News
This week’s top tip from Andy BoundsMarch 24th 2015

Every Tuesday, sales expert Andy Bounds shares his top tips to improve your sales and communications. This week’s is…

Overcoming people’s objections

Last week’s Tip showed how to get a ‘yes’ from stakeholders, by using your BO (Benefits/Options).

This week’s Tip goes further, by explaining how to reduce the chance they’ll say ‘no’. You achieve this by removing …

Read more...

What Separates the Strongest Salespeople from the WeakestMarch 23rd 2015

By Steve W. Martin

What separates high-performing salespeople who exceed their quota from underperformers who miss their quotas by more than 25%?

I recently conducted a research project involving nearly 800 salespeople and sales leaders to better answer this question. In addition, I have had the privilege to interview well over 1,000 top salespeople who sell for some …

Read more...

Sales Management – 7 Tips for Coaching Your Top Sales PerformersMarch 20th 2015

By Richard Ruff

One frequently asked question is – Where should we focus our sales coaching efforts to optimize the impact on revenue generation? Fortunately that question has been answered. The answer is – focus on the 60% of the salespeople that are in the middle of the performance curve.

While the above answer is widely accepted, it …

Read more...

Three Conversations That Sales Reps Need to MasterMarch 19th 2015

By Tim Riesterer

As marketers, you’re probably no stranger to the often complicated relationship that exists between you and your sales team. But on the first Friday in March, set aside those tensions and use National Salesperson Day as an opportunity to lend a hand to improving sales performance.

What better way to celebrate the occasion than …

Read more...

This week’s top tip from Andy BoundsMarch 17th 2015

Every Tuesday, sales expert Andy Bounds shares his top tips to improve your sales and communications. This week’s is…

Get a quick, enthusiastic “yes” from anyone

You have to be good at persuading others to say ‘yes’.

These ‘yeses’ could be big (“please invest £millions in X”). They could be small (“please do Task Y”). But, the …

Read more...