In sales we often do not focus on our state of mind and even forget sometimes to make time to relax. In my last podcast episode I mentioned how I learned a technique called Autogenic Training. It could be described as a very powerful form of self-hypnosis. I learned it many years ago through attending […]Read More Autogenic Training for busy salespeople
We have all done it. Asking the customer questions that are answered with a yes or no. Do you protect your network from malicious attacks? Do you get any rewards for making business purchases? These are examples for closed questions that force the customer to answer with a simple yes or no. And if your […]Read More 3 Tips to help you ask better discovery questions
A while ago, there was an interesting discussion in the Sales Enablement Society forum about the main orientation of the sales enablement function. Is sales enablement strategic or tactical? How do you recognise its mode? It’s almost a bit like asking if light is a particle or a wave? The scientists among you surely know […]Read More Is sales enablement tactical or strategic?
There is a lot of value in measuring the success of any sales training. You can measure the reaction, knowledge, application, business impact and even ROI. It’s an important way of evaluating your training and its effectiveness. Does it move the needle? Many training programmes, however, end with the completion of a short survey. Some […]Read More Two important questions that you need to ask after any sales training or workshop
GROW is a very popular coaching model. I first learned about it when I was moving into a technical sales engineering people leader role. My manager was the VP of sales for international markets. As part of my onboarding into this new role I attended a training course for new people managers hosted by the […]Read More How to use the GROW coaching model in sales
The wow experience: First impression counts! You hired new sales reps, managers and leaders and now they are looking forward to their first day at your firm. Make that first day an amazing experience! You want new hires to think: Wow, I have joined an amazing company and team! On their first day, the new […]Read More 10 Ways to improve your first week of sales onboarding
Let’s be honest. Wouldn’t it be great if there was a magic PowerPoint deck template from marketing or sales enablement where you just had to insert the customer’s name and logo and you could take it to your first meeting and present your amazing solution and tell your prospect how great your company is and […]Read More The real reason why you should ditch slides in your first customer meeting
Why is coaching so important? As a sales leader your responsibility is to lead your sales reps and help them develop their sales skills and career. Not all sales reps manage to achieve their targets. You will have a few reps that achieve and exceed targets, many will be mid-performers and some might really struggle. […]Read More The secret of creating a sales coaching culture