Brooks Group

SEPTEMBER 22, 2023

They have knowledge about competitors’ products and services at their fingertips, which means it’s critical that your salespeople can overcome sales objections quickly and confidently. It’s your sales team’s job to bring value to a decision maker and help them make the decisions that are best for them and their company.

Decision-making 77

Decision-making Sales Suppliers Sales Training 77

MTD Sales Training

APRIL 12, 2020

Are you using online sales meetings throughout your sales process? Do it wrong and it can completely ruin the sale! See if you can bunk off work early and say you’ve got a sales meeting somewhere”. Manage Your Look & Environment. Managing Director. Do it correctly and it can work wonders for you.

Meetings 77

Meetings Suppliers Sales Training Sales 77

MTD Sales Training

NOVEMBER 13, 2017

I received an email last week from Trevor Borrows who is a newly appointed National Sales Manager in charge of a team of Account Managers. Here’s what Trevor asked: “Hi Sean, being a new National Sales Manager I need to understand how to develop account strategies. there to block sales.

Management 48

Management Suppliers Profitability Account Management 48

MTD Sales Training

SEPTEMBER 3, 2018

If you’re purely giving information, you may approach a client differently than if you wished to motivate them to change suppliers. Managing Director. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. What do you intend to accomplish? How do you want them to react? Happy Selling!

Communication 94

Communication Suppliers Decision-making Sales 94

MTD Sales Training

DECEMBER 20, 2017

2017 has been a great year for MTD having won the CIPD Best HR/L&D Supplier 2017 & the Personnel Today Best HR Supplier Partnership Award Winner 2017, and I hope its been a successful year for you too! 19 Sales Tips For Closing The Sale. What Great Sales Managers Do Daily. Managing Director.

Suppliers 65

Suppliers Sales Training Sales Sales Management 65

MTD Sales Training

SEPTEMBER 24, 2018

One of the biggest changes in sales over the years has nothing to do with selling itself. The process of sales is evolving as technology, globalisation and communication methods advance and progress. What makes a buyer decide to be loyal to a supplier? Managing Director. 4) Offer unique and valuable insights.

Suppliers 123

Suppliers Decision-making Media Sales Training 123

MTD Sales Training

AUGUST 13, 2019

When we talk to buyers, we often ask what inspires them to remain loyal to suppliers. Many suppliers actually think it’s good value, cheap prices and quality products. Many buyers consider their suppliers to be exactly that…a supplier. Managing Director. 4) Be proactive. 5) Make us look good to our customers.

Suppliers 77

Suppliers Decision-making Sales Training Marketing 77

MTD Sales Training

OCTOBER 3, 2018

Jeff Gittomer states that ‘value is what you do up-front before the sale, and what you do during the relationship. Many times, customers will say that the only time they hear from a supplier is when that company wants to sell them something. Be a supplier who is really interested in the company you are dealing with.

Suppliers 103

Suppliers Decision-making Sales Training Meetings 103

MTD Sales Training

FEBRUARY 3, 2020

Many times, we meet salespeople who are struggling to meet their targets and are trying desperately to gain more sales, sometimes through cold-calling. 4) Build the relationship outside of the sales cycle. 10) Be the kind of supplier they would wish to contact without feeling pressured. 5) Find out who their customers are.

Suppliers 98

Suppliers Sales Training Profitability Marketing 98

MTD Sales Training

JANUARY 4, 2018

These questions and countless others often show salespeople are looking at sales from an old, out-of-date, perspective. Let the buyer recognise how their business would be better off with your company as a supplier than without you. Many buyers will become extremely loyal to suppliers who help them make their business successful.

Suppliers 102

Suppliers Sales Decision-making Sales Training 102

MTD Sales Training

AUGUST 22, 2018

Unless you’re working with customers who are purely in transactional mode, the holy grail of sales is gaining repeat business. Here are some ideas to work with: 1) Ask what makes your customer use specific suppliers. Managing Director. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

Suppliers 70

Suppliers Profitability Sales Training Decision-making 70

MTD Sales Training

SEPTEMBER 30, 2019

Instead, your real value lies in developing your overall sales skills, so you help your clients to improve their business over time. Without the ability to be recognised as a key player at the social level, you run the risk of working incognito, and this cannot help you develop your overall sales skills in the long term.

Sales 101

Sales Suppliers Decision-making Media 101

MTD Sales Training

SEPTEMBER 29, 2017

I’m very proud to announce that MTD won Best HR/L&D Supplier at the 2017 CIPD Management Awards held at Grosvenor House, Park Lane. It was a great night and I managed to take quite a few of our team. Mostly those that were not training the next day! Managing Director. Thanks again. Sean McPheat.

Suppliers 48

Suppliers Publishing Sales Training Management 48

MTD Sales Training

OCTOBER 5, 2018

Sometimes it may be a ploy used by the customer, to either boost their own ego or to bypass the stringent processes the company use decide the supplier list they are going to use. Doing that may well help you get to the next stage in the sale if the person does have influence with the final decision-maker. Managing Director.

Suppliers 96

Suppliers Decision-making Procurement Negotiation 96

Mercuri International

MAY 21, 2021

“KAM, SAM, GAM” – the world of account management does love an acronym. Field sales is an important part of your business, but the cost of bringing in new clients (and the chances of doing so) should always come second to nurturing and developing the clients you already have. These are the clients that matter. Let’s get personal.

Key Account Management 98

Key Account Management Account Management Suppliers Sales Training 98

Zendesk

MAY 19, 2022

If you’ve ever taken sales training of any kind, you know that mastering sales vocabulary is shockingly difficult. Many sales terms sound interchangeable when, in fact, they mean drastically different things. That’s why we compiled a list of the 100 most useful sales terms every salesperson needs to know.

B2C 98

B2C Sales CRM Profitability 98

MTD Sales Training

FEBRUARY 26, 2019

Sales is a complicated, never-ending process of building relationships with prospects, building trust, answering questions, and moving the whole procedure through to the commitment stage. If you don’t evolve your sales processes accordingly, you may be left behind when it comes to customer expectations. What exactly is a sales process?

Decision-making 74

Decision-making Suppliers Sales Sales Training 74

MTD Sales Training

FEBRUARY 21, 2018

One of those things that often goes by the wayside is proper and complete preparation for a sales presentation. This is a vital part of the whole client-supplier journey, so if it’s not right now, the prospect will wonder what kind of service they will get in the future. Managing Director. MTD Sales Training.

Suppliers 65

Suppliers Sales Sales Training Marketing 65

Corporate Visions

NOVEMBER 7, 2018

Want to wow your sales team for kickoff? Tis the season for picking sales meeting kickoff themes for sales and marketing organizations around the world. But when it comes to the content for the sales kickoff meeting, don’t settle for a new version of the same checklist you may be using. That would make for a big kickoff!

Meetings 64

Meetings Suppliers Sales Decision-making 64

MTD Sales Training

NOVEMBER 28, 2017

In September we won CIPD’s Best HR/L&D Supplier award and I’m delighted to announce that last week we also won Best HR Partnership in the Personnel Today Awards. The Learning Awards for Best External Solution and the HRD Awards for best Supplier-Led Innovation & Collaboration – we find out if we’ve won in February 2018.

Suppliers 48

Suppliers Innovation Sales Training Management 48

MTD Sales Training

SEPTEMBER 16, 2019

The building of relationships in business is the biggest common denominator when ascertaining how we can increase our sales with current and new clients. Managing Director. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. Here are some ideas you would benefit from trying: 1) Do your research.

Suppliers 74

Suppliers Client Relationships Sales Training Sales 74

Arpedio

SEPTEMBER 22, 2022

Aggreko is a supplier of temporary power generation equipment and of temperature control equipment using the latest fuels and storage solutions. Aggreko needed to upgrade their sales tech stack in order for them to take their account management program to the next level. Nikolaj Lund, Customer Success Manager. +45

Account Planning 52

Account Planning Account Management B2B Suppliers 52

Arpedio

SEPTEMBER 22, 2022

Aggreko is a supplier of temporary power generation equipment and of temperature control equipment using the latest fuels and storage solutions. Aggreko needed to upgrade their sales tech stack in order for them to take their account management program to the next level. Nikolaj Lund, Customer Success Manager. +45

Account Planning 52

Account Planning Account Management B2B Suppliers 52

MTD Sales Training

NOVEMBER 3, 2017

MTD have already had an extremely successful year after winning CIPD Best HR/L&D Supplier 2017 in September and being shortlisted as a finalist in the 2017 Personnel Today Awards for Best HR Supplier Partnership (awards night is 21 st November 2017). Managing Director. Thanks again. Sean McPheat.

Suppliers 48

Suppliers Sales Training Management Sales 48

MTD Sales Training

JUNE 6, 2018

For many, this is a key reason to choose a supplier. Managing Director. MTD Sales Training. The post 6 Questions To Ensure You Build Value For Your Customers appeared first on MTD Sales Training. “How convenient is it to buy from us?” ” This is all about ease of use and ease of contact.

Suppliers 81

Suppliers Decision-making Sales Training Sales 81

MTD Sales Training

NOVEMBER 18, 2019

Here’s what one of their managers said: “If we rely on value alone, we’ll get considerable success. When a client is committed to the relationship, they are more likely to see you as a partner than as a supplier. Then take a look at our Key Account Management Training Course. Managing Director. 5) Fairness.

Suppliers 65

Suppliers Key Account Management Sales Training Account Management 65

MTD Sales Training

AUGUST 16, 2017

. “We’re Already Using Competitor X For This Product” For most salespeople, this is the end of the line, as they take the slow trudge back to their office and, head bowed, tell their manager there’s no chance with this prospect. Others are designed to put you off and highlight a possible missing part of your sales technique.

Suppliers 75

Suppliers Sales Sales Training Profitability 75

MTD Sales Training

AUGUST 9, 2017

You’ll have read lots of information on what you need to do to improve your sales. Have you tried changing your manager by force? Trying to please your clients, your prospects , your manager, suppliers or others is a road paved with drawing pins. Managing Director. appeared first on MTD Sales Training.

Suppliers 67

Suppliers Sales Training Management Sales 67

MTD Sales Training

SEPTEMBER 24, 2018

One of the biggest changes in sales over the years has nothing to do with selling itself. The process of sales is evolving as technology, globalisation and communication methods advance and progress. What makes a buyer decide to be loyal to a supplier? Managing Director. 4) Offer unique and valuable insights.

Suppliers 48

Suppliers Decision-making Media Sales Training 48

MTD Sales Training

NOVEMBER 25, 2018

One of the keys to increasing sales is getting under the skin of the prospect or your customer, so ascertain the real needs and to get them to understand how they can improve their business using your solutions. 3) What kind of relationship do you wish to have with your suppliers? Managing Director. Happy Selling! Sean McPheat.

Suppliers 70

Suppliers Decision-making Sales Training Sales 70

MTD Sales Training

JULY 23, 2018

Remember…they will be like this with every supplier or service provider…it’s not just you. Managing Director. MTD Sales Training. The post 5 Ways To Deal With A Picky Customer appeared first on MTD Sales Training. But at least you can walk away and let someone else feel the heat next!

Suppliers 65

Suppliers Sales Training Profitability Media 65

MTD Sales Training

FEBRUARY 24, 2017

At some point in the sales process we need to make our pitch. Most people in sales present a standard pitch that all their customers get to hear. There are many safety features that could be integrated to form a sales pitch to a safety minded Mercedes customer. Current Suppliers. This doesn’t work! The Organisation.

Finance 53

Finance Suppliers Decision-making Sales 53

MTD Sales Training

AUGUST 24, 2017

Treat The Vendors And Suppliers With Which You Do Business As Partners. . By providing value for your current client, you’ll find it easier for them to think of colleagues, suppliers, customers and prospects that would find your information useful and valuable. Managing Director. Try this format when next asking for referrals.

Suppliers 75

Suppliers Small Business Sales Training Marketing 75

MTD Sales Training

JUNE 5, 2017

For example, if they are haggling for a price reduction of 10% and you have found that the savings they will get over their current supplier will save them £10,000 over the year, you can determine if the savings will outweigh the value of the price reduction. Managing Director. Happy Selling! Sean McPheat.

Decision-making 48

Decision-making Sales Suppliers Negotiation 48

MTD Sales Training

OCTOBER 30, 2017

You can’t manage and improve what you can’t measure. You may go 50 calls with no sales in the future and you may feel like you’re in a slump when all it is are your averages catching up with you. Can you find out who their existing supplier is? Managing Director. MTD Sales Training.

Suppliers 84

Suppliers Sales Training Decision-making Management 84

MTD Sales Training

AUGUST 31, 2016

A group of salespeople on one of our sales programmes were asked about their USPs recently. The sales guys we were working with were unaware of the USPs their competition were pushing. In fact, one competitor’s products outlasted and outperformed the products of the sales team we were working with in every facet we measured.

Suppliers 48

Suppliers Sales Training Profitability Marketing 48

MTD Sales Training

JANUARY 18, 2017

At some point in the sales process we need to make our pitch. Most people in sales present a standard pitch that all their customers get to hear. There are many safety features that could be integrated to form a sales pitch to a safety minded Mercedes customer. Current suppliers. This doesn’t work! The organisation.

Finance 48

Finance Suppliers Decision-making Sales 48