Do You Sell to Enterprise buyers? – I’m talking about B2B sales involving more than one person. If you do selling alone should never be a part of your game. Recently, Gong.io a sales enablement and sales research company profiled over two million sales calls using AI and found out something really interesting: By involving …
1. Skills over experience- Experience counts. When I talk to people about my sales coaching skills I validate myself by saying I have had over a decade experience in B2B sales, so experience is vital. But if you are so long on experience and thin on skills, that is a no-no! A man can have one …
Back in my days in secondary school I had a tough disciplinarian as the Dean of Academics; one Chief Olowoyeye. He was a man with an irrevocable commitment to discipline and excellence. He could flog a dead horse back to life. One day Chief was teaching in our class and it was long past the …
As the year winds down, whether you are a CEO, CMO, CSO, VP of Sales or just a sales rep you should have a tactical close to your sales year. It’s most unprofessional to just close shops and take a holiday without well-structured end of term activities. Most sales reviews are done over every quarter …
Have you attended an interview before and the panel says to you “Sell me this pen”! Very cliché questioning right?, but they almost always ask that same question in all sales interviews. I have also been asked a number of times myself. Sometimes I am even asked by organizations seeking my training solution. Fundamentally, that …
Until you close, you have not sold. In life, one thing separates successful people from losers; it is the close. Unfair as it may sound no one ever gets a trophy for a great effort. What gets you a trophy is the closure. Closing is different from selling. Some people sell so well they forget …
On Saturday September 9, 2018 a younger 21 years old version of Serena Williams named Naomi Osaka outplayed Serena and became Japan’s first ever grand slam title holder. It was an unlikely final against Serena. Here are 3 lessons I learned from this event and I believe they are invaluable. One, if you are not inspired …
Five Lessons from Serena William’s Loss to Naomi Osaka Read More »
Here are some of the most important reasons why you may not be crushing your figures. You are trying too hard to be nice- While it’s good to be nice, don’t be so nice that you do not push for the sale. Prospect says to me very often they can’t buy my training because they …
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