Sam was an account manager with a recruitment company. It was in the best role, well rewarded and so much more satisfying than the past medley of jobs that had just paid the bills. Freed from money worries, he could now think about all the positives. His manager [...]

In sport, majority of an athlete's time is spent training and developing their skills. with only a fraction performing. In sales, it's usually the other way around, focusing more on achieving results. However, this model needs to be revised since the key to consistent performance is sales organisations embracing a [...]

Although sales methodologies and salespeople's roles have evolved over the years, the importance of connection and engagement in sales has remained the same.  Teams that devote most of their energy to developing and deepening the bonds they establish with their customers differentiate themselves from competitors by sustaining long-lasting customer [...]

The pandemic and changing economic conditions affect sales in every sector. However, it should not be forgotten that many success stories are created by the unique opportunities that arise during such periods. While challenging times are filled with bad news and pessimistic forecasts, history tells us that keeping hope [...]

The most effective way to boost conversion rates and achieve long-term success is by increasing your team's focus and productivity. It's far too common for short-term tactics that provide an instant impact to be used erratically, in place of prioritising the long-term collective improvement of a sales team. What [...]

Trust and mutual benefit are two elements that have enabled humans to live in harmony throughout history. And these elements continue to hold society together. Effective salespeople are those who build their sales strategy on these two concepts. Because buyers tend to trust salespeople who have the opportunity to [...]

Digitalisation and the development of new communication methods are challenging the dynamics in sales. The use of technology is becoming commonplace and more decisions are data-driven.  We know that communication is one of the most important sales skills. And with the digital transformation, social media has become the dominant [...]

From the outside, the sales cycle is often thought to follow a structured and linear pattern, which requires negotiation and persuasion with potential buyers using specific techniques!  In reality, the selling process is much more complex than that.  Where there are variances in the sales strategy, selling skills, or [...]

Employee training has become much more critical with the rise of digital transformation across departments and job roles in all industries. Having a continuous training and learning culture is a vital element that differentiates organisations and positively impacts employee retention and growth. With work practices that have recently become [...]

A common enemy every salesperson has is fear. When fear takes hold, what seems rational can become irrational, and what should be common sense does not seem to be as logical as you would expect. Fear can destroy confidence, create doubt, and snatch joy from life. Fear has many [...]