If a salesperson has one goal with a prospect, it is creating within that buyer the conviction that the buyer’s company needs to buy that product or service. Here are a series of basic steps through which you can bring about that conviction. It is a sequence you can blend into or add to your ... Read Post

Sales experts have been saying for years that the more the buyer is convinced that the purchase was his or her idea, the stronger the opportunity is for the close. The degree to which this happens during the sales process is, most of the time, up to the sales rep. Salespeople, especially new ones, can ... Read Post

Life can be pretty hectic and stressful for sales reps! It’s a fast-paced career where success depends on finding quality leads and closing deals so you can hit your targets. Therefore, it pays to be organised, adopt smart working practices and ensure you craft your day to get more done in less time. Here are four ... Read Post

Many sales experts agree: it is the age of insight selling. Long outmoded are sales techniques that deal only with clever pitching; today a buyer at a prospect company is far more educated and mere pitches are likely to fall on deaf ears. A salesperson must bring unique value to the table if a prospect ... Read Post

In recent years, opportunity evaluation within sales strategies has been being given a prime level of importance. The reasons for this may or may not seem obvious, but for anyone that has gotten halfway through a sales cycle and had it fall apart, it starts becoming clear that the more fully an opportunity is evaluated, ... Read Post

When it comes to enhancing sales techniques, some companies maintain a “hands off” approach with new sales reps hired. They put a salesperson on the job and they make it or they don’t. This has certainly been the traditional approach, and salespeople that have come up through this system have done so driven by necessity. Read Post

The past year 2013 have been an amazing for Coevera. We’ve grown as a product – we released five major updates including many enhancements and fixes. We’ve grown as a community – we attended incredible conferences, reached 15 000 Facebook fans, and started great animated sit-com. We’ve grown as a company – we welcomed many ... Read Post

There are usually very few stakeholders within a company that are truly dedicated to the organization and its purpose, and those are usually toward or right at the top. To those further down it’s much of the time “just a job”—their real life and true ambitions exist outside and away from that company. They learn ... Read Post