The concept of a sales pipeline has existed for many years, providing a useful tool for assessing the lead-to-conversion process. But this over-familiarity means that mistakes are being made and sales lost – or the system is simply not being worked as hard as it could be.

Effective sales pipeline management – seeing inside the pipe

Posted by David Costello on 2 March 2017
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Historically sales territories have existed as a way to simplify the division of accounts between your sales team. Geographic boundaries and sales team availability are used to establish which accounts belong to which account manager. It is then down to the territory manager to service the accounts and leads in their patch.

Effective territory management is more than basic geography

Posted by David Costello on 13 February 2017
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Those who fail to plan, plan to fail” goes the old saying. But far from being an over-shared LinkedIn “inspirational” quote, this modern day proverb actually has some basis in fact. Try bluffing your way through a sales meeting with an FMCG client and you’ll quickly understand the wisdom of thorough preparation.

Sales Planning – Because Effective Sales Meetings/Calls Don’t Happen by Accident

Posted by David Costello on 7 February 2017
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As a salesperson it’s easy to remember the champagne moments. The moments when you shake hands, seal the deal and sign the contracts.

But sometimes it’s not so easy to remember the long slog that it took to get to this point. All the hard work, experience, tricks of the trade and psychology that goes into making deals happen.

It depends on your industry, but with some products and services having sales cycles that run into months and years, it really can be a long, difficult and at times thankless task to keep nurturing prospects and turn them into revenue generating customers.

It goes without saying (but we’ll say it nonetheless) how vitally important it is to hone down your techniques and learn from experience.

To give you a head start, we asked 20 leading sales experts to spill the beans and tell us one sales tip that anyone can put into action today to become a better salesperson. A brilliant one even.

These guys are leaders in their field and their advice and sales tips will ultimately help separate the good from the great. Our advice is to lap up every word…

20 Sales Experts Share their Single, Most Important Sales Tip Ever.

Posted by David Costello on 2 August 2016
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