Sales Wellness Weekly
Real Insights. Real Results. Every Wednesday
Each week, The Sales Doctor explores the challenges and opportunities sales leaders face, from managing teams and motivating people to improving process, performance, and profitability.
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Explore Past Issues
Catch up on previous editions — from prospecting tips and coaching frameworks to negotiation tactics and leadership lessons.
Timing is everything!
As the calendar year draws to a close, sales teams across the country will undoubtedly increase efforts to finalise pending deals and meet annual targets. If that is you, then before you dive headfirst into your pipeline with attempts to generate artificial urgency and push deals forward, it’s crucial to
Which path will you take?
For many people, the end of the year is a time when desks are cleared, drawers tidied, and emails filed to allow for a clear focus in the following year. There will be periods of reflection over 2024, what went well and what needs changing, and I would urge you
Why?
Let me ask you a question – Why do you ask questions? There are numerous reasons why people ask questions, especially in a sales context where understanding and connection are paramount. It serves as a fundamental tool for building relationships, gathering crucial information, and creating meaningful dialogue. So what are
More isn’t always better
More leads, more appointments, more customers, more sales, and more revenue – these phrases will echo through boardrooms and casual conversations alike as companies around the world gear up for their 2025 planning sessions in the coming weeks. This mantra of “more” will be heard in various settings, from informal
Is consultative selling just for clients?
Numerous sales methodologies exist, with the best ones putting the customer first. Let’s focus on a Consultative Selling approach. While definitions vary, most experts agree it includes these key elements: Understanding the customer’s business: The salesperson conducts comprehensive research into the client’s industry, analysing market trends, competitive landscape, and specific
How your sales proposal can increase win rates.
A sales proposal, while not always necessary in the sales process, is a step you’ll often need to implement. So how do you make it as effective as possible? Lets look at sales proposal best practice. First, let me address why I state it’s not a necessary step in the
Is your commission plan helping or hindering?
How much does a commission plan and goals affect outcome and performance? I want to explore sales commission plan effectiveness, but first, a slight diversion, that will make sense eventually. In the running community, there is an often-used phrase: The race isn’t won on the hills, but it can
So, what’s the real issue? (Part 2)
In continuation of my previous post on identifying the right prospects (available here), I would like to address the second most prevalent challenge sales leaders are reporting to me: the team’s struggle to close business, specifically getting deals across the line, or specifically they are looking at improving sales close rates.
So, what’s the real issue? (Part 1)
When I talk to clients who have a new business shortfall, the two most common sales strategy problems they have are: Both of these ‘issues’ are just symptoms, not the real problem itself. I run a lot, so I often get aches or pains in my legs or lower back.