• The key sales skills need to succeed in today’s business environment are very different from 5 or 10 years ago. The influence of digital media, the internet and access to unlimited amounts of information online, means everything has changed.     The rules and interactions…

  • sales-process-steps

    Mapping out the sales process steps is secondary to knowing what a sales process is, when it comes to acquiring, developing and maintaining customers. In the digitally influenced sales process, the goal is no longer so focused so much on giving pitches and pricing, but…

  • Companies are developing digital selling strategies to align themselves to the rapidly changing face of “the buyers journey”. A digital selling strategy goes way beyond the use of tools or technology. The realization facing many leaders is that implementing digital selling strategies involves implementing a…

  • The definition of social selling is the process of engaging a defined audience, nurturing relationships and extending social reach via the social networks as part of the sales strategy.   In essence, social selling is training salespeople to leverage the benefits of social media for…

  • A sales strategy plan is your strategic approach to winning new customers plus developing and retaining existing customers. It also outlines in detail your sales goals and objectives for the period it covers including all the major marketing or sales tactics to be used. To…

  • Creating a sales skills definition is unique to every business as they need to reflect the overall sales strategy alongside the expected sales activities of the salespeople.  Sales skills differ depending on inside V outside customer facing sales plus which part of the sales process…

  • If a business can outline their social selling meaning in relation to the overall sales process, they are ahead of the curve in becoming a social business. In other words, they see social selling and digital selling as an integral part of their sales strategy….

  • Cold calling techniques should continue to be a valued sales skill and be included in any sales training program.  Cold calling has evolved from a standalone blunt prospecting activity into a tactic that when combined with social selling and data is a powerful customer recruitment…

  • Sales Prospecting Definition. Nailing a sales prospecting definition can be difficult depending on your sales process, product and market. So, what is sales prospecting and what sales activity does it entail in winning new customers or business? To start, lets agree that the stated aims…

  • Sales Skills Training Sales skills training should empower the salesperson to reach a higher level of sales performance when selling to customers and prospects. We know that the role of a salesperson is evolving at a faster pace since sales skills were codified over 100…