Leaving a sales voicemail almost doesn’t feel like a “real” sales activity. It’s what happens when you don’t achieve your first objective – speaking directly to your prospect. Yet it takes up a big chunk of your working day. In fact, the average salesperson spends about 15% of their time on leaving voicemails. As we …

Ancient Chinese poet Lao Tzu once said: “Those who have knowledge, don’t predict. Those who predict, don’t have knowledge.” But we’ve come a long way since the 6th century BCE. Forecasting matters, and if you’re not doing it, you’re not running your business properly. Say you’re opening a restaurant. Would you just deal with peaks …

What do salespeople want more than anything? The ability to read minds? A phone that always bypasses the gatekeepers and goes straight to the decision-makers? Matthew McConaughey’s character in Wolf of Wall Street as a mentor? Wrong – turns out it’s pretty simple. Their two biggest priorities are to: Close more deals Improve sales funnel …

Training and onboarding schemes for new sales reps can be difficult to get right – but it can be even more challenging to work out how effective they are. With this in mind, I sat down with Jean-Christophe “JC” Bourgade, Co-Founder of 360Learning, a collaborative learning platform. JC has been in a sales leadership role …

A solid sales reporting strategy is essential to any organization. Those who don’t set goals and regularly report on progress and results will – without a doubt – be missing opportunities to boost leads, conversions and revenue. To put this into context, imagine that you’re planning to run a marathon. You probably wouldn’t enter a …