first. Clear...
Is your sales plan comprehensive enough to support the team to exceed their targets this year? 1. Has the whole team been consulted? • Do you have regular meetings where feedback is constantly captured? These regular insights and inputs keep the plan current. • Has...
