“Transparency sells better than perfection,” so why not just own up to it? It’s not easy to admit to buyers that your solution has its shortcomings. But that’s often exactly what’s necessary to increase win rates.
Field sales professionals Philip Schäfer and Catherine Naudé share their thoughts on the importance of planning, and what many of us get wrong when it comes to planning our day.
How helpful are business email sign-offs in generating a response? We’re considering a few examples of email endings that are great conversation starters.
Does better technology really mean more sales? Field sales professionals in the UK and South Africa were asked how technology (specifically mobile sales apps) help their selling efforts. Here’s the 5 top ways they find technology helps them sell.
How do field reps stay entertained in traffic or while travelling to a customer who’s an hour or more away? Do they tune into music or talk radio? Or, do they prefer listening to a podcast or getting lost in the plot of an audio book instead?
Field sales reps spend about 20% of their week on the road – some of them even more. That’s at least one day a week spent driving! Don’t confuse drive time with ‘lost time’, however. Here’s 6 ways to ensure time on the road is productive and contributing to sales success.
Access to accurate field sales data is crucial to sales success. We explore various reasons why sales reps struggle to capture accurate data, offering a single solution to overcome these obstacles.
Almost 90% of sales reps say they have great relationships with their customers. Our surveys suggest they don’t spend enough time with customers to really benefit from those relationships.
Beliefs shape behaviour. See this visual summary of views that salespeople in the UK and South Africa hold on six beliefs about field sales and the sales industry.
Our recent research among field sales professionals in the UK and South Africa highlighted five situations in which sales reps are tempted to spin the truth when visiting prospects.
Over 40% of field sales professionals feel micromanaged by their managers, according to a recent survey. Catherine Naudé shares why she, despite resisting being micromanaged herself, wants her manager to track her whereabouts.
Our survey among UK field sales reps suggests that only 30% are given access to mobile sales apps and their benefits.