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Stories from the Trenches
Take a look through our blogs to relate to the day-to-day struggles of a salesperson who may be lacking in certain skills, abilities or knowledge. They are designed to inspire you, to improve your interpersonal skills & to help you in starting to fulfil your potential.
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Sales Director Stephanie's mobile rings...
Cold caller: 'Hi Stephanie - look I'll be honest this is a sales call...' Stephanie: 'Sorry - I don't take sales calls.' Hangs up Cut...
Scott James Purves
May 28, 20241 min read
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WAKE UP SALESPEOPLE
I read a post the other day from an AE at a well known conversational intelligence company... It talked about how to respond to the...
Scott James Purves
May 28, 20242 min read
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Do you run a business or sales team & often feel exasperated over unpredictable results...Ā
where the only constant appears to be disappointment or frustration? Perhaps those prospects in the pipeline with a '75% chance of...
Scott James Purves
May 28, 20241 min read
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BANT!
Email proposition received this week... "If I could bring you 3 to 5 BANT-qualified leads every week, would you be around for a brief...
Scott James Purves
May 28, 20241 min read
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What's both the best and the worst thing about sales?Ā
Money... Why? It's the best thing because... - making money means more freedom, more independence, improved status, travel, house,...
Scott James Purves
May 28, 20241 min read
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Warm calls?
I made a cold call... A guy picked up and said.. "I'm sorry - I only take 'warm' calls - if only you'd sent me an email or LinkedIn...
Scott James Purves
May 28, 20241 min read
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If you want to fundamentally change your sales results...Ā
there is one inescapable truth - You need to change your habits, beliefs & behaviours. And that doesn't happen overnight. You need to...
Scott James Purves
May 28, 20241 min read
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A classroom of kids were asked what they wanted to be when they grew up...
Johnny: "a fireman" Sophie: "a nurse" Chris: "an astronaut" Stevie: "a salesman" The whole class went quiet... There was genuine surprise...
Scott James Purves
May 28, 20241 min read
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Sales is one of the only jobs where you can earn as much as a doctor or a lawyer...
Without having to train for 7 years at medical school or read law for 4+ years Most people fell into sales ...and they treat it as such....
Scott James Purves
May 28, 20241 min read
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Increase your EQ...
While IQ is fixed in most people... EQ is not. With the right approach, you can increase it significantly. I often get push-back on this...
Scott James Purves
May 28, 20241 min read
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"So what the F*ck are we all doing?!"Ā
- asked Stanley, a well-seasoned, ball-breaking business owner in his 60s...frustrated over how quiet the office was at 10am on a...
Scott James Purves
May 28, 20241 min read
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"My guys just need a bit more confidence."
The number of times I've heard that when speaking with managing directors about their sales teams. I'll then ask something along these...
Scott James Purves
May 28, 20242 min read
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Sales semantics
Describing salespeople as 'hunters'... Implies their 'prey' has to die. Are prospects prey? And since when did helping someone fix a...
Scott James Purves
May 28, 20241 min read
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I had a run in with a sales 'influencer' the other day...
His post talked about bringing insight to a sales meeting with senior level decision makers. I commented that he should also be asking...
Scott James Purves
May 28, 20241 min read
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5 of the biggest mistakes salespeople make...
1. Only selling to logic. Human beings are emotional creatures and make decisions based on emotion, then justified with logic. When you...
Scott James Purves
May 28, 20242 min read
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Most salespeople's biggest problems are in the mirror...
Meaning it's completely within their control to change. Yet most will blame external factors. "My industry is tough." "No-ones got any...
Scott James Purves
May 28, 20241 min read
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Cold Calling Tips
- be assertive (but not pushy) - meet people where they are - make people feel comfortable quickly to build trust - build curiosity & act...
Scott James Purves
Apr 28, 20241 min read
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10 Major Problems with the SDR / AE model...
1. SDR's are targeted on meetings booked, and so they don't disqualify properly...sending through anyone with a pulse. 2. No-show...
Scott James Purves
Apr 28, 20241 min read
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Do any of the following make you feel uncomfortable as a buyer?
- Pressure - Leading questions - Fake urgency - Manufactured FOMO - Being chased within an inch of your life - Being pitched - Feeling...
Scott James Purves
Apr 28, 20241 min read
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Little Birds...
Salespeople & AE's who don't prospect, but wait for incoming leads/meetings remind me of these little fellas... - a constant source of...
Scott James Purves
Apr 28, 20241 min read
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