Sales staff unsuccessful at the end of the year? The reason is almost always the same: they spent too much time on deals that didn’t close. Avoid this next year by using the SCOTSMAN sales model. As Lord Sugar’s trusted advisor Nick Hewer has reminded us in season after season of The Apprentice, it’s [...]
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So far Emjay has created 120 blog entries.
When it comes to hiring in expert talent to advise, train or adapt a company, businesses are understandably dubious. People can be nervous about investing in the unknown and sometimes senior leaders feel that investing in a consultant somehow indicates their own inadequacy and may find the expertise of a consultant somewhat threatening. Whatever [...]
You don’t need a degree in psychology to perform in sales, but knowing customer personalities can make all the difference between sealing the deal and walking away empty-handed. Industry Insights Understanding your customers is a huge asset – in negotiations, especially, but right across all of your engagements. To help you build your insights, [...]
Like people, many companies go through a phase where their future potential exceeds their present abilities. If your business is on the threshold of serious growth but lacks the sales resources or vision it needs to keep going, we can help. In the most successful sales organisations, sales training and continual performance development is embedded [...]
Many companies have found the challenge of driving sales difficult, and growth hard to achieve. Some business leaders might say that this is because of stronger competition, changes in the market or price erosion. But this is very often only half the story! The Ugly Truth: Refusing to Evolve In reality, many business leaders who [...]
How to network like a professional: There’s a simple truth that many sales people don’t want to hear. But deep down inside, most of them know it to be true. The truth is, you have to network. Many people waste a lot of time networking because they’re trying to network at the wrong places, [...]
If a smart business owner considers an investment, whether it is for a new refrigerator in his or her home or for the acquisition of a rival company, a strict ROI calculation precedes the purchase. Is this investment worth the money? Will the return be significant enough to justify the purchase? Responsible, practical people answer [...]
There are different leadership roles within a sales department, each of which require a very different skillset to perform the job well. The qualities that make a great sales director, for example, don't translate very well into being a good sales manager. Although they both have different traits and serve different purposes, the best [...]
Imagine you have an upcoming sales pitch. The date of the meeting is set, your collateral is ready and you really know your numbers. You’ve done this presentation a hundred times over, you know it word for word and now you just have to close this sale. Now.. how do you give yourself the [...]
When President John F. Kennedy visited the NASA space center in 1962, he encountered a janitor sweeping a floor and asked him what he was doing. The custodian replied, "I'm helping put a man on the moon." Every single person in a business plays a critical role in achieving the business's vision and mission, [...]