How much time does your sales team invest in researching a customer prior to meeting them? I'm still staggered at the number of salespeople who enter a conversation unprepared, with little or no research, and wonder why the conversation doesn't go well. In this episode, I share a model that enables sales people to be well prepared prior to a customer conversation.

How much time does your sales team invest in researching a customer prior to meeting them? I'm still staggered at the number of salespeople who enter a conversation unprepared, with little or no research, and wonder why the conversation doesn't go well. In this episode, I share a model that enables sales people to be well prepared prior to a customer conversation.

Too many sales leaders and their teams focus all of their attention on selling their product or service, trying to position it as the 'best in market', or selling the features and benefits. Exceptional Sales Leaders and their teams take a different approach - they become professional problem solvers. And when they do this, the products and services become a key part of the solution. There's a big difference.

Too many sales leaders and their teams focus all of their attention on selling their product or service, trying to position it as the 'best in market', or selling the features and benefits. Exceptional Sales Leaders and their teams take a different approach - they become professional problem solvers. And when they do this, the products and services become a key part of the solution. There's a big difference.

When it comes to team or organisational performance, too many leaders focus on the organisational structure as the reason behind exceptional performance or below par performance. Unfortunately they are focused on the wrong element. Great leaders focus on the environment that needs to be created to underpin success. This is where culture is built, and this is the foundation for exceptional performance.

When it comes to team or organisational performance, too many leaders focus on the organisational structure as the reason behind exceptional performance or below par performance. Unfortunately they are focused on the wrong element. Great leaders focus on the environment that needs to be created to underpin success. This is where culture is built, and this is the foundation for exceptional performance.

Whilst our personal brand is based on how other people perceive us, we can influence this through the impressions we create and certain behaviours we can demonstrate. In this episode, I cover how quickly impressions are created and what behaviours we can use to create the best impression.

Whilst our personal brand is based on how other people perceive us, we can influence this through the impressions we create and certain behaviours we can demonstrate. In this episode, I cover how quickly impressions are created and what behaviours we can use to create the best impression.

To win more deals, we need to build higher quality relationships. People will buy from people they know, they like and they trust, so it is incumbent on us to empathise with customers and potential customers, and focus on building genuine rapport. In this episode, I explore the 4 elements to building rapport that will stack the odds in your favour.

To win more deals, we need to build higher quality relationships. People will buy from people they know, they like and they trust, so it is incumbent on us to empathise with customers and potential customers, and focus on building genuine rapport. In this episode, I explore the 4 elements to building rapport that will stack the odds in your favour.