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The Perfect Sales Recipe – What Sales Metrics To Use

The Perfect Sales Recipe – What Sales Metrics To Use

Sales Metrics and sales KPI’s matter,for lots of reasons.

Having the right team sales KPI’s and the right individual sales metrics means your chances of achieving sales success are already increased.

The following will help you identify some of the challenges around this area, and for a more step by step guide you can download our free guide. See the link at the end of the article.

What Sales Metrics to Use?

That really depends on what you want to achieve?

And that’s the easiest way to start.

For example, if your primary aim is to drive activity then there are key metrics that will impact that:

  • How much data is available?
  • How much of that data has been called more than 7 times?
  • Average call duration?
  • Average admin time per call?
  • Contact rate for your industry – i.e. ratio of decision maker call/gate keeper call

This is not an exhaustive list, but you’ll get a picture for how you create your very best sales metric template for you.

BUT don’t set up metrics for the sake of it.

Ask yourself; if you had to identify the most critical sales improvement, profit improvement, sales performance improvement sales metric then what would it be, then monitor that by reviewing the intrinsic parts.

Often one of the first and biggest piece of work done in any sales turnaround or sales performance improvement is to agree to measure those sales metrics that have a direct relationship to sales success.

The sales metrics you can control.

The sales metrics you can influence.

Why Use Sales Metrics?

Lots of reasons, primarily it’s an indicator for the sales management and the sales people that you’re all on the same track.

It’s a way of measuring sales progress when the month, week, day is still in play. Check out more on this here

If you’re a sales person, you know you’ll earn bonus, and if not you’ve got some idea of what to do to change that.

If you’re a sales manager, you know what skills to re-coach and with who.

And if you’re the business owner, you don’t have to wait 2 weeks after the month end to discover how much money you’ve made, or not made, as the case may be.

Agile use of your sales metrics is the easiest, quickest and most efficient way to improve sales skills, sales people, sales function performance and bottom line profits.

The key to continuous sales improvement.

Plus, it engages everyone.

Whether you’re using a league table, a weekly sales meeting, a daily sales huddle, everyone is following the same road map.

Everyone is working with the same sign posts and with a supported and directed mission to get there!

When to Proactively Use Sales Metrics?

That’s simple, every day.

Both the team sales metrics/sales KPI’s and the individual numbers.

This is the top of the tree in hands on sales management and sales leadership.

It will focus everyone’s attention on what’s not happening.

Not so you can blame anyone but because now, as a sales leader, you can make it right.

But it helps if you launch that months sales metrics at the beginning of the month. Explain why you’ve selected these metrics. Explore what success looks like, what disaster looks like. Highlight what support the business is providing to help everyone get where they need.

Then you’ve set the premise of expectations, it’s your management guide map for the month.

These sales KPI’s can then be reported/reference daily via huddles, emails, leader board, office screen, 121 sales coaching.

How to Use Your Sales Metrics?

Your selected sales metrics and sales KPI’s are also part of every sales persons sales review.

They form part of every performance management and sales development plan, personal development plan.

Used to drive performance, striving for continuous improvement.

They can also highlight areas where sales training, coaching, shadowing, mentoring or additional support is required.

To foster team spirit and collective sales team focus for the good of the individuals and the business.

A reason to celebrate sales success.

To foster team spirit and shared focus, as well as giving a team platform for discussion and suggestions.

Collective learning, ideal for targeted buddying.

Sales Metrics Matter…but that’s not all

Of course, it’s not all.

No-one manages solely by numbers any more.

Numbers, sales metrics, sales KPI’s well they’re just the foundations. Keeping score.

The real winning benefit is how the sales leadership team use these metrics. Great sales leaders use them to interact, develop, coach and motivate the team.

Having worked with thousands of sales people, I know for sure that the fastest way to improve sales performance is to spend more time coaching and mentoring the sales team.

Having great clarity and shared ownership of group and individual sales metrics/sales KPI’s is the easiest way to do just that.

To get more details on what sales metrics you could monitor in your team, download this free guide 7 Sales Metric You Need to Measure, Manage and Monitor 

Also if you’re really serious about improving sales results within your business, hit the links below:

TurboCharged Sales – for when you are ready to embed a continuous sales improvement framework into your sales team

The Sales Improvement Workshop – the fastest way to refocus, re-energise and improve sales results – one day course inhouse or open – check dates and locations

Sales Audit – for when you want to improve sales results, turnover and profits, but have no idea where to start.

And, if you’re great at getting sales quotes out, but your buyer’s all seem to disappear when you follow up the sales quite check this out Buyer Gone AWOL – Following Up Sales Quotes

To discuss your specific sales training and sales improvement needs you can contact us on 0779 002 1885 or email

Remember, having the right sales metrics is critical to any sales function wanting to outperform competitors, drive margins and foster continuous sales improvement.

How High Performing Sales Teams Close More Sales

How High Performing Sales Teams Close More Sales

High Performance Sales Closes are like Unicorns.

They exist, but no-one has ever seen it. Yeah, you know it.

And the truth is – really successful sales people ask for the business, of course they do, but they never, ever hard close, because they just don’t need to.

High Performance Sales Pro’s 

Have a totally different way of closing more sales.

They simply don’t rely on the close. Not at all.

They don’t ask for the business until they know the answer will be YES!

In fact, some of the sales high flyers will wait for the buyer to ask…where do I sign?

Are you asking yourself just how do they do this?

They angle their prospect interaction so that the buyer is begging them for the opportunity to buy. Talk about turning the tables.

You know what also happens?

They close faster.

Typically discounting less.

And they close more sales, more often.

High Performance Sales Closes Rely on One Thing

And it’s not the close!

Think of it like this…

Your ability to create a ‘sales no-brainer’ for your prospect is directly related to your sales success.

If it’s not a no-brainer it won’t be a fast, easy close. In fact, it might not be a close at all.

So, now your sales pitch is not about closing but it is all about creating a no-brainer!

If you can create a situation where the buyer has to conclude – ‘well, I’d be mad not to do this’ …then you have an order. Typically an order on your terms.

That’s how to he a sales super star.

How close to ‘no-brainer’ are your sales pitches?

Because close just doesn’t cut it.

Selling ice in a hot place – name your price. That’s no-brainer.

Even the national/state lottery…for some people, it’s a no-brainer to buy a ticket. Sure the odds are crippling, but for such a small amount, it’s worth a go. Plus it’s easy.

So, is your sales pitch a no-brainer for your prospects?

Then don’t bother wasting their time.

You’ll do far more harm that good.

You’ll be entering a competitive sales race that will exhaust you and tie up your resources with no guaranteed reward.

Why would you do it?

The 5 Key Element of a No-Brainer Sales Pitch

You must show the prospect/buyer:

  • A ROBUST ROI for your product/service
  • The true cost involved in him saying no to you
  • How his current thinking can be improved. To do this you need to respectfully challenge him so as to reframe your product/service as the solution
  • An easy way to do business with you
  • How your product/service is without competitors

If you can’t do all of these, at the very least, then you’re just one of the many mediocre sales pitchers out there.

Don’t be those guys.

High performance sales closes don’t exist. High performance sales people do. It’s your choice.

What Next?

You can join us on our next Sales Improvement Workshop. This is run as an open course and also as a bespoke inhouse course, onsite sales training on a day to suit you.

Or if you’re looking for a sales process and sales methodology training to embed in your own business, then check out TurboCharged Sales.

And finally, if you’ve no idea where to start but you know you need to improve the sales results within your business, book our Free Sales Health Check

And, if you’re struggling to sell because of buyers going AWOL after you’ve sent the sales quote – don’t get caught out – read How to Follow Up Sales Quotes

There are no magic high performance sales closes that will totally change you sales results, because that sort of change needs a change of heart, mind, positioning and the skills to influence and persuade.

Happy Selling


0779 002 1885

Increasing Sales Results | What to do Before Starting B2B Sales Training

Increasing Sales Results | What to do Before Starting B2B Sales Training

Increasing Sales Results – What to do Before Selecting Your B2B Sales Training Courses

There are lots of ways of increasing sales results, you could:

  • Focus on bigger deals
  • Increase, or decrease prices
  • Sort out your incoming sales funnel and sales lead generation
  • Only chase good quality business with your clearly defined perfect prospect profile and decision maker
  • Soup up your case studies and testimonials so everyone gets more social proof
  • Fine tune your sales processes
  • Split the business development function from the sales closing function
  • Ask your sales manger to spend more time coaching in situ as salespeople connect with potential customers

And all of these would work… they’re all part of the 100% Club – the go to list of how to increase sales results.

Also on that list is…

B2B Sales Training to Increase Sales Results…

But that’s not the only way.

Whatever your sales and marketing efforts, whatever your business development strategy, effective sales, great B2B sales will invariably come down to how you intersect with the decision maker to get them to make a purchasing decision. But there are a myriad of other sales stimulating activities you can do before you get to the sales training stage.

If you do everything else in the sales process, but you cant get the decision maker to make a purchasing decision, well that’s a NO SALE!

Hers’s 10 ways to make sure that doesn’t happen to you.

10 Way of  Increasing Sales Results

Ensure your sales process deals with the decision maker and the relevant influencers. However, never take your eye of the main buyer. Loosing contact with the person who makes the purchase decision can catch a lot of sales people napping. Never forget whose signature you want.

Increase your conversion rate by ensuring you spend time with viable buyers. Check this out if you want to know if you are dealing with a viable buyer or a tyre kicker – Engaging with the Perfect Prospect.

Also – read this if you want to know How To Qualify A Perfect Prospect

Too many sales people are happy just to be busy, but not especially effective sales people. I’m not saying lazy sales people sort of have the right idea, but how about you ask yourself this question every morning – what’s the fastest way, least stress, low risk way to get my sales pipeline full of high quality, viable  prospects who are able to make a purchase decision? Once you have the answer – do that! Being an effective sales person is key in an industry that judges you by results delivered and not hours worked.

Get a super clear picture of what your potential customer looks like. The sooner you realise what your ideal decision makers look like, and that you can increase sales results by killing your compulsion to try and convert every potential decision maker, the richer you will be, because it’s one of the fastest ways you can use for increasing sales results.

Then: if you’re really serious about increasing sales results and improving sales conversions

Work your referral networks. Draw up a list of 10 people per week, happy customers who have benefited from you an your expertise, then ask them for one or more of the following: an introduction to a named contact, a referral, a testimonial, a shout out on social media, a case study or a linked in introduction…that’s 10 new pieces of sales and marketing activity from people who love you, and as you know, social proof rocks

Purchase decisions can take ages to make, so when you do get the prospect to that stage, then don’t let them off the hook. Just ask for the business and don’t stop asking until you get what you need. Think that’s too pushy? Look at it this way. At this point you’ve just rolled a huge snowball up Everest, so why would you let it go now? A good buyer, a good decision maker will know what you’ve invested, he’ll work with you if he sees you working for the order so don’t fade away.

Talk to your sales and marketing and business development teams all the time. Especially if you’ve found a trend that’s swaying decision makers at the moment, or perhaps some competitors have a nice hook you’d also like to use. Sometimes the sales and marketing teams are working in isolation and inspiration from the sales team at the front line can really boost their creative juices. Get them creating compelling call to action sales and marketing material, and those first class landing pages.

Next:Sales Strategy

Understand your sales processes and work it hard. Whilst you’re doing that, look at where most of your sales stick in the sales process and get some help. I know lost of people ho are great at the first half of the sales process, but can’t progress to a close. Some would die rather than ask for the business. Likewise I know some sales people who are dropping opportunities because the deal doesn’t progress fast enough and they have no nurturing skills. Everyone needs help sometimes. It’s a valuable insight to know where your own strengths sit. If you need some help – check this out – it show you what sales metrics to watch if you want to increase sales results

Once you know what your sticking point is, what sales skills you need to improve, then take action. Either grab your manager for some training. You could even check out some self development videos. I love YouTube. Perfect for getting something sorted and a new skill gained really quickly. It  is learning on the go and you’d be surprised at how quickly you can pick up new sales skills. In fact, better still, get the whole sales team involved in the learning and sharing.

Register now for your weekly free and practical sales insights into how to increase sales results, improve business development efforts and fill your sales pipeline full of high quality sales prospects. Just hit the link Advanced Business Achiever

When you’ve done all of that and you need B2B Sales Training, then we’d be delighted to help.

Fixed Price Sales Training

Sales Improvement Workshop

Online TurboCharged Sales 

Or if you want to discuss how we could design a tailored sales improvement solution for your business – contact us on or call 0779 002 1885

Close More Sales | The Perfect B2B Sales Training Package For Hitting Sales Targets

Close More Sales | The Perfect B2B Sales Training Package For Hitting Sales Targets

Everyone wants too know how to close more sales…

The Perfect Sales Package to Close More Sales

There are 3 critical elements in the Perfect Sales Package:




2 out of 3 won’t cut it. No chance.

The very best pitch to the wrong prospect…dead opportunity and wasted time. You’re a busy fool.

A mediocre pitch to the right prospect, means you probably won’t get the chance to find out if your presentation is any good. The opportunity won’t mature that far.

If you want to close the sale – then only 3/3 is good enough.

Where Do Most Sales Processes Fail?

Invariably it’s not pitching to the Perfect Sales Prospect.

Aiming your product or service to a prospect too far down the food chain, someone who is neither critically interested or chronically in enough pain to care what your solution can do for him/her.

Talking to anyone within the business who is happy to talk/engage but who has no actual budget, decision maker power or investment in identifying or solving the problem your solution addresses.

Spend your time talking to anybody rather than THE somebody means you’re just churning rubbish through your sales pipeline.

Ain’t nobody got time for that! Yet still too many sales people, and poorly managed sales teams still do.

First rule of selling – make sure you’re talking with someone who could buy, has the budget, authority, need and urgency to buy. You can read more about that here – Engaging the Perfect Prospect 

But What About the Sales Pitch?

Yeah, that can trip you up to.

Most sales people don’t ask nearly enough questions – and that’s sad. It’s sad because prospects like questions. They like explaining. They love people who are interested in them, those who care, who want to know more.

The Perfect Prospect likes chatty sales people…not so much! But good listeners who ask challenging questions, who educate and seek to understand? Go straight to the top of the class…and you can collect your commission on the way.

And the Sales Presentation

You know what’s worse that a generic sales presentation? Nothing!

Nothing is worse than a generic sales presentation, and if your sales presentation even hints at where you are based, how many employees you have and your year of incorporation, well I just don’t know what to say.

Stop it!

There are three rules for a good sales presentation so you can close more sales:

  • Ensure it’s relevant to that specific buyer and his business.
  • Make sure it solves identified problems.
  • It should end with you asking for the business.

No-one closes more sales by accident, you see, the truth is, you find a sales process and a sales system and you work it!

If you want a whole day creating your own winning sales package so you can close more sales, work at profiling your prefect sales prospect, refining and polishing your sales pitch and making your sales presentation a knock out, then just hit the link to join us on the Sales Improvement Workshop

You can also subscribe to get free sales and business development insights into your inbox every week – perfect for sales meetings, sales huddles, sales training sessions and on going coaching – register here – The Advanced Business Achiever.

And if you’re super hot at sales, but simply struggling when your buyer goes AWOL after you’ve sent the sales quote, then  read How to Follow Up Sales Quotes

Any questions – or call 0779 002 1885

Plus, if you’re looking for an online B2B Sales Training Course – check out TurboCharged Sales –  it’s the fastest most cost effective way to get a continuous sales improvement system embedded within your sales team and business.

BASIC B2B SALES TRAINING COURSE – Being Brilliant at the Sales Basics

BASIC B2B SALES TRAINING COURSE – Being Brilliant at the Sales Basics



You know why?

If you get the basics of sales right, then everything else flows.

You’ve got the right foundations to build a super, highly qualified sales pipeline of good quality prospects who will close.


Instead of being a busy sales person, running around like crazy, chasing every prospect who breathes in your direction and wondering why you’re still at the bottom of the leader board.

Plus, people who are new to sales and want to learn the right habits, the correct sales skills, who appreciate that it’s worth investing in the themselves to get the best results they can in the shortest possible time frame.

Why Do We Run Basic B2B Sales Training Courses?

Monthly, we conduct about 10 in depth sales audits on failing sales functions.

You know what every single one of those sales teams have in common?

Yep. You’ve guessed it.

No or poor sales processes. Hit and run sales techniques. No sales structure that fits buyers buying cycles. No follow though, treating all sales leads as if they are worth the same. Poor qualifying questions. Huge sales pipelines but no-one hits sales target and lastly. Many (not all) don’t know what great salesmanship looks like…

And the real top three killer symptoms of failing sales teams are:

  1. They don’t know what they are really selling, and it’s rarely what the buyer wants to buy…
  2. Inability to map a buyer’s buying process so they can never close the deal effectively
  3. They have no clue about the competitors, and all they do know is that the competitors are cheaper and that’s why they can’t hit sales targets

And that’s sad, because most people go into sales for the uncapped earning potential, so it begs the question, why operate with only half a tool box, or even blunt tools?

So, here we are: just for you.

THE basic b2b sales training course for wherever you are in your sales career, or wherever your sales team are.

Either way, you’ll get huge benefit from attending this course or having your sales team attend.

Basic B2B Sales Training Courses – Being Brilliant at the Sales Basics

Being Brilliant at the Sales Basics is a two day sales course specifically designed to look at the foundations of successful selling in any environment.

This course is a must for anyone who wants to improve their sales performance over a very short time. With increased motivation and confidence, attendees will be able to proactively take responsibility for their sales pipeline, sales forecast and sales figures.

It also acts as a great refresher and a strong spring board to launch any sales growth initiative. Perhaps around a new quarter, a new product, merging sales teams. Or simply re-affirming the sales function, goals, revenues and making everything on the sales agenda achievable for everyone.

In Basic B2B Sales Training Courses we look at how to;

  • Qualify prospects – meaning the pipeline is filled with quality, qualified prospects
  • Removing hurdles to get to the decision maker – make more sales presentations per day
  • Secure the decision makers interest – make every pitch a winner
  • Maximise the cross sell and up sell opportunities in every call – increasing average order value on every call
  • Arrange appointments where there is a high level of interest in purchasing – no more wasted visits
  • Powerfully present the sales proposition in exactly the way the buyer wants to hear it – minimising the sales cycle and the time taken to close
  • Remove objections – using the prospects objections to increase their reasons to buy
  • Maximise profit from any sale – it’s about doing more with less – greater return on your sales efforts
  • Delay closing until the buyer will say yes – most sales fail because the sales person pitches too early and with the wrong proposition
  • Use these same principles to reactivate lapsed customer – re-engaging lost customers is one of the quickest and easiest ways to build a solid sales pipeline
  • Effectively sell against the competition – building your market share whilst diminishing the competition has to be a sales strategy in this economic climate where survival alone is not enough
  • Influence and persuade at all stages of the communication – sell even when you’re not selling
  • Build a loyal relationship based on trust, transparency and honesty – build and maintain the status of trusted adviser
  • Get referrals from every call – even where you don’t make a sale
Fully Bespoke Basic B2B Sales Training Courses

Yep, fully bespoke. No a hit and run B2B sales training courses here. This is a new way of selling.

And that’s for one reason. No one ever made a consistent improvement in their sales teams results by having a one day sheep dunk of a sales training course.

If only it were that easy.

So, we will take a deep dive into your competitors, your industry. Looking at your specific sales challenges and objections, all so we make the training as relevant and real world as possible.

We will speak with your sales team before we deliver.

We’ll look at sales stats for the last 12 months. The peaks, troughs, average order value, discount levels. We’ll look at discount orders versus full price. And review sales cycle duration, a myriad of sales conversion rates, for the team and for individuals.

Then, when we’ve designed your course, delivered it, we’ll work with your sales leadership function to ensure it’s implemented and embedded in your sales culture.

Because that’s the only way to bring about long lasting positive change.

Next Step 

Call on 0114 236 1221 or email

If you’re not ready yet and want to check out more about what we do – you can check out some of our free sales guides. Just go to the menu at the top of the page and hit Free Sales Guides

And you can register for The Advanced Business Achiever – weekly, span free newsletter with sales tips and business development insights to share with your team in sales meetings, use in daily coaching sessions or weekly team training/briefings or even to spark some discussions around reviewing your sales strategy.

Plus: if you want to embed your own sales improvement strategy – this is for you – TurboCharged Sales

Basic B2B Sales Training Courses – perfect if you’re serious about improving sales skills, unleashing the potential wrapped up in your sales team and dominating your market sector.

B2B Sales Training | Legal | Insurance | Consulting | Accountancy | Advisory

B2B Sales Training | Legal | Insurance | Consulting | Accountancy | Advisory

Professional Services Sales Training Courses B2B – your key to removing departmental sales silos, building strong cross sell, lead generation and referral pathways, and unleashing your firms sales potential.

Professional Services Sales Training Courses B2B

You’re probably working in a very crowded market, highly competitive, perhaps you don’t really get that much opportunity to win new business because you pretty much have to wait until the other guys mess up.

And who knows what restrictions your professional bodies might impose, or how your firm likes your brand represented.

Plus, you’re an expert in your field, not a jobbing sales person.

But the lines have merged.

Today, most everyone in a client facing role, from partner, to free earner, from associate to client support, are all sales people.

So, time to get smart about how to pull in sales, whilst you’re doing your day job.

Professional Services Sales Training Courses B2B – Sales and Business Development Training Designed for Skilled Experts in Legal, Insurance, Consulting, Accountancy, Advisory

This is a highly consultative – this program is designed to increase sales performance over a very short period by simply focusing on the key sales points that have a direct relationship with success.

Available modules are as follows, just pick the ones you want:

  • What Does Sales Success Look Like?
  • Identifying Ideal Prospect Targets
  • Dealing with Sales Prevention Staff
  • What Are You Selling?
  • Why Should The Buyer Listen To You?
  • Creating A Powerful Sales Pipeline – Data, Information, Knowledge, Wisdom, Power
  • Psychology Of Buying – The Buyers Perspective
  • What Is The Buyer Looking For?
  • Sales Call Structure – The Holistic View To Consulting And Selling
  • The Objection Free Pitch – Selling The Solutions
  • Meaningful Questioning Techniques – Questioning To Understand Their Needs And Motivation
  • Responding To Different Resistances To Change
  • Creating Urgency In The Sales Process
  • Checking and Reinforcing Commitment To Buy
  • Understanding The Money Question
  • Cross Selling And Up Selling
  • Active Listening Skills
  • Testing The Pitch
  • Create And Use The Buying Signals
  • Summarising Your Understanding
  • Selling Their Motivations Back To Them
  • Handling Prospect/Customer Questions
  • Trial Closes
  • Gaining In Principal Decision To Commit
  • Selling The Price
  • Asking For The Order
  • Price Negotiation
  • Using Influence and Persuasion Skills
  • Building Referral Networks
  • Using The Sales Pipeline Model
  • Gaining Success With Different Buyer Types
  • Creating Certainty In The Sales Cycle/Forecast
  • Self Motivation/Goal Setting
  • Creating Winning Sales Proposals
  • Getting The Purchase Order Signed

Professional Services Sales Training Courses B2B – Sales Success – More Sales, Shorter Sales Cycles, Higher Margins, More Referrals, Stronger Pipelines

Course Outcomes

Having attended this program you will be able to:

  • Quickly establish common ground with key influencers and decision makers
  • Have a compelling, persuasive and logical sales presentation
  • Conduct a commercial sales based conversation with any targeted prospect
  • Quickly establish if there are any commercial opportunities, when, budget, process
  • Move from sales person to trusted industry expert
  • Build rapport and gain the confidence of the key buyer(s)
  • Structure logical and relevant questions
  • Work with the buyer(s) to establish and explore the scope of their current service provider
  • Identify points of weaknesses in their current provision
  • Guide the buyers(s) thinking towards blue sky solutions
  • Explore the cost and impact of the current weaknesses and gaps
  • Structure relevant solution(s)
  • Challenge the buyers thinking
  • Use influencing skills to trial close
  • Deal with the budget question without causing a negative impact
  • Sell your propositions based on the value delivered
  • Speak knowledgeably about the life value of the product or service, not just the cost
  • Explore costs and value as part of the same conversation
  • Fluently establish the costs of remaining with the current provider
  • Sell the price
  • Handle objections
  • Deal professionally with incumbent relationships
  • Ask for the business
  • Gain an in principal decision to buy before you leave
  • Create urgency in the sales process
  • Establish a stead stream of cross business referrals – internal and external
  • Build networks
  • Seek referrals from all prospects/customers
  • Build, maintain and account manage a sales pipeline
  • Create certainty in your sales forecast
  • Design and deliver sales proposals that will make it easy for the buyer to say yes
  • Pre training telephone consultation with each attendee and the team manager
  • Post training sales call structure design and review
  • Unlimited telephone support for 60 days post session


This is a 0.5 – 2 day onsite program depending on the modules you select, which are totally tailored for your business, existing skill sets, your industry sector and specific challenges.

The Professional Services Sales Training B2B Course can help anyone working within a professional services firm, at whatever level, from senior partners to junior level support staff and new associates.

To find out more about this sales training course and how it will work for the professionals within your firm, call 0114 236 1221 or email for an informal chat.


To receive sales and business development insights directly to your inbox weekly – guaranteed no span – subscribe for free here – The Advanced Business Achiever – great for sales meetings, sales coaching, keeping up to date with new sales trends and bringing new ways of business generation to your firm

If you’re ready to go it alone and simply want a sales and business development process to follow – TurboCharged Sales will be perfect for you.

Conversely if you don’t even know where to start, here’s your safest bet The Sales Audit

For anything else: call 0114 236 1221 or email for an informal chat.

Happy Selling

Professional Services Sales Training Courses B2B – your key to removing departmental sales silos, building strong cross sell, lead generation and referral pathways, and unleashing your firms sales potential.

Cold Calling Techniques – So Your Buyers Love You

Cold Calling Techniques – So Your Buyers Love You

Cold Calling Techniques? Really, but I get most of my business from inbound leads, so then why do I need to do cold calling?

And that’s a fair question.

But at some point you’ll need to move that nurtured lead out of the social media play ground, so you can move it on to your sales forecast via your sales pipeline, so he can eventually make friends with your accounts team.

Or, maybe you’ve spotted a firm you’d really love to work with? The fastest way to cut through the noise is to pick up the phone and get chatting.

You might have read about cold calling is dead? That’s the message from by people who are bad at it. Ignore them.

It’s still the number one skill you need in sales if you want to make things happen. Fast.

Especially if you’re looking for an injection of high quality and qualified sales opportunities into the sales pipeline.

Listen, I’ve audited sales functions, in firms that have questionable futures. Lack of new business, closely followed by low sales hunting focus, will kill any business.

Don’t let it kills yours.

Roughly translated, if you’re waiting for your email to ping, your tweet to drive business to your sales pipeline. Your LinkedIn profile to set the world alight. Or your business page to deliver enough business for your firm to consistently grow, alternatively you think existing customers will feed you enough business, well, then you really need to read this…

Cold Calling Techniques For Self Starters

Well, cold calling has changed, but the name hasn’t! Cold calling, and cold calling techniques have definitely grown up as the sales and marketing spheres have merged, so what does that look like now?

Research is Key!

No one needs to be calling a cold prospect any more. It’s the fastest and easiest way to tell the sales prospect that you’re a lazy sales person…

Cold Calling Technique 1: Research all of your prospects and their firms.

Numbers Don’t Matter. Contacts Do!

5 full blown sales conversations per day with a business, the decision maker, the referrer or the influencer will trump 20 calls with low rank juniors who try to convince you they’re the decision maker.

That’s where your research comes in to play…you won’t be easily fooled or distracted and you’ll not be filling your sales pipeline with wanna bees!

But what’s even better?

10 full blown sales conversations!

Cold Calling Technique 2: Don’t confuse an increase in call quality with a decrease in call quantity…do both to be really sales smart.

Quality Matters. A lot.

Stop calling firms where you can see no fit. So, it seems we’re back to research again, BUT, research companies where there is a fit and discard others. Reflect on some of your best customers, are they in a particular niche, sector, industry, location? Are there more firms out there in the same sector, who could possibly use your services?

Cold Calling Technique 3: Always be researching, looking for niches, scanning the industry press, awards pages, news…and try to do it outside of core selling time.

When reviewing your cold calling techniques, you’ll also need to consider the following:

The prospect is expecting to speak with an expert advisor…someone who knows their business, is curious, is able to respectfully disrupt the prospects current thinking, potentially solve a quantifiable business problem using a solution with a robust ROI

The prospect is expecting you to listen to him. Not broadcast. Ask intelligent questions and assess the common ground and value in continuing the conversation in more depth.

Cold calls have a bad rep…with everyone, so get cute about negotiating gatekeepers or even better, avoiding them all together. Use your networks to facilitate worthwhile introduction and warm ‘cold’ calls.

Don’t waste time, because unless you can get the gist of your value to this prospect across in 20 seconds then you’ll likely be on very shaky ground. Creating value fast is critical. Have you got your super fine tuned intro so you’re not the bumbling idiot asking the prospect if they had a great weekend?

Cold Call Techniques – Your Mind Set

Your mid set is critical to your success, so

Welcome the Rejection

Do this because the faster you get to no, the faster you can start to unpack the prospects thinking. Most prospects will say no at least three times before they say yes. And that’s ok, but only as long as you continue after the first no.

Influence and Persuasion

This is no longer about what you say about yourself. It’s about what everyone else is saying about you. Make sure you can name drop, reference and refer to your experience in the industry in a relevant problem solving capacity

Peaks and troughs in your sales performance?

This is a sign that at some point your got comfortable. A sign you didn’t keep up with the research and cold calling, new business development. Maybe you got busy. Perhaps you earned a good bonus. Maybe you lost your cold calling mojo…depending on your sales cycle, this will hurt you. If you want solid stable sales performance then keep up with the research, and with the cold calling and the pipeline filling, because there are no short cuts.

Keep away from the negative people in your sales team.

This is you, living the life you want. Listen to the losers, the moaners and see what that does for you sales mojo.

To set your cold calling, new business efforts on fire, come and join us The Sales Improvement Workshop – run as an open course or in your business as a bespoke course.

You can also book your Free Sales Health Check

Alternatively if you’re looking for a focused new business development b2b sales training course to embed into you business check out TurboCharged Sales.

You can also sign up for our free weekly sales training, straight into your inbox, keep ahead of what your competitors are doing, remain current with whats’s new in cold calling techniques, claim your free subscription to The Advanced Business Achiever 

Happy Selling


0779 002 1885

Are You a Sales Closer or a Sales Loser?

Are You a Sales Closer or a Sales Loser?

Great sales closing questions are often the final piece of the jigsaw. The questions that many sales guys forget to ask (read: wimp out of asking!)

Great Sales Closing Questions means you increase the chances of getting an order – RESULT!

And that’s a shame because when you do ask great closing questions it means, obviously, there’s a far greater chance of you being able to close, being able to close quickly, and being able to close the sale at the price you want.

At the very best.

And the worst? The buyer shares with you any objections they may still have, or maybe you get a deferred decision date, or you learn more about his buying process or the internal decision making…

Great sales closing questions are the ultimate win-win questions, saving you time, money, stress and a flaky sales forecast!

Not everyone asks great sales questions, mainly because they’re too busy sales broadcasting, by rote, not engaging brain but very much enjoying the sound of their own voices…

Or they simply too afraid to ask…

Or they think the buyer won’t want to answer

And a million other excuses!

Is any of this relevant to you?

You get to the end of a sales pitch and you promise to send a proposal?

Or you think you can’t close because you need to get prices? (Rookie Mistake 101)

Or you want to end on a good note, no ask an awkward question before you leave?

Not true….none of them.

What Do Great Sales Closing Questions Look Like?

Great question – thanks,  glad you asked (see what I did there?)

I like the direct approach, but here’s a stages approach for you.

Let’s look at trial close questions and then final close questions

Great Sales Closing Questions: Part 1: Trial Close Questions

You can put these into your own words or use verbatim, your call…

  1. What’s the best thing you’ve heard about our product/service today?
  2. What’s the worst?
  3. What were the highlights of our service as far as you’re concerned for your business?
  4. How as your perspective changed during our discussion in terms of how you might use this solution in your business?
  5. What’s the biggest take away from what we’ve discussed today?
  6. How do you see this working for your business?
  7. If you were to have to sum up the biggest benefits for your business in using this product/service, what would you say they would be?

See, all very conversational, all very open, no hidden agenda, just asking the buyer/prospect what his thoughts are…simple as.

These questions won’t even get you in trouble…

Yet, some sales people, still fail to ask these great sales closing questions.

Those sales people will fail for three reasons:

  1. They forget to listen to the very important information they get back from these questions…pure gold
  2. If they do listen, they listen with the intent to reply, when in fact much of what comes back will lead you to ask more questions to get to the granular detail
  3. They don’t follow up the trial close questions with final close questions…

Great Sales Closing Questions: Part 2: Final Close Questions

Straight to business, at this stage the prospect knows whey you’re sat there. He knows you’re not just there for coffee and a place to keep warm (right?!?)


  1. So, from what we’ve discussed today, when shall I expect your order?
  2. Based on what we’ve discussed today, will you be giving us your business?
  3. Can you see any reason why you and I won’t be working together?

You can amend the language however you see fit, but I like this format.

Short questions, direct, no ambiguity.

And most importantly, they are so direct, you’ll give the buyer no time to scramble any creative story…you’ve more likely to get a truthful answer.

Yes or No…which is what you want.

A yes is great.

A no is not a disaster…you can start to re-qualify

Next Step

Hopefully you’ll try some of these out.

Trust me, sometimes buyers are left totally confused by many sales people who go through a great, detailed and considered sales pitch but fail to ask for the business.

Don’t be the Confusing Sales Person, the Sales Loser who could have been a Sales Closer. Had they just asked for the business…

When the worst that could happen is that you get an order, or you learn, where’s the bad news?

But you know what? 

There is a better way because it’s an easier way. A way to close sales that high performing sales professionals use all the time.

A way that means those high performers don’t rely on just those great sales closing questions.

Do you want to know what it is?

Just hit the link Tell Me What High Performing Sales People Do to Close More Sales

You can also sign up to The Advanced Business Achiever – weekly sales training directly in your inbox every week.

And, if you’re looking for some hard hitting B2B sales training – you can call or email – 0779 002 1885 or to discuss our tailored sales training solutions

If you’re looking for a sales improvement and B2B sales training course to embed in your business, then check out TurboCharged Sales and The Sales Improvement Workshop.

Remember: Great Sales Closing Questions are the final push of the boulder you’re carried all the way up the mountain, don’t put in all that effort and let the boulder smash down the mountain when you’re so close to glory…just ask the tough questions!


Setting Appointments with Senior Decision Makers

Setting Appointments with Senior Decision Makers

Setting Appointments with Senior Decision Makers is tough. Tougher than it used to be.

Setting Appointments with Senior Decision Makers

20 years ago, on average, I’d speak to 30 decision makers a day. Get 5 appointments. Close 3 and pipeline 2 for next month.

Life was good. This kind of predictability worked.

Not so much today.

Today, working with sales teams across the UK, great B2B sales teams speaking to 20 top class decision makers a day is rare.

Possible but rare.

So when these sales professionals do get past all the many sales prevention hurdles, they know exactly what to do.

And what not to do.

After all, they typically have one throw at the dice when setting appointments with senior decision makers

Do’s and Don’t’s – Setting Appointments with Senior Decision Makers

Savvy sales pro’s know that they have about 15 seconds to grab attention – so they don’T waste that precious time asking how the prospect is feeling.

Instead they make an outrageous claim they can back up that does three things, it shocks the prospect into paying attention, it forces a curious reaction and the outrageous claim begs solves a huge buyer/prospect problem.

Bland does just doesn’t cut it.

The next thing they do….is to ask great questions. REALLY GREAT QUESTIONS.

Questions that challenge the buyer’s thinking. With questions that beg for bigger conversations. Questions that disrupt the buyer’s current understanding…

Of course, the savvy sales pro also knows how to listen.

Listen to what the buyer says, and what he doesn’t say.

When it’s a full throttle conversation. When the savvy sales pro has done everything they need to do (and if you’re wondering what that is – check out this guide – The Guide for Setting Appointments with Senior Decision Makers).

And when they can see a good fit, a need, budget, authority and pain, then the savvy sales pro bows out and gets busy setting appointments with senior decision makers.

They don’t talk themselves out of the opportunity by talking themselves out of the next sales step…

Setting Appointments with Senior Decision Makers – Common Lethal Faults

  • Being just like every other sales person that’s called today
  • Not challenging the buyers thinking
  • Addressing the same old problem in the same old way
  • Failing to educate, entertain and build curiosity
  • Failing to use the precious first 20 seconds
  • Talking more than listening
  • Mistaking a structured sales conversation with a focused goal with a lovely chat
  • Missing buying signals just because someone is being nice to you
  • Giving the prospect everything they need in the call
  • Not knowing when to ask for the appointment

What’s the difference?

Probably about 10 appointments per week.

10 appointments per week, per sales person, times 52….

You can do the sums.

Worth doing something about?

You can start by downloading your guide to Setting Appointments with Senior Decision Makers

Or you can call 0114 236 1221 or email about comprehensive sales training courses specifically designed for front line sales and lead generation staff responsible for setting appointments with senior decision makers.

You can also sign up for our weekly free sales and business development newsletter.  The Advanced Business Achiever – perfect for daily sales huddles, sales coaching and weekly sales refreshers. You can get your free copy by hitting the link.

Remember: it all starts with that first call to generate that first appointment. So why not make sure your sales team, your lead generation team and your appointment setting team have the greatest chance of sales success – sign up for our sales training specifically for new business sales teams and sales hunters – Setting Appointments with Senior Decision Makers.