04 Jul, 2017

The partnership will see Raw Talent focus on sales recruitment via their academy process while Sales Gym 360 will deliver sales training. Both organisations have worked closely together over the past few months to create a new sales training process that meets the needs of their clients and the wider sales industry. The organisations have spent time speaking with clients, sales directors and managers as well as their networks to identify their needs. This has resulted in the creation of ‘The

16 May, 2017

Accurate forecasting of deals can be a challenge. They seem like a dead-cert, then go quiet.  Good forecasting starts and ends with great questioning technique.  This blog is an extract from Sales Gym 360’s Yellowpaper on “How To Question Effectively”.  Contact us and request your copy. Time  These 7 questions will help you better qualify whether there is anything that may prevent your sales transaction from happening when you think it will. 1. When is your Year-End? Could it impact the

10 Apr, 2017

The Motive Triangle helps us understand how Organisations operate and how investment decisions are made. Working from the bottom up (as this is normally where most salespeople are introduced to an Organisation) ... Every purchase an Organisation makes is considered by them as an INVESTMENT, not a cost. When we think of purchases as investments it helps us understand that our Client is expecting some sort of Return on their Investment (RoI); Every investment is part of a considered ACTIVITY or

06 Feb, 2017

I learned more about how to structure and win deals in the first year of running a company than in my previous 13 years in Sales. As Managing Director you take notice of a whole new set of metrics No longer was I interested in how much Gross Profit I had booked in a particular month or quarter in relation to my target, but I was interested in other more material metrics, such as revenue, fixed and operational costs, cash, debtor days, reporting deadlines, stock levels, lease commitments, I.P.