niall – Page 3 – Proaptivity

About niall

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So far niall has created 215 blog entries.

2018 Sales trends

2018 is now upon us. If history repeats itself, 2018 will, like 2017, see major developments in the sales world. Here are our top 5 predictions of 2018 sales trends (albeit US based). Video prospecting This refers to the utilisation of video conferencing technology for prospects early in the sale journey. As a result prospects will be engaged [...]

By |January 8th, 2018|Blog, Sales best practices|Comments Off on 2018 Sales trends

Qualification Frameworks

There are multiple qualification frameworks that can assist sales in qualifying if an opportunity is worthwhile pursuing. In my last blog post I briefly looked at BANT. Below are some alternate qualification frameworks that sales reps MEDDIC Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion MEDDIC requires sales reps to understand every aspect [...]

By |November 6th, 2017|Blog, Sales Forecasting|Comments Off on Qualification Frameworks

Free Digital Strategy Seminar

Today, buyers are up to 90% of the way through their buying journey before they contact the vendor. This is making it increasingly difficult for traditional sales organisations to influence the buyer's decisions. Come along and hear some insights on Selling in a Digital world. Learn the difference between Digital and Social selling and what’s [...]

By |October 23rd, 2017|Blog|Comments Off on Free Digital Strategy Seminar

Sales Qualification

One of the most important conversations salespeople have with their prospects is the discovery call. Either they’re a good fit for your offering and you can move forward, or it’s time to qualify out. Sales Qualification helps determine whether the relationship should continue, and if so, what next steps are appropriate. This brief overview outlines [...]

By |October 23rd, 2017|Blog, Sales best practices|Comments Off on Sales Qualification

A Trusted Advisor

In many businesses, it is the people that matter. The personal relationship and trust that a long term relationship elevates a vendor into A Trusted Advisor. Think of professional services. Would you be upset if a different consultant than the one you’ve worked with for months showed up one day, or are all consultants exactly the same? [...]

By |October 9th, 2017|Blog, Sales best practices|Comments Off on A Trusted Advisor

SPIN Selling

If you’re a B2B salesperson, you’ve probably heard about SPIN Selling. It’s one of the most well-known selling systems. It gives reps a research-backed framework for working and closing complex deals with extended sales processes. The strategy focuses on asking good questions in the right order, using active listening, and translating the prospect’s needs into [...]

By |October 2nd, 2017|Blog, Sales best practices|Comments Off on SPIN Selling


What is GDPR? The General Data Protection Regulation (GDPR) is a new law. From 25th May 2018, any business operating in the EU (or handles the personal data of people that reside in the EU) is required to implement a strong data protection policy. It is all about companies’ legal liability to protect any client [...]

By |July 17th, 2017|Blog|Comments Off on GDPR

Ideal Customer Profile

An Ideal Customer Profile should represent your sales ‘Sweet Spot’. Alternatively it should identify customers that have the best fit for your product or service. These typically are the segments of the market that benefit from adopting your solution. The aim, to target the type of customer where you win the most. Sounds so simple, [...]

By |July 3rd, 2017|Blog, Sales best practices|Comments Off on Ideal Customer Profile


As a sales person, a critical part of our daily activity is negotiation sales deals. Success negotiations tied to ongoing relationships, tend to involve multiple issues beyond simply price. Negotiation, by definition, is the process by which two or more parties attempt to reach an agreement. The definition is simple, but the process can be complex. [...]

By |June 5th, 2017|Blog, Sales best practices|Comments Off on Negotiation

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