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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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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Would you please look at me?! So much is left said, even when it is unsaid…

Introduction

A recent survey conducted by Corporate Executive Board (CEB) shows that when B2B buyers were asked what caused them to repeat buy from an organization, 53 % of the reason that they buy and buy again is because of the sales experience.

Another current survey done by Sales Force showed that 50% of companies stopped buying from their supplier because their competitor provided a better experience. That is right, you read that correctly, they lost existing customers because a competitor offered a better sales experience.

That loss of customers, while entirely unnecessary, can be avoided by anyone who is willing to make the effort to provide a seamless sales experience, and with sales now being online and digital – the playing field is becoming even more level than it has been in recent years.

However, if we hope to excel in this area, we must first understand the challenges, and determine how we will respond to these challenges. Our response to these buying and selling...

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