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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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10 things that will make you a far better salesperson...
1 - Action first 2 - Introspection & honest self analysis second 3 - Building muscle memory through thousands of repetitions 4 - Leaving...
Scott James Purves
Mar 2, 20241 min read
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Sales Nerves
Do you literally break into a sweat when placed on hold for that CEO you've just called? Does the thought of his rich tone coming on the...
Scott James Purves
Mar 2, 20241 min read
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Pipeline Review or Pulling Teeth?
Far too many pipeline reviews are painful, frustrating & stressful... and can feel more like visiting the dentist for a double root canal...
Scott James Purves
Mar 2, 20241 min read
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One Thing in Sales Coaching...
When I coach salespeople there's one key thing I'm aiming for... and it underpins everything. I'm looking for them to 'breakthrough'...
Scott James Purves
Mar 2, 20241 min read
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Cold Calling Club
The first rule of cold calling is: *Do NOT talk about your product The second rule of cold calling is: *Do NOT talk about your company...
Scott James Purves
Mar 2, 20241 min read
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"People buy on their timeline, not yours."
Some sales advice I saw the other day....and whilst there's some truth to this statement (in the context of the pushy salesperson with a...
Scott James Purves
Mar 2, 20241 min read
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Filler words in sales!
We've all been guilty of it. But why do so many salespeople fall into this trap? For one thing it can help fill silence, which for many...
Scott James Purves
Mar 2, 20241 min read
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Avoid at all costs...
10 common salesy phrases that make you sound like a typical salesperson... 1. "We can definitely help with that..." 2. "We're market...
Scott James Purves
Aug 6, 20231 min read
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It's your fault...
There's one fundamental truth that's inescapable if you want to become better at selling... YOU have to change. It's an intense process....
Scott James Purves
Aug 6, 20231 min read
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Dragon's Den...
If you want to learn to sell better watch Dragon's Den (Shark Tank in the US)... Now, you may see the entrepreneur as the salesperson in...
Scott James Purves
Aug 6, 20232 min read
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Sales advice?
I recently saw some advice on how to improve the number of booked meetings when making cold calls... It advised a few things...key...
Scott James Purves
Aug 6, 20231 min read
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Sales Analogies...
There are a lot of sales analogies made by people - myself included... Sales is like dating Sales is like acting Sales is like being a...
Scott James Purves
Aug 6, 20231 min read
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Cold call...second pattern interrupt...
Following a 5 second intro by the salesperson, the prospect's autopilot response kicks in - Prospect: "Not interested." Salesperson: "As...
Scott James Purves
Aug 6, 20231 min read
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A sales trap...
I listen back to a lot of sales calls & this is one very common trajectory... *Part 1 - - Weather chat - Where are you based? - Are you a...
Scott James Purves
Aug 6, 20231 min read
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8 ways to stop your sales meetings from feeling like an interrogation...
1 - Ask strong open ended questions & keep digging into responses with genuine curiosity. This will make it much more conversational. 2 -...
Scott James Purves
Aug 6, 20231 min read
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'OK...so now you have to cold call our CEO.'
...this was the final stage for my first ever sales job in my early 20s. I was really nervous - particularly as I had to make the call in...
Scott James Purves
Aug 6, 20232 min read
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"Beware of false prophets"
Particularly on LinkedIn If you work in sales - it's difficult not to scroll and find 100 pieces of advice hitting you before you've even...
Scott James Purves
Aug 6, 20231 min read
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Your WHY
'Does he really think I'm gonna be motivated to hit these targets month after month!?' ...David thought to himself after another...
Scott James Purves
Aug 6, 20232 min read
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"Send me an email..."
When someone says: 'send me an email' on a cold call. Some argue it's because you haven't sounded interesting or 'hooked' them. Others...
Scott James Purves
Aug 6, 20231 min read
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"Where do you think you lost the prospect?"
...I asked an AE during a recent coaching session. We played the call back. Again they didn't pick up on it...this was the third...
Scott James Purves
Aug 6, 20232 min read
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