In a sales slump? It is totally normal… but how do I get out of it?

A sales slump is a time in which a sales pipeline loses its momentum, leads slow down, or stop coming in altogether, opportunities that are already in play begin to stagnate, and deals that we were sure to win we either lose to a competitor or to a lack of decision-making readiness from the customer.

This can happen at any point of time (or times) during the lifetime of a business, yet when your sales activity slows down, of course, with it your sales results too, and today I share my Top Tips for getting out of a sales slump:

Face the facts

If you want to get out of a slump the first thing you must do is acknowledge that you are in fact in a slump. Avoid the temptation to spend too much time thinking about how you got there, yes, we are coming out of a global pandemic and we are living in unprecedented economic times - but that's only part of the challenge.

It may also be that you are tired, that you have overlooked the fundamentals and allowed your disciplines to slide… -...

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The last person standing is the winner…

How are you holding up, hanging in there?

I must admit that last week was quite the challenging ride for me, and I will share more about that with you shortly.

It really got me thinking about the challenges, or battles that we are all facing, in varying degrees as we progress and push and attempt to get a handle on life right now.

A mentor once told me - in a fight to the death the winner is not the one that threw the most punches, or even the best punches, it is not even about your technical ability.

In a fight to the death the last person standing is the one that wins. So, what is the challenge that you are facing right now? What is your Everest that you need to summit?

Here is my week, in a short summary (after reading this you will not feel so alone, I promise):

Some context to add behind this, we are currently upgrading our Remote Selling School experience, and I decided to re-record some of the videos that accompany a few of the modules.

Day One, Wednesday

I spent the day...

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The Connected Client

By now, you probably know that my team and I have been hard at work preparing South Africa’s first-ever online Remote Selling School. I am delighted to let you know that Africa’s first Remote Selling school has been accredited by the IISA for 8.4 CPD points - already over 2600 students have taken this course, with great reviews!

Sales is one of the coolest jobs globally, and it just got even cooler, not only can you serve clients with meaningful solutions, determine your earnings, and meet people from all walks of life, now you can do it from the comfort of your home office.

Sales has changed forever, and I could not be more excited. Geographical territories, grueling travel schedules and the frustration of trying to find time in your client’s calendar are all a thing of the past! The world is virtually your oyster.

While many assume that this medium may be sufficient for some industries like the technology sector, the reality is that enterprises that have relied...

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Turning a crisis in to an opportunity for global sales professionals

What started out as a crisis, has turned into a major opportunity for sellers globally.

In this short piece I am going to share some facts from a recent study conducted by McKinsey that all sellers should pay careful to attention to.  

In this study you will discover what real life B2B buyers are saying, and why there is much opportunity to be grasped with both hands in this new world of online selling.

Three quarters of buyers and sellers prefer online

First things first – more than 75% of B2B buyers and sellers say that they prefer digital self-serve and remote human engagement over face-to-face interactions. Only 20% of B2B buyers interviewed said that they wanted to go back to face-to face interactions post-pandemic.

Their motivations? Health, safety, and ease of scheduling were the primary reasons, but time saving, efficiency and convenience also featured on the list of benefits to both buyers and sellers.

BIG purchases happen online

Traditionally we have believed...

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What to wear to ace your online presentation...

So, what do we what wear when we are presenting online to our clients? When we started working from home earlier this year, all of us were thrust into video meetings, regardless of how we felt about being on camera – and unfortunately for most of us we also don't have the benefit of a hair and makeup crew like most newsreaders and TV presenters do! So, how can we ensure that we look great on video?

Should you be formal or informal? Should you just do business at the top and pajamas at the bottom? Whatever your vibe may be, remember that ultimately how you look on camera is going to be interpreted as a sign of how professional you are to your potential, and current clients.

It may not be fair, and it may not be accurate, but human beings are looking for signs of credibility and trustworthiness, and often wardrobe is one of the ways in which we come to this judgment.

I always say dress well, as dressing well is also a form of respect – and as in a face to face meeting...

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Great Tech must haves to host a World Class online meeting (that will not cost an arm and a leg)

I touched on this briefly in my Facebook Live last week, and I thought that putting together an easy to reference, won’t break the bank cost wise list of cool tech goodies, that will help you to not only appear super professional in your online meetings and pitches – but also give the upper hand over your competitors would be super handy to help you up your game.

PS – why not put these on your Christmas wish list, maybe Santa will oblige?

Webcam

It is all about the right angles, and although one’s laptop may come with a webcam, these do not always cast one in the best light. From angles, to clarity and colour, there are so many different offerings that cannot be provided by a standard laptop camera.

Webcams do not need to break the bank and offer a variety of incredible benefits to help level up online meetings and presentations.

I use a Logitech camera for my webinars, Facebook lives and client meetings – and they have a variety of different offerings...

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It is truly a time to be thankful...

“We make a living by what we get, but we make a life by what we give.” Winston Churchill

In December of 2009 I had the privilege of visiting Israel on a tour and in the time that I was there I learned so much, and today, as we head in to December and the season of giving, I would like to share one particular lesson from this time with you.

In Israel there are two great and famous lakes, the Sea of Galilee, and the Dead Sea, and both lakes are attached to the River Jordan. The Sea of Galilee is fed from the River Jordon and it in turn feeds life back into the River Jordan. The Sea of Galilee plays a significant role in the nourishment of Israel as it gives life to so many.

The Dead Sea on the other hand, is also fed by the River Jordan but unlike the Sea of Galilee, it keeps the water for itself, sending nothing back. The Dead Sea is also barren and lifeless.

This can also be an incredibly powerful metaphor for our individual approach to generosity.

In times of great...

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How to Succeed as a Remote Sales Professional

“To rid yourself of old patterns, focus all your energy not on struggling with the old, but on building the new.” – Dan Millman world-class gymnast.

In 2013 Marissa Mayer, Yahoo’s CEO, and ex-Google wonder child, banned working from home and now seven years later the world has been thrust into remote working. It turns out that remote work is not only effective, but also popular with it growing at an unprecedented rate.

Whether you, as a seller, find yourself part of an organisation that is embracing this move, or, if you are part of a company that is resisting remote selling; according to the latest research this movement is here to stay and you can expect your customers to want to engage in online meetings, cutting down travel and other such time wasters. Working from home has incredible benefits, but it comes with its challenges too. This week I am sharing some foundational strategies that you can use while finding your groove as a remote salesperson:

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Your customers have moved…

Sales have changed forever, and your customers are happy about it. Are you?  

Perhaps it sounds extreme to say that sales have changed forever, but it really has changed forever and it's not going to go back to the pre-covid sales world. What began as a crisis response has now become the next normal, and, this has significant implications for how buyers and sellers will do business in the future.  

When we talk about the changes thrust on us by COVD there are many buzzwords, but the most commonly used term that these changes fall under is “digital transformation”.  

Instead of face-to-face meetings, we are meeting online, instead of printed collateral we have digital assets, instead of real-time fully synchronous communication, we have asynchronous communication. Instead of management lead by walking around, it’s a world of leading with tools, metrics and instrumentation.  

The digital...

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Miserable and overwhelmed is NOT the new normal

It is busy, I know, and when we realise that we are almost at the end of the year, it can be easy to feel overwhelmed.

Overwhelmed is not good, working from this state can easily impact our creativity, our ability to think strategically and to engage meaningfully with others. The impact that our overwhelm has on others can have a devastating effect on team productivity and morale too.  

So, how do I become more productive right now, I hear you ask?  It's easier than you think.

Firstly, this may sound cliched, but it is only a cliché because it's true. How you think about yourself and how you talk to yourself can have a dramatic impact on how you perform. An old friend taught me this valuable lesson when he said to me; “Shelley, think of yourself as a dial, not a switch” It's easy to think of ourselves in binary terms, we're either good or bad, productive or lazy, clever stupid.

The truth is much more subtle and empowering than that. If you reflect on...

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