Sales best practices

Benefits of CRM for Small Business

B2B Salesperson

B2B Salesperson “Death of a B2B Salesperson,” A recent report by Forrester Research, found that by a factor of 3 to 1, B2B buyers, like their B2C counterparts, self-educate to learn about offerings prior to making purchasing decisions. Thus, Inbound Marketing has evolved to be a key new business strategy for many organisations. Inbound Marketing …

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Sales Incentive plans

Sales incentive plans

Sales incentive plans Most organisations link some portion of salespeople’s salary to sales incentive plans. For example, they pay a commission on the revenues or a bonus for achieving a territory sales quota. This proven “pay for performance” approach motivates salespeople to work hard and drive sales results. But today, companies increasingly expect salespeople to …

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Consultative Sales Process

Consultative Sales Process

The Consultative Sales Process is an investigative approach to sales. Rather than telling prospects what they need, you ask prospects thought-provoking questions that help them identify their own pain points. Ultimately, with a consultative sales approach, prospects will steer themselves into making their best decision. Benefits of the consultative sales process There are multiple benefits …

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Henry Ford Thinking


‘Thinking is the hardest work there is, which is probably the reason, so few engage in it’. One of Henry Fords greatest quotes. Thomas Edison was another great thinker, one of the most famous and prolific inventors of all time. Thomas Edison exerted a tremendous influence on modern life, contributing inventions such as the incandescent light …

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Handlings Objections


We get it. Objections are tough. Sales objections come in many forms, and it takes experience and quick wit to get used to them. It’s not just reps fielding sales objections who think so, either. As many as 35% of sales leaders believe objection handling is the biggest challenge their reps face. We’re here to …

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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. having looked specifically at sales negotiation in a previous blog, below I have looked specifically at the negotiation process. Negotiation, by definition, is the process by which …

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Trusted Advisor

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. Trusted advisors are more likely to have their advice taken, open new lines of communication, gain referrals and have more constructive and effective client interactions. LEAD WITH TRUST The most effective leaders …

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Spin Selling

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 …

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