Quality vs. Quantity in Sales Pipelines:

Why Quality Always Wins In sales, the health of your pipeline often determines the health of your business. But when it comes to building that pipeline, there’s a common debate: should you focus on quantity or quality? While having more opportunities might feel like a great idea, it’s the quality of those opportunities that truly makes the difference between mediocrity …

Sales Pipelines a Little Blocked?

Sales pipelines are often ineffective, filled with opportunities that aren’t going anywhere, no clear follow-ups in place and no real indication of when opportunities will come to fruition. Reviewing sales pipelines is an important task, but what are the steps that need to be taken? Pipeline management plays a critical role in effective sales forecasting. Accurate forecasting depends heavily on …

Mastering the Art of Persuasion: Cialdini’s 6 Principles of Influence for Sales Professionals

In sales, success hinges on the ability to persuade and influence potential customers. Understanding the psychology behind decision-making can help you become significantly more effective. Dr. Robert Cialdini, in his book “Influence:The Psychology of Persuasion” identified six key principles of influence that can be harnessed to supercharge your sales efforts. Let’s look at how you can utilise them to drive …

Apathy is alive and well – and you can’t afford it!

Apathy is alive and well…  Extraordinary isn’t it? At a time like this, when sitting back and doing nothing really isn’t an option, how many people are doing exactly that. Sitting back. Hoping things will get better. And they might – but then again, they might not, at least not for a while.  Are you still doing the same things you did 6, 12, …

Curiosity might have killed the cat, but a lack of curiosity can kill the sale

Just what do you know about your customers? Are you really interested in your customers and their business, or just interested in the little bit of their business that buys your product? The distinction is an important one, especially if you are looking to be seen as a key supplier. Customers increasingly expect partnership suppliers to not just understand their …

Is there value in hedging? Oh yes!

About 15 or 16 years ago, we were living in an old farmhouse in the middle of the beautiful Suffolk countryside. Around the farm was a hedge, probably around 2 or 300 yards in total, which clearly hadn’t seen a cut in some time. As a result, the whole place looked a little untidy. Time for action, I was told. …

It costs how much??

“You have no chance of beating our current price!” said the buyer to one of our clients’ sales team. Taking a look at the price they were paying, the client could only agree. The price was significantly – very significantly – lower than anything he could get close to. “Not only can’t I get close to the price you’re paying …