Blog - Sales techniques and processes

Every year Inc. magazine lists the fastest-growing small companies in the USA. Some of the top performers have interesting business models. These guys certainly know a thing or two about how to get ahead of the rest using innovation and…

When it comes to the design and development of any new product, it inevitably goes through many stages. Tech start-ups prefer to use an iterative design approach, and many have done so with great success. However, while these companies have…

The word “pivot” gets thrown around a lot, especially in the tech startup industry. But it’s applicable in all types of businesses, big or small. Pivoting refers to a shift in strategy. Essentially, it refers to the decision to abandon…

Upselling is the art of persuading a customer to buy a product that is an upgraded version of the one they are considering. Because an upgraded product is often better in terms of features and/or benefits, it is therefore often…

When it comes to sales performance and securing new deals, there are a certain number of things your sales team can implement to boost sales. Often it is the small things that we forget about that hinders sales performance. Let’s…

Having a good grasp on the comings and goings of your inbox is essential if you want to be a productive sales rep. We have so much great technology at our fingertips yet most of us are not utilising its…

Telling people that you and your products are the best simply isn’t enough to convince companies to buy what you’re selling. You most likely have competitors that provide similar products and benefits as you do. You need to find a…

Every company has a specific audience in mind that they would like to cater to. This target audience is filled with individuals and companies who they believe will be most interested in what they have to offer. In order to…

“A good salesperson knows how to talk; a great salesperson knows how to tell a story.” – Rivka Willick, story coach and writer   Conveying events through the art of storytelling is a technique as old as time itself and…

There comes a time in any sales manager or field sales rep’s career where you might be feeling like you’re stuck in a sales rut. If you’re looking for some inspiration look no further than TED Talks. TED (technology, entertainment,…