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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Listen to hear - not to talk…

  • Are you hearing what your client is telling you…?Listen to hear - not to talk…

By now we all know that traditional face to face practices do not necessarily translate to good online meeting practices. Clients behave differently online, and time passes more quickly, that's also not to mention the technical challenges that can disrupt your conversation.

Your ability to be present in the meeting and to listen attentively has never been more important to the success of your online engagements. Of course, any professional seller worth their salt knows that listening is vital, and if possible – it has become even more important than ever before, the consequences of multitasking during online meetings have become far more devastating.

Active listening. In face-to-face meetings, it was easier to zone out mentally only to find that we had missed important information and now needed to catch up by listening to someone else in the room's response or trying to catch cues...

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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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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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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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There is more to life than PowerPoint, trust me…

You have probably never given much thought to the tools you used to have at your disposal in a traditional face-to-face selling environment because they were just ‘there’, am I right? And I say this because this was totally me… until recently. 

The good old whiteboard, a sheet of scrap papersome markers, and a few willing participants and voila, ideas generation, project planning creation – and even a sale or two! 

The good news is that those tools have not gone away, they have just been … enhanced or refreshed if you will. 

Refreshed for a new requirement. And along the way, they have acquired an awesome new power. 

I am going to share my top ‘go-to, must have’ tool that is the ultimate for me, and although I have presented on stages and in board rooms around the world, I have to stay on top of my game and this tool helps me to do just that. 

So, here it is – I use ...

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The BIG Secret to Working Well Remotely that Most People Miss

 STOP, DROP & ROLL

Meditation tips to boost your productivity

 (What you need to know about managing your inbox before you’ve even opened it for the day).

 If you’re like me in any way, you’ll know that from the moment you open your eyes on any given day, your thoughts are filled with what is expected of you for that day. These expectations could be work-related, study or even personally relevant. While getting ready, your head is filling up with what to do, who to call, what to set up, what to complete.

 But ... here’s the thing. By the time you’re done dressing and commuting, that to-do list in your head has become a vague memory. By the time you get to your desk, that list will dissolve into what’s immediately in front of you and needs your attention NOW. And by the time you shut down for the day and leave your desk, that list has already rolled over into tomorrow’s waking thoughts.

 You are pre-occupied by...

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