Author Archives: Peter Heredia
Sales Training Trends in the UAE for 2018-2019
How do you take market share? Drop prices hoping you can increase them in the future? No, the key is to develop your sales team to be better, to be more productive and better than your competition. Your customers will appreciate this in the good times and the bad. Continue reading
How to Sell to Big Companies?
“Is it different when you sell to a larger company than a small organization, a company that might make or break your revenue target rather than a small opportunity that simply nudges your revenue along the tracks”? Continue reading
Is Traditional Sales Training a Thing of the Past?
When you are considering investing any money at all on developing your sales team make sure you spend it wisely on what will have a true long-term impact on performance. If you want to really change the behavior and performance of your salespeople, then the only way to do it is through a programme aimed at doing just that. Continue reading
20 Effective Training Elements to Look Out for in a Sales Program (and what to avoid at all cost!)
Sales training programs are crucial for the organisations to harness the skills of their sales team. But how do you know what to look for when picking the right program? Find out! Continue reading
The Importance Of Keeping Momentum in Every Sale
The momentum is not just at the closing stage of a sale, it is important from the moment that the client has made contact or agreed to meet with you. This action is happening because they have some interest in you and your company. Here is why you should never lose your momentum. Continue reading
Rainmaking – How it Helps to Increase Revenue?
What really differentiates a great salesperson from a good one is that great salespeople take time on activities that impact the outcome of sales opportunities well before the sale is ever likely to close and may not be aimed at a specific sale. I call these ‘Rainmaking Activities’. Continue reading
ARE BUYERS TELLING YOU THEY “DON’T HAVE THE BUDGET” TO BUY FROM YOU?
As salespeople we often hear – “Can you do something with the price, your offer’s not within my budget?” but how often is this the truth?
Here is a sales tip for you: Continue reading
Is Overachieving the Sales Target the Best Indicator That You’re Doing Well?
Yes, revenue is king. Targets are everything. However, in regards to indicators for what is going to happen in the future, it is not great, and maybe even dangerous. Continue reading
How to Influence A Client’s Decision On Their RFQ?
Even before you are a supplier, influence your client that you have the products that they need; and when the RFQ releases, you will already be way ahead of the companies who haven’t done this. Continue reading
Not everyone learns in the same way. So, following the right way to guide, support and challenge individuals will help achieve higher levels of performance and deliver better revenue results. Continue reading