Yearly Archives: 2017

27 12, 2017

Six Techniques that can help you become a more confident and far less stressed cold caller

By |2018-01-23T12:43:35+00:00December 27th, 2017|Winning Edge Articles|0 Comments

Cold calling is an essential tool for many sales professionals – and to do it successfully requires good nerves, a thick skin and, of course, an ability to sell. But, despite its importance, many salespeople shy away from cold calling and find it extremely stressful. Here are six tips on how you can overcome cold calling anxiety. Breathe slowly Everyone has different rhythms of breathing to keep them relaxed. To find [...]

19 12, 2017

Top 10 sales objections and how to handle them

By |2018-04-25T06:09:01+00:00December 19th, 2017|Insight|0 Comments

What makes a prospect decide to buy? There are many reasons, from the price and the timing of the call to the communication skills of the salesperson. However, what really seals the deal in many situations is when a prospect can’t think of any good reason not to buy. This happens when a sales professional is able to deal with and break down each objection that a client may have, until [...]

6 12, 2017

New thoughts on the sales process?

By |2018-07-31T05:19:46+00:00December 6th, 2017|Guest Posts, My Sales App|0 Comments

As a salesman, a sales manager, and a sales leader, I have worked the gamut of company size, from the lone salesman through to leading a very large team; and I have sold into practically every recognised industry and vertical market. As you might expect, over so many years, I have been on many training courses where they have delineated the theoretical stages of the selling process, from initial research and [...]

6 12, 2017

Things that if you don’t get them done, they will leave you with a New Year hangover of epic proportions.

By |2018-07-31T05:14:38+00:00December 6th, 2017|Gavin Ingham, Member Content|0 Comments

Hi! Last Saturday, the temperature dropped and we woke in our house to white frost stretching out across the garden and the valley. With hot clouds of breath following us down the hill, we walked down to the switch on of the Christmas lights, counted down from 10-1, ate mince pies and candy floss, rode on donkeys, walked around the Christmas fayre, and whooped on a mini train. On Sunday, myself [...]

28 11, 2017

Four crucial points to remember when setting sales targets

By |2018-04-25T06:09:10+00:00November 28th, 2017|Insight|0 Comments

Targets are king in the world of sales.  The fixation on achieving goals is what keeps many salespeople motivated and of course, hitting targets is essential for business revenue and growth. But when it comes to setting targets, there are lots of things to consider. You can’t simply pluck a figure out of the air, and it isn’t only statistics on paper that matter. Here are some crucial points to consider [...]

28 11, 2017

Love Hate Relationship

By |2018-07-31T05:15:02+00:00November 28th, 2017|Alison Edgar, Member Content|0 Comments

I’ve recently watched an online video from a thought leader in his field talking about sales. As a self-made multi-millionaire, he shoots from the hip and is always forthcoming and to the point with his opinions. It was his comments on sales people which have led to me writing this blog. He feels that in order to sell, you have to love sales because it’s full of rejections and without the love, [...]

28 11, 2017

How Not To Make a Cold Call?

By |2018-07-31T05:15:25+00:00November 28th, 2017|Alison Edgar, Member Content|0 Comments

Cold calls – let’s face it most people don’t like them. They can seem pushy and they’re often inconvenient.  In case you’ve been living off the grid and don’t know what we’re talking about… a cold call is a phone call from a company or business you don’t know, who are trying to sell you something. It’s one of the easiest things to get wrong for anyone working in sales. But [...]

24 11, 2017

50% of salespeople fail to achieve their targets!

By |2018-07-31T05:20:19+00:00November 24th, 2017|Guest Posts, Rathbone Results|0 Comments

A Harvard business review article, published in July-August 1964 by David Mayer and Herbert Greenberg, stated that “A very high proportion of those engaged in selling cannot sell! Today fifty-three years later, business leaders continue to be faced with similar challenges, an expensive resource of sales professional who are underperforming. There is a constant discord between sales performance and the salesforce’s inability to deliver sales targets; this is a fundamental [...]

21 11, 2017

How do people like to be sold to and why do they buy?

By |2018-04-25T06:09:18+00:00November 21st, 2017|Insight|0 Comments

To be a successful salesperson and crucially, to be a successful sales manager, you need to get to grips with motivation. Motivation is everything in the sales world, underpinning everything from whether your sales team meet their targets to why customers buy in the first place. Why people buy The key to understanding motivation is knowing that there is no one-size-fits-all approach. Each customer should be approached as an individual with [...]

14 11, 2017

Creating super social content for sales

By |2018-04-25T06:09:29+00:00November 14th, 2017|Insight|0 Comments

If you’re struggling to generate new leads, social selling could be the answer. Social media is a fertile ground for salespeople as well as marketers, as research suggests that both B2C and B2B buyers use social platforms for researching products and engaging with brands as well as actually purchasing. Accenture revealed in its State of B2B Procurement Strategy report that the majority (94%) of B2B buyers conduct at least some research [...]