There is nothing wrong with sales training. It can provide valuable knowledge, frameworks and skills. But knowledge alone rarely changes performance. A salesperson can know exactly how a good discovery…
When a sales conversation underperforms, product knowledge is often the first diagnosis. During call reviews, I sometimes hear the same conclusion: “They need more product knowledge.” Sometimes that is true.…
A call review should develop judgement, not just check compliance. During call reviews, I sometimes see managers focus first on whether the salesperson followed the expected structure. Structure matters. It…
A calendar invitation is not evidence of progress. During call reviews, I sometimes hear a salesperson end a conversation with: “Shall I send you a calendar invite?” The meeting gets…
An objection can also be feedback on the conversation. During call reviews, I sometimes hear an objection and notice the immediate reaction: How do I overcome it? But before answering,…
During a call review, I noticed an SDR move straight into the pitch as soon as the prospect mentioned a challenge. At first, it sounded logical. The SDR recognised a…
Many sales professionals hear every word and still fail to listen. They wait for the prospect to finish so they can ask the next question, connect the answer to the…
The person who answers the phone may know more about the route into the organisation than the person you are trying to reach. Yet many sales professionals approach the gatekeeper…
