Sales techniques and processes
Gmail productivity hacks and tips for sales reps
Having a good grasp on the comings and goings of your inbox is essential if you want to be a productive sales rep. We have so much great technology at our fingertips yet most of us are not utilising its…
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The what, where and how of a value proposition
Telling people that you and your products are the best simply isn’t enough to convince companies to buy what you’re selling. You most likely have competitors that provide similar products and benefits as you do. You need to find a…
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B2B buyer personas – what are they and why do they matter?
Every company has a specific audience in mind that they would like to cater to. This target audience is filled with individuals and companies who they believe will be most interested in what they have to offer. In order to…
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The power of storytelling within sales
“A good salesperson knows how to talk; a great salesperson knows how to tell a story.” – Rivka Willick, story coach and writer Conveying events through the art of storytelling is a technique as old as time itself and…
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7 motivational TED Talks for sales professionals
There comes a time in any sales manager or field sales rep’s career where you might be feeling like you’re stuck in a sales rut. If you’re looking for some inspiration look no further than TED Talks. TED (technology, entertainment,…
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14 great books for sales reps and sales managers
To achieve success in any industry, you need to further your knowledge continuously and be up to scratch on the latest techniques and processes. This also applies to sales reps and sales managers in particular. Even if you’re busy, taking…
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Persuasive sales talk guaranteed to win over customers
What you say while presenting your electronic product catalogue can either positively or negatively influence what your customer orders and how they perceive your products. While showing off what you have to offer, use these persuasive tips to ensure your…
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What B2B purchasing behaviour looks like and what it can teach sales reps
The B2B landscape is constantly evolving and changing. Recent developments have shown that customers in B2B companies are leaning more towards a B2C way of purchasing. This means that the focus is shifting more towards the customer and how the…
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Promote upselling and cross-selling in your electronic product catalogue
There is the perception that upselling and cross-selling are underhanded selling techniques and that they only favour the seller. However, on the contrary, these two techniques can build stronger customer relationships and result in a win-win situation for both the…
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Keeping an eye on the competition
Many companies see their competitors as enemies. But you know what they say about keeping your enemies closer than your friends – looking towards your competitors for inspiration can be much more productive than fighting against them. Keeping an eye…
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