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Upgrade your Sales Business Development Skills and Processes to Create Hungry Sales Prospects

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How to Price Like a Pro!

Most firms will spend a lot of time thinking and talking about price.

Fewer firms will spend time thinking and talking about price and positioning.

Even fewer will think about using price as a key positive differentiator.

That’s why you should!

This guide will tell you how.

10 Ways to Make Your Sales Numbers

Sales and Business Development Training Sheffield

Sales and Business Development Training Sheffield

 

 

 

 

 

 

 

  1. Know your Sales Recipe – from how many cold leads to meetings; meetings to quotes; quotes to close. Without this formula you really are working in the dark
  2. Write down where your last 10 pieces of GREAT business came from – now rinse and repeat. You’ll probably be very surprised at where the great business does come from.
  3. Know who you want to do business with and why – stick to that profile only. Fish in too many weak ponds and you’ll end up with a mess of mediocre prospects and questionable business
  4. Stop chasing BAD business…qualify hard at the start in line with the perfect prospect profile…ditch the rest. Success flows where attention goes!
  5. Make sure you know the decision makers buying process and their selection criteria – save yourself doing tonnes of work for a buyer who’s keeping you around to bounce ideas off
  6. Visit your sales forecast religiously every day – who do you need to check in with, who’s got the sign off meeting today, who’s making the short list today – The Recency Effect…the subtle art of being there without the buyer feeling they’re being stalked!
  7. Be ruthless in managing your sales pipeline – kick out the stationary prospects, re-qualify them and either re-enter them or put them on a sales database to reactivate/keep warm by some other method.
  8. Maximise your client/prospect face time and talk time…if you can’t manage your time you can’t manage anything. Don’t be lulled into thinking you don’t need to sell because you’re on social media and people will find you…that’s the icing on the cake and is nowhere near replacing the cake any time soon (unfortunately)…so get talking!
  9. Admin is something you do outside of core sales time…yeah, suck it up buttercup, winners don’t do their expenses and write proposals when they could be filling the sales pipeline
  10. Have fun, get excited, total immersion in your industry, your buyers industry, be the most knowledgeable person in your industry, be the go to expert, get creative, start mixing things up a bit, get out there, loud and proud…What? You don’t want to do that? Then maybe you need to find a product/company/service you can get that excited about…sales is a transfer of energy, a transfer of confidence, a transfer of faith…if you don’t have it, don’t expect to be able to pass it on…

Happy Selling

If you’re looking for a sales shot – a chance to get refocused on what’s important in helping you smash your sales target, and what the key success activities are in sales – join me…

Hit the link to find out more and book your spot….Show Me.

Plus – join us and enter a draw to win 6 weeks free sales coaching, and if you want to bring 3 people on the course, you’ll only pay for 2!

 

BEWARE – 10 Ways Your Sales Team Make Your Competitors Stronger.

Really, who do your sales team work for?

Yes – that’s the question I want you to answer because from some of the sales teams I meet I know for a fact that even though their salary is paid by one company, their sales efforts are definitely benefiting their competitors.

So, let’s see if this applies to you and your sales team.

Your sales team could be making it much easier for your competitors to win business from you if they are doing any of the following:

  1. Doing a great educational and highly informative pitch with the prospect, giving them all the information and wisdom they need, yet failing to ask for the appointment or the sale.
  2. Pitching to the gate-keeper.
  3. Not asking what the next stage is in the sales process.
  4. Failing to follow-up on pitches – over 80% of sales are made between contacts 7 and 12, so for all those sales people on your team that give up too soon – high-five for the competitors!
  5. Quoting too cheaply. Yes, if it seems too good to be true it probably is, so the prospect goes to get competitor quotes
  6. Quoting too much. Ditto above. (If you want to know just how to quote to win the business join us on The Sales Improvement Workshop in Sheffield for some great sales training and a step by step process to smash your sales targets – click here for more details)
  7. Not knowing the buying process. Hence panicking when the prospect doesn’t return calls or respond to emails promptly….such that the sales person decides that this is the prospects way of saying no, hence the sales person terminates all contact with the prospect….and in walks the competitor to pick up the deal…
  8. Starting the price negotiations too early, typically in response to the prospect not responding to the proposal as promptly as the sales person would like – the sales person thinks that the prospect would close faster if the price was lower, and the prospect now realises that the sales person is desperate for the order and so starts shopping around for the best deal based on price.
  9. Failing to ask who else is involved in the buying decision before it gets to sign off.
  10. Being scared to ask the prospect who else they are looking at and why- therefore leaving the competitors unchallenged.

Making the competitor stronger shouldn’t be high on the list of aims for any professional sales person, but it can often happen. Some of the key reasons are:

  • Lack of skill
  • Poor management of the sales pipeline and sales funnel
  • Too many poorly qualified prospects in the sales pipeline
  • Poor prospect qualification
  • Ineffective questioning skills
  • Poor insight in to the decision maker’s buying process

All of these are avoidable, join us on our next Sales Improvement Workshop a must for new and experienced sales staff who want to accelerate their sales performance, increase sales turnover and sales revenue and out smart the competition every single time.

Click here for more details.

Happy Selling

Carol

carol@mortonkyle.com

www.mortonkyle.com

0779 002 1885

Why Don’t My Sales Team Care If We Hit Sales Targets?

If a sales team is consistently failing to perform then there is something fundamentally wrong.

No-one want to miss a single sales target and some months will always be tougher than others, but consistent failure is not normal, not sustainable and is a clear indicator that something radically needs to change in the business.

Directors Perspective

Your sales team may not care if they hit the sales targets because it’s highly likely that their manager may not care either!

Or it could be that there are no positive or negative consequences or actions taken if the target is hit, or not, whatever the case may be.

From a Director or Business Owner Perspective – Check out the Sales Management team and their skills, intent, motivation style, reward mechanisms, general demeanour around the office and use of management information before you fire the sales team. The culture of success (or failure) comes from the top…always.

You may also want to look at how closely the goals and ambitions of your sales management team are aligned with the goals of the board. Do you think that you are all working to the same goals and agendas or do you know this for a fact…what do their actions tell you?

What’s the ‘them and us’ culture in the firm? One big happy family or layers of management?

You may also want to think about what you are asking the sales team to do, the market they are in, associated pricing and market conditions. competitor performance and the specific challenges the sales team can’t seem to overcome in the market.

Sales Manager Perspective

As Sales Manager you may want to ask your self these questions then think what you should do about it:

  • Are all of your team failing to hit target/care or just a few of them?
  • Are there consistent performers and consistent non-performers?
  • What are the consequences of performance in your team?
  • What are the consequences of non-performance in your team?
  • How are your sales team rewarded for their hard work and success?
  • How many of your team are on formal performance management programs?
  • How much time per week do you spend sat side by side with your sales people in observing, monitoring, coaching, mentoring?
  • How much time do you spend training your sales team?
  • What daily performance information do you give to your sales team?
  • What happens in your daily management meetings?
  • How often do you ask for updates in sales forecasts?
  • What is the daily sales contact times target for your team (sales talk time)?
  • What is the best and worse sales conversion rate in the team and why?
  • What is the best and worst margin in the team and why?
  • What sort of data are you giving your team to sell to?
  • How robust is the prospect qualification process used by the sales team?

Sometimes, an under performing sales team has reached the point of no return and turn around would be costly and a big drain on time.

Sometimes to start again is, unfortunately, the only option.

Before you do – think about what you would do differently in how you manage them…whether you are the Business Owner or the Sales Manager

For more information or a confidential chat about Sales Turn Around, Sales Improvement and Practical Sales Training then call Carol at Morton Kyle Limited on 0779 002 1885 or email carol@mortonkyle.com

We run a number of open and bespoke Sales Training Courses – all with a full money back guarantee, contact us for details or use the links below:

Sales and Business Development Boot Camp for Business Owner Managers

The Sales Improvement Workshop

Happy Selling

Carol

www.mortonkyle.com

Are You Worth More than Your Salary?

Sales is one of the few careers where there is a fairly direct relationship between correctly applied effort and results.

If you’re not earning what you are worth, then it’s fair to say you are not bringing value to your clients or the company. This is a sad state of affairs for lots of reasons, but primarily because:

  • You have the same time in a day as everyone else, yet you’re not creating results and value worth paying for
  • You probably feel that this is not your fault

If you want to stay in sales and command the salary you want – wise up.

  • Invest in yourself
  • Make a promise to yourself about what you are prepared to do to become successful
  • Get on with it

It’s relatively easy to turn a mediocre sales career into a stellar sales career – if you want it enough. Do you?

If so, read on. 4 quick pointers

  1. Get learning – most sales people are in sales by default. Become a professional sales person, study your trade. Get some books, articles Youtube broadcasts from people who can sell – Zig Ziglar, Brian Tracy, Anthony Robbins – yes, these guys have been around for years. I still love how they sell, professionally, with grace and good humour and with great intelligence while they put the prospect at the centre of the process and work around him/her. Get these guys work on mp3 or audio cd, play it in the gym, the car, before a meeting, before sleep, while you shower – listen and then listen again, then apply it to your sales process.
  2. Get a mentor or build a relationship with a great sales person you know – preferably in your organisation, do what they do, do everything that they do. Do it so much better than they do it. Every single day, work harder than they do. Get feedback and then work harder still. Easy, short cuts rarely work in sales, and if they do, then they just don’t last very long. Carve your own skill set and successful ways or working – they can never be stolen from you and you know you can have confidence in your own sales skills.
  3. Put in the hours – build extra time into your day to generate a pot of leads to contact the next day, be very selective about the types of clients you approach, Make sure you are not just ‘doing the numbers’ instead identify high quality and realistic prospects that would change your sales career if you converted them. Don’t waste a minute – if what you are doing isn’t taking you closer to where you need to be – bin it. Guess what – wasting time is harming no-one – just you! Creating time is easy – get to the office 30 mins early, leave 30 mins later – saves sitting in traffic doesn’t it? Take 30 mins for lunch instead of an hr. That’s an extra 90 mins per day easily sorted. And if all else fails, you could turn the TV off?
  4. Once your own learning and mentoring as got you as far as you think you can go with it, then start attending some good quality training courses. A training program, however good, will not give you half as many answer as you want, the real value is when you attend the training with a curious and committed mind. Then it’s worth taking a good quality sales training course – ideally one where you mix with sales people from other industries and you can see how other companies, sectors, people sell. Just remember, attending the sales training course is the easy bit. You have to do something with your new-found knowledge. Go out there and make this new information and these new skills work for you.

Here’s the challenge – do this for 3 months. 3 solid months – commit to being the best sales person you can be, working as hard as you can, building the best sales forecast you can, delivering the best sales margin you can. That way at the end of three months you will be flying so high you will have totally forgotten about this blog, or you will have realised you’re not strong enough for a career in sales, you can get another job and stop thinking you’re something you’re not.

Good Fortune!

Carol Griffiths – 0779 002 1885 carol@mortonkyle.com

http://www.mortonkyle.com

How Much Money Have You Lost Today by Prospecting Poor Quality Leads?

Too much!!!!

  • Plus – how much money could you have made if you had dumped all the rubbish records in your sales database – got rid of all the time wasters?
  • How would you feel about replacing all the bad prospect records, and instead, feeding your sales team with red hot, qualified prospects?
  • And having those prospect pools updated daily?

Too good to be true? Not at all.

Too expensive? No!

No-one in business will have escaped hearing the line – ‘50% of my advertising works, I just don’t know which 50%’.

Well the same could be said of sales.

An unknown percentage of your sales database contains all the sales revenues you need to make this year a huge success. The remainder will just drain your budget, waste your time and act as red herrings in your pursuit of sales success.

So – if you want to find out what records in your sales database are worth pursing and what records need to be ditched – call me now.

Just in case you were wondering – you can find out this information in about 2 hrs. Conclusively – who to delete and who to sell to.

What would that information mean to your sales team and how you do business? What impact would that have on your bottom line?

Speak soon

Carol Griffiths – 0779 002 1885

carol@mortonkyle.com

Morton Kyle Limited

http://www.mortonkyle.com

4 Places Left – Sales and Business Development Boot Camp – Sheffield

When you join my Sales and Business Development Boot Camp (starting in Sheffield in March) you find out how I have worked with my clients to:

  • Increase leads generated by over 30% in less than 2 weeks
  • Increase their prices by a multiple of 4 AND increased close rates at the same time
  • Used price increases to strategically redefine the client’s business so that they attracted high value clients, bigger names, spending more
  • Create accurate and robust sales pipelines

And, my promise is that I will recreate this success with you and your business, to find out more click here to find out how you can change 2014 before it’s too late. Plus, you get a full money back guarantee if you don’t get the results you work for.

Only 4 places left – the Boot Camp closes at 3 pm on Friday 28th February.

Almost every Business Owner Manager I have the pleasure of meeting knows exactly why their clients should use their products and services; and given an audience and a chance to have a chat, I am totally sure that many Business Owner Managers could sign up every person they sat in front of or interacted with.

The art of sales and business development is not a black art. Sales and business development is part art, part science and the key skills inherent in business growth can be taught, practised and mastered.

Speaking with many Business Owners and Managers, there are a few key issues prevent their passion translating into clients and then into pounds, namely:

  • Systematic and regular exposure and proximity to prospective potential clients
  • Clear focus on pricing and creating unique value in the competitor arena
  • Time to do what they perceive is a huge task – when really it’s a series of small tweaks
  • Ridding themselves of confusion about how to structure their proposition to their ideal prospect list
  • Clarity of the message and how it’s translated

So – how to create a workable business growth plan, how to skill up sufficiently to execute the plan and how to make time to make sure the plan works and the business grows are the key foundations of the Sales and Business Development Boot Camp for Business Owner Managers – there are three slots left.

See here for more details 

If you want to make sure you make the next three months a success, start welcoming clients to your business and gain clarity about how you approach your ideal prospect and client list then contact us for more details.

We are so confident that this program will get you where you want to be that we are offering a full money back refund if you don’t get the results we plan to.

Carol Griffiths – Director and Lead Consultant

Morton Kyle Limited

carol@mortonkyle.com

0779 002 1885