Ghosting in Sales – it’s costing you sales!

Ghosting in Sales – it’s costing you sales!

Did you know that ghosting in sales is probably costing your sales people about a fifth of their time? Read on to discover how we know that and what you can do about it. So ghosting might be a thing now, but guess what? before the 2000s it wasn’t! Instead you...
When prospecting – should I stay or should I go?

When prospecting – should I stay or should I go?

I made a prospecting call. He picks up and actually answers with his own name (that’s already a win!) I tell him my name and remind him how we know each other, BUT it is tremendously noisy. It sounds like it is a heated meeting! I say ‘it is super noisy...
How to deal with disappointment in sales

How to deal with disappointment in sales

How do you deal with disappointment, either in yourself or in your sales team? Because, sure as eggs is eggs, disappointment will come – especially in a sales role. And the trouble with disappointment is that it’s deflating – think about it, when you...
Is sales training a cost or an investment?

Is sales training a cost or an investment?

What do you think, is sales training a cost to your business or an investment? Well, if you think sales training is expensive, wait until you see what it costs you to not invest in it.I was delivering training last week to some newly recruited salespeople. The company...
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