Brooks Group

JULY 24, 2025

“Sales accountability” refers to the responsibility and ownership that sales professionals, sales leaders, and sales organizations take for their performance, results, and actions. While many sales leaders talk about accountability, they don’t always know how to develop a formal sales accountability plan.

Account Planning

Brooks Group

JANUARY 9, 2025

Understanding the difference between landing new business and managing existing accounts is critical for your sales organizations success. On the surface, sales and account management have similar goals: Build strong relationships with customers and increase profitable revenue.

Account Management

MTD Sales Training

NOVEMBER 28, 2024

Today, mastering effective sales director skills is more critical than ever for influential leadership. As we approach 2025, the demands on sales directors are evolving, driven by technological advancements and changing consumer behaviours. Sales directors must embrace change, creating a culture of agility within their teams.

Emotional Intelligence

Engage Selling

APRIL 14, 2023

Selling value and strategic negotiation are critical when it comes to competitive differentiation and sales training. With inflation on the rise today, many sellers ask me: “How are we supposed … The post Competitive Differentiation: Selling Value and Negotiation first appeared on Colleen Francis - The Sales Leader.

Negotiation

MTD Sales Training

SEPTEMBER 20, 2024

Cognitive biases in sales can be the difference between closing a deal and losing it! By understanding and addressing these biases, sales professionals can sharpen their tactics and improve outcomes. In sales, these biases can distort judgement and decision-making, leading to missed opportunities or ineffective strategies.

Decision-making

MTD Sales Training

JANUARY 15, 2025

Price matching requests can be a daunting challenge for any salesperson, especially when commission is tied to the value of the sale. With effective sales training , your team can turn price objections into opportunities to showcase your brand’s value without compromising on margins. Would that make it more affordable for you?”

Negotiation

MTD Sales Training

JANUARY 27, 2017

They also respect the feelings and needs of others and are prepared to negotiate solutions that are acceptable to both sides. You’ll need to stay calm and not excited when you ask for referrals and also when you use sales statements with your prospects and clients. Assertive people know what they want and aren’t afraid to ask for it.

Negotiation

MTD Sales Training

MAY 23, 2024

In today’s competitive business landscape, understanding the role of monetisation models in the workplace is crucial for maximising sales performance. Sales training programmes often emphasise the significance of implementing effective monetisation strategies to drive revenue growth and boost profitability.

Advertising

MTD Sales Training

OCTOBER 18, 2023

“Sales Fundamentals for Beginners” serves as your quintessential guide, constructed to equip you with the knowledge essential to excel in the art of selling! Ready to unlock your true sales potential? What Are The Fundamentals Of Sales? Nurturing relationships In sales, relationships matter. Let’s get going!

Sales

MTD Sales Training

FEBRUARY 21, 2023

A career in sales isn’t for everyone. A sales career rewards hard work and the regular achievement of targets. It can be demanding and requires sales professionals to maintain enthusiasm, professionalism and energy when dealing with potential clients. Are You Ready for a Career in Sales?

Sales

MTD Sales Training

JUNE 13, 2023

An effective Sales Strategy Presentation is a valuable tool for showcasing how you’re planning to align your sales strategy (and team) with your company’s vision and goals. But when it comes to ‘how to write a sales strategy’ and ‘how to present a strategy’ , where do you even begin?

Sales

MTD Sales Training

AUGUST 10, 2020

The ability to ask probing sales questions will ultimately determine how successful you are in your sales career. Almost everything in your sales role focuses around asking quality questions and it’s a topic we take very seriously and cover in-depth in all our Sales Training programmes and courses. Is that ok?”

Sales

MTD Sales Training

DECEMBER 1, 2022

We know you’re looking for sales manager interview questions and coming across this guide you’re most likely in one of two camps. This guide lists the most common and some unusual and tough questions that are asked at sales manager interviews. If you’re looking for tips on how to Nail A Sales Interview we’ve got some good advice too.

Sales Management

MTD Sales Training

MARCH 4, 2022

Creating an effective and realistic sales plan is a crucial process which aligns the work of your sales teams with the company’s overall objectives. It shapes and focuses the efforts of your sales executives, identifies key goals and targets, and tracks progress. Contents What Is a Sales Plan?

Sales

MTD Sales Training

JUNE 29, 2022

Sales is a complicated, never-ending process of building relationships with prospects, building trust, asking probing sales questions , lots of listening and moving the whole procedure through to the commitment stage and ultimately asking for the sale or order. Contents What Is Meant By A Sales Process?

Procurement

MTD Sales Training

NOVEMBER 22, 2021

Every successful salesperson that we’ve met on our Sales Training has always worked towards a sales target. Either this has been given to them by their sales manager or they have created it themselves. In the world of sales however, this is far from the norm. Sales Targets or Sales Needs?

Sales

MTD Sales Training

JANUARY 29, 2025

Creating urgency in sales is essential for driving results and closing deals effectively and efficiently. We specialise in sales training that empowers professionals to create this delicate balance. Understanding Urgency in Sales Creating urgency in sales is vital for several reasons.

Decision-making

MTD Sales Training

NOVEMBER 16, 2021

During the sales process most people will raise objections. This is the most common time, in the sales process, when objections are raised; just before the decision to purchase. Whatever the objection and whatever the circumstances the least powerful way to handle a sales objection is with a statement of fact. Advance the sale.

Sales

MTD Sales Training

DECEMBER 8, 2021

You might not even be aware of your customer churn, and it could be costing you a lot in terms of lost sales. All these things and more tell the client that our sales processes and procedures are more important than you ever will be. Interested in some Sales Training to improve your skills? Why do we lose customers?

Account Management

Brooks Group

MAY 8, 2025

While sales professionals often focus on what they believe matters most, customers ultimately determine value through five key dimensions: quality, service, experience, delivery, and price. Offer sales training that helps them internalize how quality, service, experience, delivery, and price work together in your specific offerings.

Value Proposition

MTD Sales Training

JULY 13, 2022

It is their responsibility to grow business opportunities, chiefly by using sales and marketing strategies and by employing teams to pursue leads and convert prospects. Business Development Managers have several main roles: To develop new leads and prospects for sales teams. To forecast sales revenues and improve them.

Management

Hubspot Sales

JULY 18, 2025

The customer’s journey is critical because a sale is the starting point for earning trust, satisfaction, and eventually, advocacy. Sometimes, through relationship-building right after the sale. By improving their onboarding flow and adding milestone emails, we helped customers get value faster and increased retention by 18%.

Onboarding

Brooks Group

JULY 22, 2025

Customer conflicts are not uncommon in sales. The complexity of modern B2B sales amplifies these challenges. Through sales training on conflict resolution techniques , sales leaders can help their sellers avoid or handle conflicts with customers.

Negotiation

MTD Sales Training

DECEMBER 27, 2012

Also, keep in mind that today’s modern buyers are smart, and are not too quick to reveal their emotions and concerns, as they know doing so will weaken their negotiating strength. Solutions to Problems = Hot Buttons You need to have a systematic method of asking sales questions to uncover the prospect’s problems. Happy Selling!

Sales

MTD Sales Training

MARCH 19, 2025

Whether you’re new to sales or looking to sharpen your skills, the insights here tie closely into effective sales training that actually sticks. There may be many factors in their decision-making that may have nothing to do with you, your product, or your sales pitch.

Decision-making

Engage Selling

MARCH 17, 2023

When it comes to sales closing, sales training, or sales prospecting, have you been taught how to actually close? I meet a lot of salespeople who regularly struggle to meet … The post Sales Closing: How to Ask for the Sale first appeared on Colleen Francis - The Sales Leader.

Sales

MTD Sales Training

AUGUST 4, 2010

What I’m referring to is damage control and that’s what our Sales Training focuses on because how much you give away will affect your profitability, your credibility and the perception of the product or service by the prospect. Or take a look at our full portfolio of Sales Training Courses. Happy Selling!

Negotiation

MTD Sales Training

DECEMBER 10, 2021

The extremely common response of “I’m just looking” from a prospective customer, causes some retail sales reps to walk away and wait for the prospect to convert themselves into a buyer. But is it really a sales objection or is it something else? There are so many sales questions that you can be asking your customer.

Retail

Hubspot Sales

SEPTEMBER 16, 2024

Credibility is the currency of sales. Asking Basic Discovery Questions Celeste Berke , Sales Trainer & Strategist at CBK Sales Training & Coaching , says "Showing up to discovery and asking basic questions. Sales is like growing tomatoes. Check out what they had to say!

Decision-making

PandaDoc

JUNE 2, 2025

In B2B sales, the best deals are won by sales reps who can challenge assumptions, reframe conversations, and bring unexpected insights to the table. Its an ideal approach for inbound sales teams working in crowded markets or working with indecisive buying committees. What is the Challenger method and why does it matter?

Sales

DemandFarm

DECEMBER 27, 2024

Behind every high-performing sales team is a manager who doesnt just oversee but inspires, strategizes, and drives impactful results. Sales management today demands more than ever beforeits a delicate balance of leadership, technology, and insight. What sets exceptional sales managers apart?

Sales Management

MTD Sales Training

SEPTEMBER 4, 2023

Door to door sales is a beast! Dropping in uninvited to engage a busy, potentially uninterested buyer makes door to door selling arguably the toughest sales gig out there. Like with cold calling , many struggle with crafting effective door to door sales scripts. There’s less demand for this type of Sales Training today.

Insurance

MTD Sales Training

JULY 24, 2023

Sales pipeline management is critical to the success of any organisation. We always stress in our Sales Training , that effective pipeline sales management, can help you identify areas for improvement, forecast revenue accurately, and optimise your sales process to close more deals.

Management

MTD Sales Training

AUGUST 5, 2021

Sales… ”The act of transaction between two or more parties where goods and services are exchanged for payment” Velocity… ”The speed of something in a common direction” You may have heard of the term ‘Sales Velocity Formula’ and even discussed it at meetings, but what is its application and why should it be something that you should take seriously?

Sales

MTD Sales Training

NOVEMBER 30, 2021

If your sales process includes a sales pitch at some time or another than chances are you’ve been shortlisted somehow. Our Sales Presentation Training is very popular because it covers the technique, the preparation and the all-important, how to overcome nerves when it comes to pitching. This doesn’t work.

Decision-making

MTD Sales Training

FEBRUARY 27, 2025

Looking for expert insights, real-world sales strategies, and the motivation to succeed? These top sales podcasts deliver it all. Whether you want to refine your sales skills or enhance your sales training approach, these podcasts offer valuable lessons from top industry sales leaders.

Insurance

MTD Sales Training

SEPTEMBER 11, 2023

Hiring a sales team is a unique game – it’s less about the resume and more about the grit. Sales demand unique, often elusive traits. Some sales management training programmes touch on hiring top-notch sales talent, while others skip it. It’s that unpredictable.

Sales