Aim to be early as a sales person and reap the rewards
When you’re early to a meeting, it suggests the meeting is important to you. Being early also provides a competitive advantage. While you might be sitting in reception – there are a lot of things going on in front of you that provide insights about the business:...
Everyone in your organisation is in sales
The client doesn’t care about the job titles of the people they deal with. They just notice whether everybody in the organisation is in synch with the brand or not. You want to make sure every single person – regardless of their job title –...
Make more calls, show up more often – take daily action
If there’s one thing that can separate you from your competitors – it’s taking daily action for business development. A highly polished, motivated sales person has business development as their #1 priority. It’s easy to get distracted by emails, tidying...
It’s a numbers game: why you should have at least 40 questions
Do your sales team ask enough open-ended questions?  Do they have over 100 questions and regularly use over 40 (different questions for different clients)? Or are they defaulting and reeling out the same questions to each client? Note, the longer they are in the job –...