7 Questions To Help You Qualify If A Deal Will Happen When You Think It Will

7 Questions To Help You Qualify If A Deal Will Happen When You Think It Will

Darren Spence

Wednesday, November 30, 2016
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  1. Time To Plan: 7 Priorities Of A Successful 2017 Sales Manager
    01 Dec, 2016
    Time To Plan: 7 Priorities Of A Successful 2017 Sales Manager
    2017 is almost upon us. What we do for the remainder of the year will determine how successful 2017 will be. Here are 7 Priorities we should have on our To Do list. Priority 1: Structural, Compensation and Coverage Planning The structure of a high performing sales team needs to be free from politics, territory conflict and self-importance.  The more effective a team is at sharing best practices, information and resources, the better the Client engagement will be, which in turn will lead to
  2. How Organisations Really Make Decisions And How To Sell To Them – The 7-layer “Motive Triangle”
    30 Nov, 2016
    How Organisations Really Make Decisions And How To Sell To Them – The 7-layer “Motive Triangle”
    The Motive Triangle helps us understand how Organisations operate and how investment decisions are made. Working from the bottom up (as this is normally where most salespeople are introduced to an Organisation) ... Every purchase an Organisation makes is considered by them as an INVESTMENT, not a cost. When we think of purchases as investments it helps us understand that our Client is expecting some sort of Return on their Investment (RoI); Every investment is part of a considered ACTIVITY or
  3. Are You A Type 1 Or Type 2 Prospector?
    30 Nov, 2016
    Are You A Type 1 Or Type 2 Prospector?
    This blog is an extract from the Sales Gym 360 "How to Prospect Effectively" Yellowpaper.  Contact us and request your copy.  So, some scene setting first ... Imagine the scenario ... you've been tasked with opening up a brand new account, The Jalapeno Food Company.  You haven't been given any information about the company and there is no previous trading history between your Organisation and theirs. How would you approach the task?  Are you a Type 1 ("Larissa") Prospector, or a Type 2
  4. Forgotten How To Sell? Remember The Forgetting Curve
    30 Nov, 2016
    Forgotten How To Sell? Remember The Forgetting Curve
    Ever wondered how you can spend a whole morning trying to learn something and the following week you’ve forgotten it?   The popular explanation for this is “The Forgetting Curve”. Published in 1885 by the German psychologist, Hermann Ebbinghaus, The Forgetting Curve validates there is a relationship between time and the degeneration of our memories. Our unique speed of forgetting depends on a wide range of variables such as how meaningful our learning material is, how difficult we find it to
  5. Give Yourself A Pay Rise - Be A Strategic Partner
    30 Nov, 2016
    Give Yourself A Pay Rise - Be A Strategic Partner
    I learned more about how to structure and win deals in the first year of running a company than in my previous 13 years in Sales. As Managing Director you take notice of a whole new set of metrics No longer was I interested in how much Gross Profit I had booked in a particular month or quarter in relation to my target, but I was interested in other more material metrics, such as revenue, fixed and operational costs, cash, debtor days, reporting deadlines, stock levels, lease commitments, I.P.