Blog Archives - Page 2 of 3 - Morton Kyle Limited

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…

Identify and Engage with Perfect Sales Prospects to Boost Sales Results Fast

Perfect Sales Prospects – How Are You Finding Yours? Are you scrolling through LinkedIn? Cold Calling? Buying Lists? Harvesting social media leads? Picking up website visitors? Just how are you specifically identifying your perfect sales prospects? I ask this question because it’s the most basic of sales and lead generation activities that happens right at…

Free Sales Training Needs Analysis

Free Sales Training Needs Analysis template available – claim your copy now Why Conduct a Sales Training Needs Analysis (TNA) It is a critical part of any sales training I deliver. For anyone in a sales training role, it’s the difference between delivering a sales training course that creates an environment to generate fast results,…

Sales Improvement – 6 Ways to Amp Your Sales Results on Zero Budget

What is not having a system that delivers predictable sales results costing your business? Every firm is seeking continuous sales improvement. They would like to achieve that on zero budget. Every firm seeks predictability and stability. It’s the Holy Grail because once you’ve cracked that formula for your sales lead generation and closing, then you can simply…

Why an Accurate Sales Forecast is the Key to Monthly Sales Success and Predictable Sales Growth

Any accurate sales forecast is a guaranteed gift towards your bank balance, your sanity, and your stress levels! A truly accurate sales monthly forecast means you know where you’re going, and how you’ll get there. Easy sailing… So why do so many sales people and business owners fail to use the monthly sale forecast to…

Anyone Seen My Buyer?

Chasing sales quotes, that all important following up the sales quote, now let me ask you this: how much of your very valuable time do you waste chasing sales quotes? How much does it wind you up that you even have to chase sales prospects to place the order once you’ve done all the hard…

Why Sales BANT is Not Enough

What is Sales BANT? BANT is covered in almost every article on how to close good quality sales, appointments, demonstrations, meetings. For those that haven’t come across it before here’s the basic premise – the person you’re engaging in the sales process needs to be qualified against the following profile Budget – are they the…

Higher Sales Performers use Sales ROI – Do You?

If You’re Not Using Sales ROI…. When Sales ROI is such a powerful sales tool then you are a fool! I wish there was an easier way to say this, because it’s not nice, but well there isn’t. If you’re offended then hopefully you’ll think about working differently. Hopefully you’ll be offended enough to do…

Engaging the Perfect Prospect is the First Stage in Making a Profitable and Fast Sale

Engaging the perfect prospect right at the beginning of the sales process is one of the most fundamentally overlooked elements of a successful sales process which concludes in an order. I see too many new business development efforts, lead generation research and sales forecasts fall part because of poor initial sales qualification. This means 4 key things:…

High Quality Sales Appointments | Fill Your Sales Diary with High Quality, Qualified Prospects

Sales Appointment Setting | High Quality Sales Appointments that Convert Sales appointment setting is where the magic starts. Lots of high quality and well qualified and high quality sales appointments means there is a steady stream of sales opportunities to convert into orders and invoices. Into turnover and margin. Into market growth. Brand awareness. More…

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…

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….

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…

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…

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…

The Top 10 Rules Rich Cold Callers Know…

Cold Callers: In a world that’s awash with information, then B2B Cold Callers have no excuse for mindless dials. Yet still I’m getting cold calls. 5-6 a day. Whilst I’ll fight the urge, for the moment anyway, to name and shame those firms spewing money down the drain because of their cold calling strategy, I…

Why Your Buyer Turns Cold When You Start Selling…and what you can do about it.

Business Development – Fly or Die? There is no getting away from it, unless you are in a very specialist market, new business development and new business is the life blood of any business. No matter how good your business is, if you’re relying on simply servicing existing customers then by definition your business may…

Business Development Coaching for Ambitious B2B Sales Professionals

Business Development Coaching for Ambitious B2B Sales Professionals Business Development coaching is powerful, strategic and one of the fastest ways to bring about a positive change. Sales professionals will engage in coaching either for themselves or the team for many reasons, but here are some of the most common: The sales results are typically ok,…

B2B Sales Skills Training Course | Sheffield

B2B Sales Skills Training Course – Join us now – just one day to boost the sales results in your business. You’ll learn how to increase sales conversion rates, shorten sales cycles, and ultimately increase turnover and sales margin. Hit the link – The Sales Improvement Workshop This is the only sales skills training course…

Three Sales Myths That Cost You Sales – BUSTED!

Sales Insight – Do You Have It? Every business leader craves real, meaningful and timely sales insight. If you’re still struggling with this then check our Sales Insight Audit out. If you’ve got your sales management information all sorted and relevant then carry on reading, because, quite simply, you’re on the fast track to continuous sales improvement….

We Want Fully Qualified Sales Data!

We Want Fully Qualified Sales Data! ‘If I’d had fully qualified sales data I’d have hit my sales target!!’ Well if this isn’t the battle cry of every sales team I’ve ever worked with then I don’t know what is. It’s sales review time, whether that’s weekly, monthly or perhaps even daily in some instances and you,…

Sales Training For Colleges | Apprentice Scheme Providers | Work Programs | Funded Learning

SALES TRAINING FOR COLLEGES Business Development and Sales Training for Colleges Selling Apprentice Schemes, Work Programs, Apprenticeships and Full Cost Training Sales Success – More Sales, Shorter Sales Cycles, Higher Margins, More Referrals, Stronger Pipelines Sales Training For Colleges: Aims: Highly consultative – this program is designed to increase sales performance over a very short period…

Sales Detox | There is No Sales Unicorn Unless You Create One

When Did Sales Get So Complicated? Simple sales plan? Does anyone still run one of these? It’s a rare day now, on opening my inbox without getting a flood of information on new sales techniques, tips on how to be a better influencer, how to close every deal first time and make all your prospects swoon…

Relevant Sales Activity and the Equal Odds Rule

In Sales YOU have as much chance of winning as losing. Where you engage in meaningful and relevant sales activity… You have as much chance of getting a customer as getting a rejection. You have as much chance of succeeding as failing. Your chances are equal. Need more proof? The Equal Odds Rule was published…

Building Highly Qualified Sales Funnels

Building Highly Qualified Sales Funnels… Building highly qualified sales funnels is the single most important task in building any growth model, scaling your sales team, and therefor, building your business. Anything else is just risky, costly, as well as unpredictable. Is that what you want? So… How Would You Describe the Health of your Sales Funnel? Spot on…it’s…

Not Demonstrating ROI? You’re Throwing Business Opportunities Away…

Demonstrating ROI is Critical Demonstrating ROI is really that important? Yes, it really is critical. If your business, your sales team and their sales pitch can’t demonstrate ROI, then you’re leaving business on the table, and most certainly you’re leaving chunks of cash there too. Without demonstrating ROI, you can’t demonstrate value, explore risk or…

How to Close Profitable Sales

How to Close Profitable Sales – Because it costs you a lot to close cheap business! Discover how to close profitable sales and it: Saves time Builds turnover Protects margin Enhances reputation Cripples your competitors Effectively uses business resources and… Keeps you sane!! Get it wrong and welcome to: Inaccurate sales forecasts Deals left wide…

The Relationship Between Risk, Value and Price – Know the Implications

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. The relationship between risk, value and price in the eyes of the buyer/prospect is complex. That’s a fact. The relationship between risk, value and price in the eyes of…

TurboCharged Sales Results

TurboCharged Sales is now available…helping you to smash your sales goals, embed a consistent sales improvement program and ensure all your sale activities are aligned with sales success. Every sales team deserves the very best chance if hitting targets, because inconsistent sales performance means business growth is compromised due to lack of stability and certainty….

What’s Your Sales Why?…Why Should the Buyer Buy From You?

What’s Your Sales Why? Everyone knows sales isn’t just about your product, your service, your money back guarantee etc…it’s about so much more. It’s also about you, the sales person. Sure people buy from people is a very old cliche, but that doesn’t mean it’s not true. So my question to you is – what…

Thank YOU! Nearly There…

Hi Thank you for registering to attend the Free Sales Training in support of the Ant Kids Charity. We are processing your registration now and will be able to confirm your places within the next 24 hrs. In the meantime, thanks for your support, it means such a lot to us and it will mean…

Free Sales Training | Supporting Ant Kids | ANT Marketing | Morton Kyle

FREE SALES TRAINING; ANT MATKETING & MORTON KYLE | Helping Sheffield Children & Sheffield Business ANT KIDS | ANT MARKETING Free sales training is available to every single Sheffield business! Here’s how. Every year ANT KIDS helps disadvantaged children across the Sheffield region. Just hit the link and you’ll see some of the great work…

Fixed Price Sales Training | B2B Sales Training Courses

Fixed Price Sales Training Courses | B2B Sales Training | Book Now Fixed Price Sales Training – B2B Sales Training Courses – Train up to 12 sales people for just £1,450 Book your date ASAP….and get next month off to a great sales start…because that’s how quickly you’ll see improvements if you use the sales skills, techniques and…

Sales Pipeline Management: Do Not Resuscitate

Sales Pipeline Management: Your Sales Crystal Ball Sales Pipeline Management is the key to predictable and stable sales performance. That means sales growth, sales security, certainty and the ability for any business to produce accurate sales forecasts. So today, whether you’re a sales leader or a sales person, let’s think about your sales pipeline. How do…

Sales Training Sheffield | Sales Training for Smart B2B Sales People | Improving Sales

Sales Training Sheffield | Sales Training for Smart B2B Sales People High Impact Sales Training Sheffield. When was the last time your sales commission claim made your sales manager cry because it was sooooo big? The last time you got very fed up about the size of your bonus? Stressing about working so hard and being paid…

Lead Generation for Professional B2B Sales People – Leads ++

Sales lead generation is a bug bear in any sales team. Every single sales guy in the world today wants the hot leads, the warm data…yet few of them realise that they are sitting on the hottest leads around. If you work in a sales environment where you are selling more than one product then…

Strategy – Cheap or Fast…What’s Your Choice?

Strategy and Sales Business Plans – Questioning the Reality Strategy Overload, Strategy BS and Strategy Words Without Meaning!! I’ve seen it all over the last 4 months. I spent three weeks in summer looking through some very ambitious sales strategy and business plans for a company that has huge ambition and even bigger potential. Huge potential….

Your Sales Conversion Rates: Your Very Own Sales Crystal Ball

Sales Conversion Rates: The Ultimate Sales Metric…or is it? Lots of sales leaders and sales people monitor their sales conversion rates since it’s a good top line indicator as to how things are going…from staying steady to gently increasing or, heavens forbid, heading south. But, I also know some firms who don’t pay that much…

The Plug and Play Sales Model

Under construction – coming soon

Sales Pipeline or Sales Plug Hole?

10 Ways to Get the Most From Your Sales Pipeline Sales Pipeline Abuse! Let start off by explaining what a sales pipeline is, it is: Your pay check for the next 12 months and beyond. The difference between you going on holiday or having to explain to the family why it’s another staycation. Choices and options – do…

Free Guide | Build a Sales Funnel of High Quality, Highly Qualified, High Converting Sales Leads

Filling the Sales Funnel? That’s someone else’s job right? Sales Funnel Truth. Experienced sales people and sales leaders know lots of things about sales and how to sell. But they forget stuff too…we all do. And you and I get rusty at the things we don’t do regularly, so if you’re in sales then listen up….

Sales Audits: Uncovering Untapped Sales Opportunities

Why Conduct Sales Audits? Sales Audits are vital if you’re serious about managing sales growth, building an environment for sales success and cultivating a continuous sales improvement culture. Some see the sales audit as a starting point for their sales improvement journey, others see it as a health check, giving them confidence that they’re on…

Not Just Sales People – Value Added Problem Solvers

Changing Times Sales and the art of selling is changing….just like everything else. New theories, practices and reworked ideas come around again and again. Some of them stick, some of them fade. Many work, some don’t. One thing that’s been around for ages, but always there in the background, as something that good (and great)…

Problem Solving in Sales Performance and Sales Results Improvement: 3 Easy Steps

3 Easy Steps to Being a Sales Detective Sales Performance and Sales Results Matter! Making sure that the key metrics are on point all through the month is key, plus having the skills and insights to reverse any decline and accelerate any upward trends is vital. But, before that you’ll need to learn how to…

What’s Your Sales Process Really Costing You?

Your Sales Process – What’s It Really Costing You? I hate waste. I especially hate waste in the sales process because it just costs so much money and wasted time, talent and resource…and don’t get me started on the opportunity costs. It’s criminal. If I tell you the cost of running an inefficient sales process…

Sales Meeting: How Not to Send Prospects to Sleep

Prospect Sales Meeting – Wake Up! Your prospective buyer is NOT here to entertain and educate you during a sales meeting. You might wish they were, but they’re just not. Surprisingly, some sales people haven’t cottoned on to this yet. That has some disastrous results, like: Prospects runs the sales meeting! Your agenda gets hijacked by the prospect!…

How to Improve Sales Performance: The Friday Sales Rant

How to Improve Sales Performance: The Friday Sales Rant! You’d be surprised what businesses will do to improve sales performance. You’d be surprised the lengths they’ll go to, the resources they’ll commit and the efforts they’ll expend all in an effort to improve sales performance. Selling their soul? No…but not far off. So, why, why, why,…

Sales Performance: A Sales and Business Development System to Deliver Accelerated Sales Growth

Sales Performance: The Best Sales and Business Development System Sales and Business Development Functions are worthless if there is no sales and business development system in place which is used throughout the business. With regard to maximising sales performance, what’s the best sales and business development support system look like? First of all, let’s think…

Sales Manager – Has Your Job Died?

Sales Manager I regret to inform you that as a business we’ve taken the very difficult decision to let you go. We will honour the obligations laid out in our contract and as such, hope you will do the same as a Sales Manager in the business. I would like to take this opportunity to…

Sales Performance Improvement – Habit Beats Knowledge Every Time

Sales Performance Improvement – Habit Beats Knowledge Every Time Sales Performance Improvement is the key driver for continuous sales improvement…better results, bigger results, faster. If you’re in sales, sales management or running your own business then chances are you’ll be looking for ways to continually boost your sales performance. You’ll be looking for more customers,…

Sales Performance – What Do You Really, Really Want?

Sales Performance – What Do You Really, Really Want? Sales Performance – the puzzle for anyone in sales management. Bigger? More? Faster? But what does Sales Performance means to you, and how do you measure it? I ask this question a lot. Every business and sales leader I know wants better sales performance. Every single…

Competitive Strategy – Do You Just Drop Your Price?

Competitive strategy allows you lots of options. Competitive strategy takes more than simply dropping the price. Discover how lowering price is not the best differentiator when you’re trying to boost sales, profits and market share, and why simply distracting the market with cheaper prices is the last thing you should do.

How To Start Managing Poor Sales Performance Today

Managing poor sales performance takes effort. Much more effort than managing sales performance when the team are operating in line with expectations. That’s why it’s always ideally more sensible to work hard to keep the sales team performing to target, as opposed to let things slip. That’s really hard work, I know. High performance sales…

How to Boost Sales Revenues and Profits…Start Your Sales Engine Today!

How to Boost Sales Revenues and Profits – 10 Ways You Could Be Leaving Money with the Buyer… You’ll know I’m a keen advocate of delivering exceptional value – just check out these two posts to see what ‘delivering value’ is and what it could mean for your business if you decide to go down…

How to Build Value in Your Sales Pitch

How to Build Value – answer that question, specifically for your business, and the sky really is the limit. You’ve seen the figures, the figures that claim 57% of the buyer’s decision making is done BEFORE they invite the sales person in… Whether you believe them or not, the truth is clear… If you’re trying to get…

How to Increase Price, Win Business and Boost Profits – 3 Case Studies

How to Increase Price, Win Business and Boost Profits… Not a catchy title but it definitely covers three of the issues I’m most often asked to sort out. I thought this week that I’d address the issues by looking purely through the ‘How to Increase Price’ lens. To help I’ve outlined three case studies that will guide you…

Building a Sales Funnel – 10 Ways to Deliver High Converting, High Value Customers!

Building a sales funnel is not high on most sales people’s lists of things to do. Primarily because when it comes to chasing leads and chasing business – some sales people fail to see the wood for the trees.. Which means much of the time and energy poured into sales prospecting is just a waste…