Book your free Sales Health Check (results or skills) when you sign up for your Sales Coaching using our special offer. The Morton Kyle Special Offer | Sales Coaching Every month Morton Kyle opens up the diary for 7 sales coaching clients – who perhaps wouldn’t be normally able to access sales coaching services due…
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‘My product/service/company and I offer such overwhelming value that what we sell is worth two or three times the price we ask, and I’m going to prove it to this buyer so he understands what he’s getting and what a gift it is…at any price’ This is a savvy, high performance sales person’s mindset… Objection…
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Is Your Customer’s Buying Experience Making It Easier for Your to Make Sales in the Future? Or is it a smash and grab to net sales revenue today? Buying from you should be a frictionless process for your prospects and customers. If prospects and customers want to spend money with you, when your competitors are…
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Use this information to decide if your current prospect sales meeting structure is helping you close business or kill opportunities… Your prospect will NOT buy from you if they are not happy during the sales process! Try as you might, the bored, irritated, grumpy, confused and annoyed buyer is not someone you should bet on….
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Free training needs analysis when you book your sales training course with Morton Kyle Limited Sales training budgets are not infinite – every investment in sales training needs a high pay-back. That’s why all of our sales training courses come with a free training needs analysis. So you get the sales results you want, the…
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Cold Calling Skills | Make or Break in the First 20 Seconds It’s true. As a cold caller, if you can make it past the first 20 seconds in a cold call, you’re at least half way there! And…in a world that’s awash with information, then B2B Cold Callers with low-grade and old-fashioned cold calling…
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Download B2B Sales Training Courses – ready made so you can customise and brand, including work books, exercises, tests and coaching / performance management frameworks
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Sales Process Audit and Sales Analysis to drive continuous sales improvement in ambitious B2B sales teams – high impact, giving you the focus you need to make the changes to create stability and growth within your business
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B2B Telephone Lead Generation Training, UK based, generic course or bespoke course. Developing your team to fill their sales pipeline with high quality, well qualified sales opportunities that close
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B2B Telephone Sales Training UK – onsite and virtual classroom training available – created to build the sales pipeline with high quality, well qualified sales leads that convert. It’s for the sales team who take a prospect from cold call to close. High impact, results driven.
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Sales Innovation Disruption sessions are designed to help you see your offering, your space, your value an d competitors through the eyes of your buyer and your prospects. Too often buyers / prospects views change much faster than the views and perspectives of suppliers. When the rate of change in the buyers industry is high,…
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Business Development Coaching for All Levels of Sales Professional Business Development coaching is powerful, strategic and one of the fastest ways to bring about a positive change. And that’s the same whether you’re a sales rep on the floor, a sales team leader, manager, director or CEO. Being in a position of not having to…
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Sales Curve Balls Exist Everywhere! But they can only ever kill your sales deals dead if you don’t know how to avoid them! This is why we offer the Sales Smart: Fixed Price Sales Training Workshops Designed for you if you need help in a very specific sales area, are short on time, need something…
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High Performance Sales Closes are like Unicorns. They exist, but you don’t really sees the magic until after it’s happened – and then you realise. Sadly, too many sales leaders think that being able to close is the difference between hitting the sales target and missing it! This is not the case, Lack of closing…
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When there are free sales leads available every single day in every single sales function, then why is sales lead generation still such a challenge for so many organisations? It shouldn’t be but one of the most common complaints I hear is about the lack of sales leads, and the lack of warm sales leads….
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There are plenty of people out there that want to tell you how to create a sales plan. Loads of graphs, spreadsheets, software platforms… Any number of things that will give you what you want. And make it look pretty too. Whatever you want… But… 99.9% of them, you can dismiss. You can dismiss them…
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Sales Performance Improvement – Habits Beat Knowledge Every Single Time Sales Performance Improvement is what happens once you identify what skills and actions are needed to systematically deployed every single day. Continuous sales improvement, incremental uplifts in sales key performance indicators by design….because the right people are doing the right thing, at the right time,…
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Filling the Sales Pipeline With High Quality, High Converting Sales Leads! How much time are you wasting trying to convert leads that are ghosting you, just want the cheapest price, simply want to test their current supplier, are only ringing you because they’ve exhausted their credit elsewhere? A lot? What’s it costing you to run…
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How to Build Value – answer that question, specifically for your business, for your buyer, and within the context of your competitive space and the sky really is the limit. Research is available that claim 57% of the buyer’s decision making is done BEFORE they invite the sales person in… Whether you believe them or not,…
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Professional Services Sales Training Courses B2B specific- Sales training for professional services including legal, advisory, accountants, management consultants, business advisors and insurance advisors
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Cold Calling Techniques? Why do I need to know about cold calling? But I get most of my business from inbound leads, so then why do I need to cold call? And that’s a fair question, albeit a little short sighted! You see, cold calling techniques aren’t just for cold callers. The prospects and buyers…
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New starter sales training is not like any other kind of sales training program, the sales training you provide for your new recruits will be their first step on their journey to sales success! Get it right and they will fly…confident, happy, motivated and in control. Get it wrong and it’s almost impossible to recover…
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Demonstrating ROI is a critical success factor in high performance sales functions, proven to help sales people sell more, more efficiently, with higher margins and with shorter sales cycles And it’s a skills that is more important now then it has ever been, the reason being that, put very simply – Time Kills Sales What?…
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Sales Process Design is a critical part of sales success, especially if you want to drive Continuous Sales Improvement. Using sales process design, savvy sales metrics and sales coaching and sales training then any sales team can adopt a continuous sales improvement culture. Perfect for telesales, telephone sales, field sales, lead generation and appointment setting teams in a B2B sales team. Sales imporvement made simple.
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Sales management training is not just for sales managers! Anyone who is responsible for helping the sales team function at optimal levels and successfully needs to look at their role as a sales trouble shooter and internal consultant Developing these skills in the sales management team and the broader sales leadership function is a key…
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The Morton Kyle Sales Training Charter Morton Kyle Limited B2B Sales Training Charter outlines how we ensure your sales training sticks, so you, your business, and your sales team get benefit from our courses long after we’ve delivered the sales results we promised. Our sales training programs are results driven, high impact & are deigned…
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Open ended sales questions are the fundamental backbone of any value-laded sales call. You are NOT a walking brochure…so you need great sales questions Always remember – you ARE an industry expert, a trusted advisor to the buyer. You are also a sales counsellor. You coach the prospect and their buying group through options. You’ll…
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What is BANT in Sales ? BANT in sales means just one thing – a smart way of establishing the critical success factors in a sales interaction with a prospect. Sales BANT IS the most basic, yet often the most ignored, conversational structure for meeting the buyer where they are in their journey. Sales BANT…
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Sales ROI is your biggest safety net as a sales professional Sales is one of the fastest evolving industries….and it’s not likely to slow down anytime soon And with that realisation, add in that Buyers are getting more demanding Competition is increasing Budgets are getting smaller AND No-one wants to make a decision for fear…
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How to Close Profitable Sales – Because it costs you a lot to close cheap business! Discover how to close profitable sales because it: Get it wrong and welcome to: Knowing how to close profitable sales is the difference between a high stress, low margin sales environment and a solid, stable sales machine. How to Close…
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Sales call best practice is a tough one. Buyers have changed. Expectations around the buyer-seller relationship has changed. The cost of getting in front of a buyer has gone through the roof in most cases. Ghosting is now a thing! Sales, and the art of selling, has evolved. No more walking brochures, we have website…
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Business assessment means lots of things to lots of people. Some strategic boards will simply look at Revenue, Margin, and Cashflow as indicators to how the business is doing…and that makes sense. But what about what you need to increase sales results and sales performance? And to look at leading factors into sales performance, rather…
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High Converting Sales Pipeline or Sales Plug Hole? What have you got… High converting sales pipeline, an ok-ish sales pipeline, or a sales plughole? It’s ok if you don’t know. Many organisations don’t. It’s a classic failing in under performing sales functions. Sadly, that’s an opportunity missed to really extract the highest level of sales…
Continue ReadingWould you like to set some time aside to look at the gap between where your sales results are at the moment, versus where you’d like them to be? Just text MEETING and your preferred time and date to 0779 002 1885 and we’ll drop you a meeting link. Carol Griffiths MBAWith so much information…
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Free Sales Training Needs Analysis template and report when you book your sales training with Morton Kyle Limited! That’s right- every sales training course you book with us, you’ll get a FREE sales training need analysis included – that way you know exactly what issues are stopping you from getting the best sales results possible….
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Risk, Value and Price Risk, Value and Price, and how your explore these areas with the buyer are the cornerstones are sales success. Or sales failure. How you position these three facrors with your prospects are leading indicators of how likley it is you will be able to close them! Fact. Get it wrong and…
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Handling sales objections needs to be a key skill if you want to succeed in sales, and you want to enjoy being in sales. It’s a simple skill to master, sales rejection is not real, sales resistance is legitimate so discover how to work with it and benefit from those prospect objections
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Sales Insight – Creating Your Sales Future Every business and sales leader craves real, meaningful and timely sales insight because, in the right hands, it’s the gateway to accurate sales forecasts, better quality planning, stable risk-free growth and predictable costs. Higher levels of success, lower risk! Plus, having a pulse on key sales metrics means…
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Getting the right things done at the right time is critical to success. But in a sales team hitting key targets is a constant pressure, and lack of delivery is very visible. Move to sales leadership and the task list gets bigger – the question is how to you juggle all of those demands, deliver on time / budget and keep everyone happy? Sometimes working with a Sales Accountability Partner can help you get the distance and clarity you need…
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Keeping business development teams at the peak of their sales capabilities so that hitting sales quota is guaranteed needs a special kind of sales training program addressing sales skills, sales techniques, sales habits, activities and mindsets
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Consultative Selling – helping sales teams make stronger connections with buyers, exclude competitors, and build value based sales propositions.
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High friction situations cost you money. In a sales team it will also cost you margin, good-will, customers and certainty. In a broader business sense, the cost can be anything from a minor leak in cash to enough to de-stabilise the business. Systems Thinking helps you reduce the friction in your business. Use this with your sales team to see the answers to your most pressing performance issues
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Building a sales funnel that delivers high quality, well qualified sales opportunities when you want them. Sales Lead Generation is a Critical Success Factor in any sales team, appointment setter, telesales or telemarketing function. Get a sales and business development system and training that works for you and your business. Learn more about our sales training for telesales, appointment setters and lead generation teams
Continue ReadingWelcome to The B2B Sales Improvement Guide – free from Morton Kyle Limited For: Sales Leaders, CEOs, and CFOs. Specifically designed to provoke deep and valuable conversations around sales performance, sales improvement, low risk growth and minimising waste in the sales function What’s Included in your Free Sales Improvement Guide? Plus: What’s Next? Once you’ve…
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Account Based Selling and Account Management Training treats sales prospecting as a highly strategic process in identification and qualifying selective sales targets sufficient to create a stable sales pipeline of high quality, well qualified sales prospects from highly profiled firms
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Getting a great sales referral or a sales introduction is a consolation prize when you don’t get the deal and the icing on the cake when you do! The skill is to be alert for, open to, and conscious of building your sales referral network at every opportunity.
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Direct Sales Training to build additional revenue and margins, new sales habits, attitudes, mindsets and daily sales activities. New business development in a full sales cycle from sales prospecting, sales questioning and qualification, as well as pricing, proposal writing and closing
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Field Sales is an expensive function to run, typically the most expensive to recruit/hire, dealing with prospects at the final stages of the sales process means that any sales loss at this stage is doubly expensive…so it makes sense to get the most from any field sales training you do. Here’s how…
Continue ReadingB2B Telesales Training UK Carol Griffiths MBAWith so much information available about how to improve sales, the best sales methods, the changing needs of buyers, what sales process to use… it’s often tough to know where to start if you want better sales results. That’s why we create CLARITY from CONFUSION! With our holistic approach…
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Your business development process dictates your success. Select the right sales prospect using your Perfect Prospect Profile and adopt a process to attract and engage. It’s sales skill at its best. Sart with the end in mind – wbho do you really want to be signing orders with? Now design your business development process to deliver those prospects into your sales pipeline.
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Small Business Development Corporation – Help for growing businesses, the small business development agency offers you sales and business development support so you can grow and retain control of the business
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What is a Sales Close? Simple answer… It’s a sales mindset that guides you and the sales prospect through your sales process. We’ve all heard the line about ‘always be closing’…yawn! But…it’s not wrong. How many sales closes do most sales people build into their sales pitch? How many sales closes do you build into…
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Sales results tell a story… In fact, the world is built on stories. Yours, mine, everyone’s world is based on a collection of stories. It’s how we make sense of things we don’t immediately understand. Stories help us learn. Help us process information. Hard wire information into our memories. It’s how we relate to each…
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Sales bonus schemes can cause some heated discussions, that’s for sure. Earlier this week I had a half day session with a business owner to review the bonus and reward structure for the sales team next year. The conversation came out of a separate meeting two weeks ago when we discussed the overall sales performance,…
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Benchmarking sales performance is where is it all starts. Undertaking any kind of sales improvement initiative without first getting a base line of what your current sales function is achieving, and by what means they are achieving, is akin to map reading in the dark! Why Should You Be Benchmarking Sales Performance? Because it’s the…
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Overcoming price objections is one of the first things you’d be taught in sales traing. Not anymore. Now we know…we live in enlightened times. Price objections are caused by seller not buyers. So, accept that reality and overcoming price objections becomes a thing of the past. Just don’t create any more price objections. What? Yes,…
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Sales Management Training Courses courses often conjure up the picture of long courses filled with lots of great theory and knowledge building, folders three inches thick, flip charts and pages of great ideas. That’s great. But how many of those great ideas make it back into the business? How much of that great theory ever…
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When you’re looking for ways to increase sales, check to see if you’ve got the sales basics in place…running a b2b sales team means constantly checking they’re on course to deliver – here’s your rescue plan if that’s not happening
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How do you know you’re having a sales conversation with your Perfect Prospect Profile? Well, first of all, it doesn’t feel like a sales conversation. It probably feels more like a meeting of minds, sharing wisdom, experience, insights, challenges and testing out scenarios. There is a free flow of information. Interesting, challenging questions on both…
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Sales Value Propositions that fit directly into the absolute needs of your prospective buyer are the key to unlocking a high sales conversion rate and hitting sales quotas. The fastest way to build a Sales Value Proposition for ANY buyer is to use Consultative Selling as the sales method and framework. It’s customer centric, sales question driven and designed to help the sales person perform a full sales diagnostic before writing the sales prescription /sales quote
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