Relationship selling is – as the name implies – a sales technique based around using relationships to close sales. It’s typically used to sell high-ticket items and things like customizable software – purchases that have a long sales cycle.

Here’s a worrying stat: 82% of B2B decision-makers think sales reps are unprepared. It’s hardly surprising. In a target-driven environment, too many salespeople are only thinking about the next deal – it’s all “me, me, me.” They’re not taking the time to understand their prospects’ pain points and consider how they can add real value. …

Long or short? Fun or formal? Remote or in person? There’s so much debate around how to truly nail a sales meeting. Unfortunately, there’s no foolproof formula when it comes to getting sales meetings right. But doing so is the difference between motivating your team and leaving them feeling totally uninspired. In short, it’s super …

When we talk about sales outreach, lots of focus is placed on capturing an email address or phone number. But a lot of things have to happen before a prospect is prepared to give up their contact details. These steps – or buying signals – help us to separate the red-hot opportunities from the merely …

A couple of decades ago, a salesperson’s brand was all about their suit, car, and business cards. These days, you need to put a bit more work in. A strong personal brand attracts and engages clients, while building their trust in you, and – by extension – the company you work for. And when it …