Fight procrastination, create urgency

As bullfighters have to calculate their every move when competing in an arena, so do sales representatives when closing a deal. Strategy is of fundamental importance and every step counts in the process, leading to an eventual victory or loss. ...

Why is BANT no longer the way to go?

BANT, the acronym standing for Budget, Authority, Need and Time, was until recently considered as an impeccable guide, 4 step checklist used by sales representatives to best qualify leads and win opportunities. As almost everything in this fast paced world ...

Hurry up and buy!

How well did you close your quarter? Do you have the impression buyers are interested in your product but you have difficulties closing? Are buyers procrastinating too much? If yes, then probably creating urgency is what you need to speed ...

Inside the mind of the B2B buyer

Before going deep into detail about the aspects and actions of a B2B buyer, it is fundamental to understand the difference between B2B and B2C buyer psychology. Attracting potential B2B consumers with one-strategy-fits-all assuming that buyers are all made from ...

Choose the right Sales Method

Have you ever considered that the sales method you are adopting might not be fit for your team and respective goals? Imagine when you have to buy a new pair of shoes (very often in my case). You browse around ...

Become a sales trigger wizard

When working in the selling business, every bit of information one can gather, is of vital importance for the accomplishment of a sale. Nowadays, it is easy to lose track of what happens around us, but even more to be ...

Social media frenzy

Reaching more than 1 billion users, the internet is now a phenomenon we can no longer ignore, and to be honest why would we? More surprisingly though, is the social media boom, that is affecting and influencing the lives of ...

Info what?

If you're still unaware of what an infographic is you should be ashamed of yourself, BUT fortunately I'm here to help you. An infographic is a visualisation of complicated data and information that is conveyed in an easy, smart and ...

Call Me Maybe

Though, Carly Rae Jepsen's number one hit is not the typical reference to describe the relation sales reps have with their daily phone call routine, it might help shine a light on the unmistakably dark facts of cold calling. Being ...

Give your employees a gift: Change your management styles

Poor leadership is one of the main causes employees leave their job. It is often destructive when a manager is more focused on their own needs and success rather than the team's growth and performance. This behaviour might lead to ...