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Setting yourself apart from the rest – how do you measure up?

One of things that sets out the best from the rest when it comes to winning bids and proposals is their drive to invest in success. It’s important to understand how you measure up against best practice and industry averages, as this helps hone your ability to develop winning proposals [...]

Showpad Introduces Unified Sales Enablement Platform

Showpad Introduces Unified Sales Enablement Platform, Combining Sales Content Delivery with Training and Coaching in a Single User Experience All-in-one platform will help turn mid performers into top sales reps London, UK (Embargo, Tuesday March 19, 2019 1300 GMT) – Global sales enablement leader Showpad today launched the Showpad Sales [...]

4 Future Needs Of Customers That Will Drive Your Business Processes

There are many forecasts of how the future will affect our businesses and each one of these reports has a slightly different perspective on the effects it will have, depending on your industry. What we need is a rule of thumb, or generic guidance, on what will affect us, regardless [...]

How To Stop Objections Before They Are Raised

It’s one of the most-frequently asked questions on our sales courses – ‘how do we overcome objections to our proposals?’ It’s often asked by salespeople who face similar concerns and objections in every call, almost becoming an expected retort for every call. Read more here Authored and Contributed by: MTD [...]

5 Components Of A Successful Salesperson’s Belief System

What is a belief system? Wiki would have it described as a mental representation of an attitude oriented toward the likelihood of something being true. I like that concept, because it identifies a model that supports the way someone likes to behave, based on a system that supports those beliefs. [...]

How To Find Out What The Prospect Values Most

Years ago, when I was on holiday in Disneyland, my family and I were enjoying a drink and some snacks when we were approached by one of the sales staff from the resort we were staying at. Read more here Authored and Contributed by: MTD Sales Training

How To Handle Objections From A Loyal Client

Loyal clients are always the best to deal with. They offer opportunities to work with them at various levels and can support new initiatives that you are planning. However, we sometimes find even these most patriotic of buyers can cause us challenges through raising objections or concerns. What should we [...]

What To Include In Your Agenda When Meeting A New Client

Preparation is key when meeting a new client. You certainly don’t want to risk ‘winging it’ with someone new, especially if it’s the first time you have met with them. This is a great opportunity to find out whether this prospect is a good fit for your and your company, [...]

5 Essential Tips For Sales Managers For Running Better Sales Meetings

Meetings with your salespeople can often be seen as a grind, or a necessity, rather than something to be looked forward to. For many sales managers, they can turn into long, boring sessions that people can’t wait to get out of. Read more here Authored and Contributed by: MTD Sales [...]

Was Your Prospect Interested In Your Pitch?

How many times have you walked away from a sales meeting, returned to your office and stated that the sale is in the bag, and it’s just a matter of getting the signature on the contract? Read more here Authored and Contributed by: MTD Sales Training

Hat-Trick of BESMA Award Nominations for Geberit

Geberit has been nominated for Sales Employer of the Year, while Key Account Director Matt Ward and Developer Specification Manager Joanne Dobbs also pick up nominations. Read more at:  

Busy Fools – Understanding Costs

Over ten years ago a manager presented to a group of Yara employees (myself included) ”You are busy fools”, there was no insult intended, she could see we all worked ridiculous hours to bring in business and keep customers happy, but the effort we put in, didn’t cover the profit [...]