niall – Page 2 – Proaptivity

About niall

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So far niall has created 215 blog entries.

Sales Metrics

Key Performance Indicators How many sales metrics are you using to make strategic decisions? The recent explosion of business intelligence and analytics tools has resulted in an organizations ability to measure every sales metric possible. Often the problem is not a lack of KPI’s, rather too many Key performance Indicators (KPI’s). For most [...]

By |May 21st, 2018|Blog, Sales best practices|Comments Off on Sales Metrics

Four personality types

Four Personality Types Four Personality types Critical to the sellers success is how they can tailor their strategy to the buyers personality type. There are four personality types. This post will look at each in turn and offer some guidance and tips on how to manage each. Dominant Dominant personality types are goal-oriented, decisive, [...]

By |May 7th, 2018|Blog|Comments Off on Four personality types

Agile sales

There are three changes in the sales world that makes agile sales important. Millennials are becoming a larger and larger part of your sales team and their world is different. Customers are different. Customers elf-educate. The unprecedented amount of available data. The agile sales methodology makes it much easier for reps to respond in real time and [...]

By |April 23rd, 2018|Blog|Comments Off on Agile sales

How GDPR will benefit sales

General Data Protection Regulation How GDPR will benefit sales The core principles of GDPR need to be embedded into your company’s processes, technology and attitudes. Beyond regulatory requirements, GDPR offers many commercial opportunities and benefits to an organisation. In merely complying with GDPR organisations are missing a trick because this is about restoring [...]

By |April 12th, 2018|Blog|Comments Off on How GDPR will benefit sales

Consultative Selling

"Consultative selling is an approach that focuses on creating value and building trust with the prospect. It focuses on exploring their needs before offering a solution. The salesperson’s first objective is building a relationship; their second is providing the right product." Recent research by Gallup finds that less than half of customers believe sellers adequately [...]

By |April 2nd, 2018|Blog, Sales best practices|Comments Off on Consultative Selling


In a previous blog I explored a number of qualification frameworks, of which BANT was one. In this post I would like to explore further the BANT methodology. BANT is a sales qualification methodology used to determine if a prospect is a good fit for the products / services supplied by your business. It is based on their four [...]

By |March 19th, 2018|Blog, Pipeline Management, Sales Forecasting|Comments Off on BANT

Win / Loss Analysis

The never ending challenge in sales is always how can I replicate last months / quarter’s / years success? The answer is to conduct a win / loss analysis. A win / loss analysis helps  to replicate what’s working and eliminate what’s not. Conducting this type of analysis gives you fact-based feedback and is a vital input into replicating success, vital [...]

By |March 5th, 2018|Blog|Comments Off on Win / Loss Analysis

Brexit Negotiations

What can we learn from the Brexit negotiations. The UK are now 18 months following the referendum on Brexit of June 22nd 2016. January 2018 will see the official start of phase two of the negotiations. This means that negotiations will focus on the future trading relationship between the UK and the EU. As the Brexit negotiations [...]

By |January 22nd, 2018|Blog, Sales Training|Comments Off on Brexit Negotiations

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