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

Tuesday, May 16, 2017

Darren Spence

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  1. Raw Talent Academy & Sales Gym 360 announce partnership
    04 Jul, 2017
    Raw Talent Academy & Sales Gym 360 announce partnership
    The partnership will see Raw Talent focus on sales recruitment via their academy process while Sales Gym 360 will deliver sales training. Both organisations have worked closely together over the past few months to create a new sales training process that meets the needs of their clients and the wider sales industry. The organisations have spent time speaking with clients, sales directors and managers as well as their networks to identify their needs. This has resulted in the creation of ‘The
  2. How Organisations Really Make Decisions And How To Sell To Them – The 7-layer “Motive Triangle”
    10 Apr, 2017
    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?
    22 Mar, 2017
    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. Give Yourself A Pay Rise - Be A Strategic Partner
    06 Feb, 2017
    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.