When sales teams are under-trained and unprepared to use sales enablement tools effectively, firms spend a lot of time, energy and resources accomplishing very little. A well-designed, current training program produces the best results.

Forget you and forget your standard sales presentation. Let me explain...all of us have our own unique way of perceiving the world. This map has been created from the moment you were born to this very day...all your experiences have gone into the pot and created your map. Nobody else will have had your experiences in exactly the same way. They will have had their own experiences and will perceive the world in their very unique way.

Hoop Dreams

It's what you know about your game.

If you're getting paid for doing the "hands on work" while you're giving away advice for free, there's a better, more profitable way. Take a page from television sports commentators and start leveraging your expert experience and insights.

Do You Know Your Customers' and Prospects' 'Sales Direction' Filters? Knowing the Sales Direction Filters of your customers and prospects is crucial to increasing your conversions and generating all round improvements in customer relationships. At The Sales Consultancy we think they're vital in business and could not imagine our customer relationships without this knowledge. So what is a Sales Direction Filter?

WHY CUSTOMER RELATIONSHIPS FAIL... Have you ever asked anyone a question that can be answered in a sentence or two -- and yet they're still talking 10 minutes later? Or maybe asked for more detail on a subject -- and been given a one line answer? Are you the person that is only interested in the big picture? That is you tend to give very brief responses regardless of the question? Or do you prefer to give a very detailed response to questions? What about others?

Cards on the table -- I'm a massive fan of mentoring! So it's a big yes for mentoring from me. We all need help now and again. Help in the form of unbiased support, a friendly prod to move things along, maybe just an understanding ear. I've found that those who say they don't need help often need it the most!

"You don't get what you want in life; you get what you expect"‏ Here's some questions for you... Do you know where you're heading? In work? Away from work? In Life? Where is it all leading to? Does it have to lead anywhere anyway? A bit deep for a Friday? Maybe. Let's drill it down to your business, even your sales, especially your sales... What actions are you taking to get you to where you want to go? That's assuming you know where you want to go!

Why are Selling Techniques so bad? You will know by now I'm on a mission to improve the nation's selling techniques. It seems every day I collect more evidence of just how big a challenge that is going to be! On the other hand a bottom less pit of potential work it seems...

What excuses are you making? Excuses can be very easy to find when it comes to explaining away disappointing sales performance -- and especially when we allow ourselves to go and search for them. In 30 years in selling I've heard them all...

Today I entered 'time management courses' into Google. It produced about 200,000,000 results in 0.29 seconds.And yet time management courses are often a waste of time. Why? Because you know what to do. You know when you should be doing it. If you're not doing it, I'd reckon it's not about time management at all -- It's down to that 'P' word.