What is this MEDDPIC thing?

MEDDPIC is a sales methodology that stands for Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, and Champion.

MEDDPICC is a sales methodology based on qualification for complex, enterprise, Business to Business sales. MEDDPIC is Read more

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Who does your Sales Forecasting & Why is it Critical?

Sales forecasting is a real and age-old challenge for companies regardless of industry, product, or service. It entails estimating what your future sales will be based on past data and company strategy. Many complete an annual top-down strategic Read more
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Leads Withering on a Vine

All of us have heard the complaints about lead generation and felt the pain of less than hoped for sales. “The old methods don’t work” … “Buyers are jaded” … “Sales teams need to work harder”. But Read more
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What makes a ‘top’ sales performer?

What makes a ‘top’ performer? It is an interesting question and at first glance it would be easy to provide a list of “How to Sell” type answers but you will be able to source great answers to Read more
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Lead Scoring – Hot or Not?

Lead Scoring 101

Lead scoring is definitely ‘flavor of the decade’ at the moment and the chase for an effective tool has resulted in many businesses upgrading to the latest and greatest MIS (marketing information systems).

I thought it Read more

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Just what do top sales performers really do differently to the pack?

Have you ever considered what traits make a ‘super’ sales performer?

Everyone wants their teams to sell more. So how can they reproduce the performance of the real sales stars out there?

It is an interesting question and at Read more

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Corporate Event Mingling 101

As many of you have probably gathered by now, corporate events are much more than an opportunity to feast on free food and get tanked at the bar on the company credit card. At one stage or another, Read more
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How to get prospects to trust you.

How to get prospects to trust you

After sending an online enquiry, I received an instant email from a salesperson introducing himself. Let’s call him Jack. Jack in a software salesperson and an expert in his company’s product. I Read more

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Where Do You Find Super Sales People

The most effective way of finding super salespeople often revolves around word-of-mouth recommendations or introductions rather than looking at a stack of online resumes. Who should you talk to in order to get things rolling? Ask your employeesRead more
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Why You Should Call Your Customers 3 times out of 4

In this fast-passed world of digital communications, “omni-channel” conversations and faceless customer service, I see first hand the destruction of good old fashion customer interactions. Don’t get me wrong, this isn’t necessarily a bad thing! The world Read more
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