Month: January 2017

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High Quality Sales Appointments – Filling Your Sales Diary in Just 240 Minutes!

High Quality Sales Appointments – Filling Your Sales Diary in Just 240 Minutes!

Sales Appointment Setting 

Sales appointment setting is where the magic starts – lots of high quality sales appointments means there is a steady stream of sales opportunities to convert.

A half empty sales diary is just that little bit more stressful.

Filling the sales diary full of high quality, well qualified sales opportunities on a regular basis is a major challenge for many sales teams.

Some sales teams can fill the diary ok, but the quality is so-so. Some sales teams suffer from high cancellation rates. And some sales people just struggle to hit the quality or quantity of appointments they really need for a great sales pipeline.

So, whatever kind of sales appointment setting nightmare you’re suffering from, help is here, because in 4 hrs I can show you how to really boost the quality and quantity of sales appointments in your sales diary.

Because – the truth is – a hot sales diary means a productive sales pipeline….means more invoices!

High Performance Sales Appointment Setting – Creating High Quality Sales Opportunities

As an appointment setter/business generator in any organisation it all starts with you.

You open the door, you qualify the prospect, you assess their potential value, you mix your activity to give a healthy mix of long term prospects and short term wins, you push over walls and barriers to set up the opportunities.

This  sales appointment course is ideal for you if you are looking for ways to increase your effectiveness by adopting simple methodologies that will yield an increased conversion rate and fewer cancellations.

You will see how you can get more from your contacts, reaching higher level decision maker contacts, with potentially higher level requirements, using enhanced telephone profiling and needs driven questioning.

Using these developed sales appointment setting skills you’ll effectively and efficiently boost your pipeline with good quality prospects. Delivering better quality appointments and more of them.

What’s Covered?

In just 240 minutes we’ll cover

  • The Profile of a Perfect Prospect
  • The Psychology of Buying
  • Pre-Call Preparation to Lower Defences
  • Creating Confidence, Credibility and Curiosity
  • What Are You Selling?
  • What Are They Buying?
  • Getting to Yes
  • How to Qualify the Prospect in Call
  • Becoming an Industry Consultant
  • 6 Stages of Qualification
  • 6 Key Objection Handling Techniques
  • Trial Closing and Testing Commitment
  • Minimising Cancellations

Sales Appointment Setting – Course Outcomes

At the end of the course you can go back to your desk focused, motivated and with the skill set to book high quality appointments whenever you want.

You’ll be able to:

  • Negotiate gatekeepers professionally
  • Present yourself as an industry consultant and not ‘just the appointment setter’
  • Engage in a well constructed conversation rather than a sales pitch
  • Quickly establish the needs of the buyer
  • Fine tune your sales message depending on the buyers needs
  • Test their commitment to addressing their needs
  • Use trial closes to build commitment
  • Identify and create buying signals to validate commitment on key criteria
  • Gain referrals, even when no appointment is made
  • Successfully remove or minimise any objections
  • Use the weaknesses of the competition to capitalise on your company strengths
  • Minimise no shows
  • Fill the pipeline with good quality sales opportunities
Sales Appointment Setting Training – Course Duration

240 minutes!

Fully bespoke to your business, your current hurdles and your current objections.

This is the fastest way to improve your sales appointment setting and see an increase in the high quality sales opportunities dropping into the sales pipeline

Sales Appointment Setting – Fees

This program is delivered on an in house, totally bespoke basis – at £495* per half day, up to 8 attendees.

You can also check this out – Discover How to Generate High Quality Sales Appointments and to Fill Your Sales Diary.  It’s a very quick read guide to accelerate your sales appointment setting and improve both the quality and quantity of those all important sales leads.

Carol 

0779 002 1885 

carol@mortonkyle.com

P.S. to receive sales improvement and business development insights into your inbox every week which is perfect for sales training sessions, sales coaching and daily sales team briefs, then register here for your free subscription to the Advanced Business Achiever

  • plus VAT, and mileage/expenses at cost
Sales Coaching via Skype – Sales Leaders & Business Owner Managers

Sales Coaching via Skype – Sales Leaders & Business Owner Managers

Sales Coaching via Skype – Sales Leaders & Business Owner Managers

Sales coaching via Skype is designed to fit in with your busy life, your demanding and every changing business priorities, as well as the fundamental need to generate high revenue, consistent sales results and profits.

To support you in a achieving your business goals you can now access sales and business development support on a flexible basis, when you need.

Coaching is not for the faint of heart, it’s not for dreamers and wannabees.

Plan, Do, Check, Act. That’s where we’ll both live. Launching new initiatives fast. Unpicking old ways of working. Addressing sales prevention issues dead straight on.

Action gets results…so if you’re tired of the way things are, here’s your chance to change things!

Sales Coaching via Skype – How Does It Work?

You’ll get sales and business development support that is practical, focused, direct and relevant.

You get to discuss your plans, challenges and goals with a supportive sales and business development expert.

You’ll have an impartial and no nonsense sounding board.

You are held accountable to deliver.

Can you handle that?

Because not everyone can.

 

Sales Coaching via Skype – What’s Your Commitment?

Your commitment is to fully outline your targets for the coming 3, 6, 9, 12 months.

Committing to delivering on your sales and business development plans, because whether you are a sales professional, sales manager, sales team leader, field sales or a business owner manager, being able to deliver profitable sales results is the final benchmark.

Working together, we’ll ensure that your plans become a reality.

You’ll be held to the highest level of accountability with the highest level of support.

BUT – Sales coaching only works if you do!

If you can grasp that, then anything is possible.

AND, if you can’t then then is no point in even considering any form of sales coaching at all.

 

Sales Coaching via Skype – What Is It?

Committing to show up, because that’s the easy bit!

Operating with a spirit of honesty, being up front.

With a positive spirit and a mind that is open to possibilities.

To try initiatives, to push boundaries, to challenge the status quo, to address the barriers to poor performance.

 

Sales Coaching via Skype – Book Your Get to Know Session

Discover what you are really capable of! Starting today, now.

The best way to discover if we can work together is to book your no-obligation 30 minute consult.

Register your interest by emailing carol@mortonkyle.com or calling 0779 002 1885, and we will be in contact to arrange a mutually convenient time.

Funded Sales Training, Sales Coaching and Business Development

Funded Sales Training, Sales Coaching and Business Development

Funded Sales Training

Funded sales training is now available across the extending Sheffield/South Yorkshire region.

Depending on your business size you can receive funding of up to 70% towards your sales, business development and business growth objectives.

This can involve working with your sales team, your team leaders, your board or your customer facing functions.

If you’re looking to enhance your business performance, build your sales skills, boost sales capabilities or simply refresh the sales skills of your team, then contact us now for a confidential chat – carol@mortonkyle.com or 0779 002 1885

 

Funded Sales Training: What’s Covered?

This is a long list and by no means exhaustive:

1 Day Sales Improvement Training for Telesales – Closing more sales, faster, with higher profits. Discover how to build a solid sales pipeline of fully qualified leads, structure the sales call and close. Suitable for B2B sales people at all levels.

1 Day Sales Improvement Training for External Sales Teams – Closing more sales, faster, with higher profits. Inc: building a sales pipeline of fully qualified leads and creating a compelling value proposition. Suitable for B2B sales at all levels.

2 Day Sales Improvement Training for External Sales Teams – Covering the whole sales cycle from cold call to close. Inc: qualifying, gate keeper calls, appointment setting, preparation, face to face selling, trial closes/closing, objection handling, pricing.

1 Day – How to Make High Quality Sales Appointments/How to Fill the Sales Diary with High Quality Sales Appointments – Discover how to engage the perfect prospect, generate high quality, fully qualified sales appointments, maximize the call/close rate and ensure zero cancellations. Making sales easy.

I Day Sales Improvement Workshop (designed for anyone in sales) – Great for the whole sales function to attend. Lead generation and external sales to enhance the sales skills and build common understanding around generating high quality business leads that close.

1 Day Sales Strategy Training – Tools and Techniques to Boost Sales Growth – Perfect for Sales Team Leaders/Managers and anyone in a Sales Coaching/Mentoring/Performance Improvement role. Designed to unlock sales potential and create additional revenue/profit.

1 Day Sales Training for Professional Services and Fee Earners – For Fee Earners needing to generate work via networking, referral, cross function, lead generation to generate new clients. Also looking at  how to have those conversations with existing clients to increase average client spend/cross selling.

Funded Sales Training is also available for:

1 Day – How to Run a Sales Team – Sales Metrics, Sales Coaching/Mentoring, Sales Improvement – Ideal for new/experienced sales leaders who are looking to embed a company wide sales process into the sales team including a full performance management/improvement suite of skills and insights.

2 Day – How to Run a Sales Team – Sales Metrics, Sales Coaching/Mentoring, Sales Improvement. Ideal for new/experienced sales leaders who are looking to embed a company wide sales process into the sales team. Including a full performance management/improvement suite of skills and insights.

1 Day – How to Find Your Perfect Client and Fill Your Sales Funnel – ideal for sales team that want to streamline their sales process but don’t know where to start. This process maximises sales ROI, sales conversion. It can lead to the creation of a robust and high converting sales funnel.

1 Day – Sales Strategy and Planning – a day to refocus on your business sales strategy, how your day to day sales activities are impacting on your sales results, and how those sales results could be improved.

 

Bespoke Funded Sales Training and Sales Improvement Solutions

The list above is not an exhaustive list and each course/workshop is designed to meet key pre-agreed objectives.

So, if you’re looking for additional insight into how to boost the sales results, business development effectiveness and potency of your sales function, then we’ll be able to design a sales improvement program specifically to address your needs.

Furthermore, if you’re looking to how your sales process actually works, versus how it could work. Seeking higher levels of efficiency in the sales function then you can also access our Fast Action Sales InsightIt‘s an in depth sales audit designed to give you rapid action solutions to boost sales. Hit the link to check out the full details.

Interested in Funded Sales Training and Sales Improvement Solutions

Contact me on carol@mortonkyle.com or 0779 002 1885

Also, you can get sales and business development insights directly into your inbox weekly. Perfect for sales training/sales huddle/sales coaching sessions. You can access all the information you need via The Advanced Business Achiever

Sheffield Sales Jobs

Sheffield Sales Jobs

Sheffield Sales Jobs

Thanks for checking out our page Sheffield Sales Jobs – if you’re looking for your next sales role with professional, well established and highly respected businesses, register here.

These jobs get changed on a regular basis, so book mark this page and check back.

To get a first alert on incoming Sheffield sales jobs – email your CV into to carol@mortonkyle.com with your preferred job title and salary package and we’ll ensure you get first warning of jobs that would suit you.

28th Feb 2017

Field Sales Manager – Insurance – External Sales – Sheffield S10

Salary – competitive basic salary depending on your experience, up to 55k, uncapped generous commission structure with an estimated yr 1 on target earnings of around 75k/80k, plus car, plus all the perks associated with a professional and well established business.

Working across the UK, my client is a specialist in the provision of specialist commercial and general insurance products and services.

They are looking to recruit a field sales insurance specialist to the team. You will be covering very specific sectors across the UK.

You will be inheriting a sales pipeline of around 2k prospects and will be working this pipeline with a sales support function to who will provide you with high quality and well qualified sales opportunities for you to visit.

I would be interested in talking to you if:

You’ve experience in selling commercial insurance products to MD/CEO, owner, director, manager level decision maker.

To register your interest in this job, send your CV to carol@mortonkyle.com using reference MK0935

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20th Jan 2017

Sales Director – International – Home Based

Starting salary DOE 120-150k – ote 180k+ with additional perks including car and all the benefits associated with a professional, established and stable organisation.

My client is seeking a UK based international sales director to drive the performance in the sales teams across EMEA.

You will have a proven track record in developing sales channels, building sales functions, improving performance in market and addressing the day to day business and revenue generating activities across borders.

You team is based though out the EMEA region and a domestic sales support function within the UK to feed the international sales pipeline, generate appointments, leads and deal with administrative opportunities.

My client has recently gone though a period of change due to acquisition and integration of another similar size business and is therefore seeking a challenging individual to complete the integration of the two sales functions.

Whilst industry experience is in no way critical in the role, my client expects that you can demonstrate:

Commitment to change programs

  • A drive to out perform targets – revenue, profit, market share and % improvement yr on yr
  • First class people skills
  • Excellent performance management abilities
  • Flexibility in work style and location (when required)
  • Strategically, operational, commercially and financially astute

You will report directly to the CEO and work closely with the cross functional management team.

You will be supported by 3 regional sales managers and be expected to contribute to their development as part of the business growth/future expansion and succession planning.

This role would suit you if you are an existing Sales Director operating internationally and seeking your next position with an ambitious firm.

Close date: pending

CV’s to: carol@mortonkyle.com

Ref: MK0938

 

18th January 2017.

Business Development Consultant – External Field Sales – Sheffield S10

Starting salary – 18k with potential to rise to 20k/22k on completion of training/probation. Commission structure is uncapped, year one estimate is 28-30k. Plus car allowance of .45ppm

Business Development Consultant – my client is a leading national provider of professional services within the UK.

They are looking for an ambitious, highly motivated and professionals sales and business development executive.

This role is a mix of lead generation, new business creation and account management.

You’ll be joining a friendly sales team of just 6 others, so you’ll never just be one of many in this sales team!

The hours are 8.30 – 5.15, with a central Sheffield location, parking is available.

I’d like to speak with you if you:

  • Are ambitious, professional and possess first class communication skills
  • Like presenting new solutions, consulting with senior decision makers
  • Can demonstrate a minimum of 18 months in an outbound B2B sales environment
  • Love sales, love talking to people and solving their problems
  • Are positive and forward thinking

Successful applicants will be given full product training and ongoing coaching and mentoring.

If you have an appetite for progression, there are ample opportunities to progress.

To register your interest in this job, send your CV to carol@mortonkyle.com using reference MK0934

 

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Field Sales Manager – Insurance – External Sales – Sheffield S10

Salary – competitive basic salary depending on your experience, up to 55k, uncapped generous commission structure with an estimated yr 1 on target earnings of around 75k/80k, plus car, plus all the perks associated with a professional and well established business.

Working across the UK, my client is a specialist in the provision of specialist commercial and general insurance products and services.

They are looking to recruit a field sales insurance specialist to the team. You will be covering very specific sectors across the UK.

You will be inheriting a sales pipeline of around 2k prospects and will be working this pipeline with a sales support function to who will provide you with high quality and well qualified sales opportunities for you to visit.

I would be interested in talking to you if:

You’ve experience in selling commercial insurance products to MD/CEO, owner, director, manager level decision maker.

To register your interest in this job, send your CV to carol@mortonkyle.com using reference MK0935

 

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Field Sales – Professional Services – External Sales – Sheffield S1

Starting salary 25k. OTE 50k (the commission structure is uncapped), plus car plus perks associated with a professional and responsible organisation.

Working nationally – my client is seeking a B2B New Business Development specialist. You’ll be responsible for nurturing a pipeline of business, setting appointments, presenting, and closing business.

This is 100% new business role and you will be supported by an appointment setter/lead generation function.

You will have the full support of a lead generation function, an administration function and the backing of a great team of customer account management and customer service specialists.

To be considered for this position you should be able to demonstrate:

  • A commitment to a career in B2B sales
  • At least 2 years experience selling face to face
  • A passion for new business development
  • Great communication, presentation and pipeline building skills
  • Commercial acumen
  • Flexibility to work nationally

To register your interest in this job, send your CV to carol@mortonkyle.com using reference MK0936

 

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Telesales Executive – Internal Sales – Training/Consultancy – Sheffield S10

Starting salary 16.7k – 24.5k (depending on experience) OTE 35k+ (the commission structure is uncapped), flexible working/working from home, part time opportunities may be available for the right person.

Small training and consultancy service requires a professional telesales executive to work on a number of lead generation opportunities from building sales pipelines, qualifying sales prospects, setting appointments, and in come instances closing business.

This position would suit you if you are upbeat and positive with existing sales experience, understand and are able to work with senior level decision makers over an extended sales cycle.

To apply for this role, you should be able to demonstrate:

  • A minimum of 3 years B2B sales experience dealing with senior decision makers
  • An ability to close B2B business on the phone
  • Working with multi-relationship stakeholders over an extended period
  • Professionalism, commercial acumen, self motivation and the ability to manage your own time and priorities
  • Your ability to work autonomously and with little intervention

To register your interest in this job, send your CV to carol@mortonkyle.com using reference MK0937

Remeber to check back regularily to see new sales posts registered on Sheffield Sales Jobs

Training Needs Analysis for Sales People – When, Why and How.

Training Needs Analysis for Sales People – When, Why and How.

Training Needs Analysis for Sales People

Training Needs Analysis is so much more than you might think.

Many successful sales teams will undertake a Sales Training Needs Analysis maybe once a year. Some maybe only when they think about buying sales training in….sometimes never.

But anyone looking for Continuous Sales Improvements uses Sales Training Needs Analysis in another way, and here’s why.

Sales results are impacted by many things. Many factors you have control over and a few are at the whim and will of prospects, competitors, fashion trends, and a myriad of other number of random factors

Two of the key areas where you do get to really influence sales results is, firstly, the level of Sales Activity in your team, and secondly, the level of Sales Skills within the team.

Both can be controlled. But they can only be controlled if they are measured.

Few sales firms today get by without the Sales KPIs or Sales Metrics (If you want to see what sort of sales metrics were recommend then check this out – The 7 Sales Metrics You Must Measure, Manage and Monitor)

But measuring Sales Skills is a whole different board game and one that, by it’s very nature, is measured less frequently, and it tends to be measured more subjectively. Yet the wins in having an ongoing Sales Training Needs Analysis are plenty.

When to Conduct Training Needs Analysis

Every day!

I know, how scary is that? Well not as scary as you might think, and here is why.

Imagine your activity levels are optimised within the sales team. The target data is as good as you can get (good but not perfect). The only real controllable variable is the sales skills and the attitude of the sales person/people.

Assuming it’s a good environment, staff are motivated and the sales process is proven to deliver then the real variable is sales skills.

That being the case – there is a direct relationship between sales skills and sales results. It seems obvious. It is.

BUT many firms buy into the idea that sales results, or rather, lack of sales results, has more to do with the myriad of uncontrollable factors as opposed to the level of sales skills and sales competency.

I want you to get rid of that idea now.

Measuring key sales metrics every day is your ONGOING Sales Training Needs Analysis.

Why Ongoing Training Needs Analysis is a Good Idea.

To really impact the sales results and rapidly improve sales performance there is one single document that you need.

A Sales Leakage Report. All the information you will ever need, and all on one page, to rapidly and continually improve every aspect of your sales results and your sales performance.

Your Sales Leakage Report is contained in your Sales Insight, the Morton Kyle Fast Action Sales Audit.

Think about your DAILY Sales Leakage Report as giving you immediate feedback.  Day by day, hour by hour insight into the specific skills development actions you need to undertake in order to directly and positively impact sales.

In fact, every single day you get a red light in the key areas of development where you need to concentrate your sales coaching and mentoring. No more wasted time. Maximise sales results in the shortest possible time.

If you’ve ever thought that Continuous Sales Improvement wasn’t possible within your business. Think again!

Ongoing daily Training Needs Analysis is the fastest way to target growth.

How Ongoing Training Needs Analysis Works

You, as the sales leader, manager, coach only spend time on key areas of sales performance improvement.

You’ll get continuous alerts to the worst skill set within the sales team. This is broken down by individual, so you are acting with laser precision when you deliver coaching/mentoring/training.

Which means turnaround is fast.

The sales team don’t feel over managed.

The rate of development of the sales team and the individual sales people is rapid.

You create an environment of self regulating and self managed sales professionals.

You have scalability within your sales function…

And, it’s well within the scope of any sales leader to spend some time everyday coaching. Especially with lazer focus to address what will bring in the easiest wins fastest.

To discuss the Sales Insight Audit or any aspect of your sales performance, contact me for a discreet chat on 0779 002 1885 or carol@mortonkyle.com

Happy Selling

Carol

P.S. Get your free subscription to The Advanced Business Achiever here, it’s a weekly (non-spam) insights into how to create more sales, faster and with higher margins.

P.P.S. Hit the link to instantly download your Free Sales Training Needs Analysis Template

On Demand Sales Solutions – When You Need Sales Fast!

On Demand Sales Solutions – When You Need Sales Fast!

On demand sales improvement solutions means you get just the sales support you need…exactly when you need it.

The best time to plant a tree is 100 years ago, the next best time is now!

And it’s the same with making sure you get consistently on target sales results really.

Poor sales results this month probably mean the wheels feel off some time ago – could be weeks, could be months, that would all depend upon the length of your sales cycles.

So, what do you do when you really need to amp you sales results and you don’t have 100 years to put great foundations in place, or even a few weeks to open up a new marketing funnel.

You look for your on demand sales solutions…

On Demand Sales Solutions

  1. Outsource your sales lead generation and business development – you’ll get a fast, high quality injection of fully qualified sales leads. This can be especially useful if you’re looking to fill your sales diary or simply have someone wade through your cold sales leads to see who is open to a more detailed conversation. For more details check out www.antmarketing.com
  2. Discover who is on your website, what they are interested in and at what stage they’re at in the buying process. Yes – that’s totally possible at the click of a button. You’ll get the name, job title, company name and telephone number. What could be hotter prospect than someone who is on your website NOW? Ask these guys for a demo and be prepared to see who is on your website today www.canddi.com
  3. You know the number one way to cause sales results to spike? No, it’s not reducing price. In fact that’s the last thing you should do. Instead, try sales coaching. Just the very act of listening in is like fairy dust. Plus, get the sales forecast out and coach the sales guys to a sales close on individual prospects. You can check out Sales Coaching Via Skype here – fast, on demand sales coaching for when you really need to get those sales in.

What else can you do to increase sales on demand?

  1. Look at what’s going on in between the ears of the sales people…sometimes it’s a mental shift that’s required…whether that’s reminding them that they’ve all hit target before and can do again, maybe it’s giving them the opportunity to negotiate within limits or maybe it’s simply not adding to their pressure.
  2. Definitely call past customers – either to resell, up sell or get referrals. Mot only is this a great ‘feel good’ exercise, it’s also a great way to boost the sales pipeline with warm leads.
  3. Get on the sales activities yourself. Whether that’s on the phone, in the field, on the webinar. You can lead from the front. Remember, we either all win or all lose. Get yourself in the middle of it. Fast.
  4. Don’t blame. These things happen. The job of a good sales leader is to spot them before they become a disaster, amd to avoid them before they happen.

On demand sales is not about what you do in a sales dip, it’s about what you do to prevent the sales dip from ever happening!

For when you have the luxury of a little more time…

In an ideal world, you’d be able to spot the sales dips before they cost you and whilst you’ve still got time to do something about it…that’s the holy grail, predictable and stable sales performance.

And, it is achievable.

It just takes some planning. Planning and a sales and business development system designed to deliver what your business needs.

TurboCharged Sales is an on demand sales program. The ultimate rinse and repeat sales improvement solution. Specifically designed for ambitious firms who want to build their own sales and business development system.

Get your copy here.

Happy Selling

Carol

carol@mortonkyle.com

0779 002 1885

P.S. If you’re looking for something more, to really uncover the real sales story in your business, then talk to us about a bespoke Sales Audit

You can also uncover 6 Way to Amp Your Sales Results on Zero Budget

On demand sales maybe something you can’t always avoid…but often you can.