Sales Training And Consulting

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Adequate Coaching Time and Impact on Quota Attainment

Published on June 8, 2016

Coaching seems to be an area of management that needs a lot of work in business, particularly in sales. MHI Global has just released the 2016 Sales Best Practices Study – a piece of continuous research that has been running for 14 years with data from over 35,000 respondents internationally. This is one of a … Continue reading Adequate Coaching Time and Impact on Quota Attainment

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What do you do when things go wrong with a client

Published on February 9, 2016

What do you do when things go wrong with a client, and it’s 100% your fault? Even worse, what do you do when the fault is 100% theirs?Multi-level relationships are an excellent way to manage a difficult situation with your client, particularly where you have delivered value in the past.

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Manage Relationships

Published on February 10, 2016

Your largest accounts are at risk as competitors seek to grow their business. If you are not connected at many points and understand your customers’ business, you will, at best, continue to be exposed.

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Create Opportunities

Published on February 10, 2016

The creation and continued growth of new opportunities is essential to sales funnel health. The two activities that have the strongest cause/effect relationship to qualified lead growth among World Class Sales Organisations are.

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Understanding Confirmation Bias

Published on February 10, 2016

Introducing Value Drivers #2 How does a customer hear you? – Understanding Confirmation Bias Before I continue posting about the value divers of top performing sales people, it’s worth understanding Confirmation Bias, which comes from psychology research into cognitive bias.