Do CEO’s and Sales leaders need to re-evaluate their Leadership?
By Munene Nel In a recent interview with renowned sales expert Professor Ramez Helou, we discussed Leadership as a “hot topic”. The question was“Do CEO’s and Sales leaders need to change some of their fundamental beliefs about their leadership?” Considering, how the world as we know it has changed and the way we interact and […]
The impact of a global crisis on sales results
THE IMPACT OF A GLOBAL CRISIS ON SALES RESULTS. By Munene Nel I recently interview renowned sales expert Professor Ramez Helou. Owner and founder for The Academy For Sales Excellence. Over the last few years many organizations indulged in continuous growth year after year. Generally resulting in reaching double digit growth. However, not much attention […]
Is it possible to sell and pitch in difficult times?
By Munene Nel These are unprecedented times, something no one could have predicted. These are unprecedented times, something no one could have predicted. Professor Ramez Helou, owner, and founder of The Academy of Sales Excellence and a Professor at Hult International Business School. He had the foresight to see and capture the main principles of […]
How to Accelerate the Buying Decision and Sell Faster
They know that you are the right solution for them, they like you, trust you, and want to do business with you. But when it’s time to seal the deal, things just get “stuck” – your client just stops engaging with you. They gradually stop replying to your emails and don’t answer your calls. You […]
How to Have A Killer Sales Meeting Every Single Time
Ever walked out of a sales meeting and thought, “That didn’t go as planned…”? You get in your car and you’re driving back to the office and in your head you keep going over all the things you could have said but didn’t say. You’re not alone. Many salespeople walk into meetings and completely miss […]
Why Giving Discounts Is Hurting Your Business More Than You Think and What to Do Instead
When was the last time you gave in and gave a customer a discount? As a salesperson, chances are that you’re often faced with the decision of whether or not to offer a discount and get that sale. You do, after all, need the business in order to grow. But the truth is that while […]
The Only Tip You Need to Ensure Your Sales Funnel Never Runs Dry
A Sales Funnel Story… Meet Jones & Jones. They are a young, successful architecture firm and they’re two months away from completing one of the largest building projects in the city. Their office is a busy, bustling place, and their meetings are all geared towards discussing the final touches on this grand project that they […]
How Much Follow Up is Too Much When Selling
Ever get annoyed when salespeople follow up? How much follow up is too much when selling? Perhaps you’ve met with them? They offered you solutions to that you were looking for, you wanted some time to think things through, and right after that meeting, they started those dreaded follow up calls. The call in itself, […]
How to prevent your business from getting stuck in a bad sales deal
When the advantages of a big project or client are staring you in the face, it’s difficult to walk away from the deal. But sometimes, saying no is the best alternative. A ‘bad’ sales deal is never worth pursuing, no matter how much behind your sales targets you are.
What’s really happening inside the customer’s mind
Have you ever found yourself in a situation where someone kept trying to talk you into buying their products, without asking what you needed in the first place?
Or maybe it was the other way around. Perhaps you were the one who rushed into trying to sell something to someone before actually taking the time to understand their business and their problems.