Blog 2018-01-11T15:37:58+00:00

Keep up to date with the latest thoughts from The Team on the Sales Industry

Becoming the brand and selling you

Selling successfully involves many different skills, and it’s not all about persuasive patter. To succeed in sales and importantly, to smash your targets – you need to know how to sell yourself. A salesperson is in many ways the voice of the brand, embodying its best qualities and being able to ‘sell’ the advantages of buying from or working with the brand. This is called social selling, and it involves developing and strengthening a personal [...]

By | March 22nd, 2018|Categories: Opinion|0 Comments

The Best Entry Level Sales Jobs

If you’re just starting off in sales, finding an entry level job can be a good place to begin and get your foot on a sales career path. An entry level job is typically designed for recent graduates, college leavers, or for candidates looking for on-site training in a specific discipline. Such jobs can also be suitable for older workers aspiring to take a new direction in their careers. As sales is a highly competitive [...]

By | March 1st, 2018|Categories: Insight|0 Comments

Top 10 sales skills every sales professional needs

To succeed in sales, you must master a certain set of skills. Having the right temperament and passion for the job are must-haves, but you can also develop and nurture the skill sets needed to rise through the ranks in the fast-paced sales world. Here’s our guide to the top 10 sales skills that every professional working in the industry must master: Listening. This doesn’t just mean staying quiet when a lead or client is [...]

By | February 9th, 2018|Categories: Insight|0 Comments

What CRM platforms are out there?

What could a better CRM system do for your sales team, and for your business? Customer Relationship Management platforms benefit businesses in many ways, including: Centralising vast quantities of data and making it easier to manage Easy access to any detail at your fingertips Updating customer contact details Track every customer interaction Improve your customer relationships and lifetime value If you’re looking to upgrade your existing CRM platform or you’re starting out from scratch, you [...]

By | January 17th, 2018|Categories: Opinion|0 Comments

ISM announces Partnership with Siemens Managed Services

The ISM is proud to announce a new partnership with Siemens which will see them provide the company’s Managed Services Team with ISM membership and access to the ISM Professional Sales Certification pathway. Participation in a robust Sales development learning journey will not only benefit the team by ensuring that its existing skills are recognised, but it will also provide a structure that makes ongoing professional development possible.  The outcome will be an even stronger [...]

By | January 11th, 2018|Categories: Uncategorized|0 Comments

Top 10 sales objections and how to handle them

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 they have no objections [...]

By | December 19th, 2017|Categories: Insight|0 Comments

Four crucial points to remember when setting sales targets

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 when setting new targets [...]

By | November 28th, 2017|Categories: Insight|0 Comments

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

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 their own agendas, pain [...]

By | November 21st, 2017|Categories: Insight|0 Comments

Creating super social content for sales

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 online before making purchase [...]

By | November 14th, 2017|Categories: Insight|0 Comments

How to manage a great sales team

There’s far more to managing a high performing sales team than most people think. It’s actually something of an art form, where managers need to strike the right balance between motivating and potentially overloading their team. Exceptional sales management isn’t of course something you can learn overnight, and there are also certain attributes and skills that make a great sales manager – lists the most important ones as mentoring, following processes and acknowledging success. [...]

By | October 31st, 2017|Categories: Opinion|0 Comments