Closing is the moment where great sales conversations turn into real results. This category focuses on practical strategies, techniques, and mindset shifts that help sales professionals confidently guide prospects to a decision. Explore proven closing methods, ways to handle objections, and approaches that build trust while helping you win more deals.
A strong sales follow up strategy is often the difference between a deal moving forward and a prospect disappearing into silence. You’ve been there. You had a great first call. Promising signs. Good questions. Maybe even a verbal yes. Then… nothing. You follow up with a friendly “Just checking in…” or “Any updates?” but it […]
Stop Checking In, Start Standing Out Read More »
Every salesperson has been there — the discovery call that felt good but went nowhere. You asked about their challenges, nodded at the right times, felt a spark of rapport — yet a week later, silence. No follow-up meeting. No proposal. No deal. The truth? Discovery calls rarely fail in the close; they fail in the conversation. Your ability
How to Ask Questions That Actually Create Next Steps Read More »
Last week’s article, Stay Seen, Stay Sold: The Art of Account Contact, explored why consistent, year-round engagement with clients is critical, not just waiting until renewal time to check in. But eventually, every relationship reaches a pivotal moment: the renewal conversation. In sales, we often glorify the “close” — the signed deal, the ink drying, the
How to Win Before the Contract Ends Read More »
As a sales leader, you’ve probably been there. Your rep is confident, the demos are going well, conversations are flowing, and yet… the deal stalls. Or worse, it disappears. When you dig deeper, you uncover the truth: they never actually got access to the decision maker. This scenario plays out every day. Reps are often
Accessing Power: Coaching Your Team To Influence Decision Makers Read More »
When most sales leaders think about pipeline management, they think about forecasting, pacing, and reporting. And while these are all critical elements of a well-maintained pipeline, they only scratch the surface of what it can truly offer a high-performance sales team. The pipeline isn’t just a rearview mirror showing where your deals have been—it’s a
From Forecasting to Feedback: Coaching via Pipeline Management Read More »
Let’s be clear: KPIs are essential. But many sales teams fall into a trap where tracking becomes the end goal rather than a means to improvement. You’ve likely seen this happen—weekly dashboards full of colourful graphs, win rates neatly plotted, call volumes tallied—but with no discernible change in behaviour, strategy, or outcomes. This is “dashboard
From Metrics to Momentum Read More »
Price adjustments are an inevitable part of sustaining and growing a business. For many sales leaders, the notion of raising prices, especially during annual contract renewals or for ongoing monthly plans, can be daunting. However, understanding the necessity behind these adjustments is the first step towards successfully communicating price increases to clients. Inflation is a
Communicating Value: How to Support Price Increases Read More »
There’s an old Benjamin Franklin quote that goes something like, “Nothing is certain except death and taxes.” I’d like to add a third option to the list of certainties: “Nothing is certain except death, taxes, and objections in a sales process.” Objections are very common and are often viewed with trepidation. However, I would urge
Handling Objections: A Three-Step Process for Success Read More »
Crafting an effective proposal is not merely an exercise in presenting a product or service. Rather, it is an art form, a strategic communication tool designed to bridge the gap between your prospect’s needs and the solutions your offering provides. This process requires more than an understanding of your product; it requires creating personalised sales
The Art of Effective Sales Proposals: Personalisation Through Discovery Read More »
Do you have a contract renewal strategy? Anyone that has ever worked with me on a renewal will know that when asked “When should I start the renewal process?” my answer, without missing a beat, is always “the second the current contract is started”. This may sound a little trite, but I believe it to
Contract Renewals, Challenge Or Opportunity – You Decide Read More »
