Blog Archives

The Fundamentals of being a Top Performing Sales Person

Over the last couple of months I have been given the task of developing a team of high performing sales people in a market where the services we are selling is quite saturated, a lot of our target market has been burnt before by promising magic cowboys (they seem to just disappear after promising you the world) and having little to no brand/presence to rely on and yes I was aware of these factors before I took on the task.  “What are you crazy?” I hear you saying. But this was an opportunity to really test my ability and put what I’ve learnt over the years around sales performance to the test and oh-boy has it been put to the test. I have learnt more in the last 3 months about sales performance/sales management then in the last 3 years! Let me tell you why. Read the rest of this entry

What separates the Great Sales Pros from ‘the rest’? Probably not what you first think…

A Gentleman who's done a Great job of selling himself!!

When you think of gentlemanly professions, I’m sure titles such as Doctor, Teacher & Philanthropist come to mind. But I’d bet my right arm that Salesman didn’t arise. Why? Well this post isn’t about the perception most people have of sales people (if you want to read more on that topic I recommend you read the “Why is SALES such a dirty word?” article). Today is all about what separates the Great Sales Professionals to ‘the rest’ and it’s probably not what you’d first think. Read the rest of this entry

How to make a Proper Cold Call from Scratch: Part Two

So you’ve now got a decent list of desirable companies and contacts you want to do business with. Great! Let’s get our hands dirty and pick up the phone! Wait…. Just a couple more quick things we need to do before that happens.

Grab yourself a piece of paper and rule it into 3 horizontal sections. Read the rest of this entry

How to make a Proper Cold Call from Scratch: Part One

Ah the Cold Call. It certainly has had its fair share of critics and on the other side the believers. Some say it is dead, others still swear by it. At the end of the day it comes down to the question of are they a good way of generated greater business and a good use of time?

To this, I give a resounding answer of Read the rest of this entry