Blog

22nd February 2018

Look for the bad things when you qualify your pipeline

Many salespeople, when they qualify their sales, tend to qualify them by looking for the good things. ‘They have a big problem; I have a good […]
20th February 2018

Do you Qualify your pipeline by playing the professional devil’s advocate?

Go On. Pull Out Salesperson Every time I talk to them they tell me how good our competitor is. I am really worried about it. I […]
6th February 2018

Improving Your Sales Process With Consultative Selling Skills

Being good at sales isn’t just luck and despite what some may think, good sales people aren’t born with a special skill that sets them apart […]
1st December 2016

Should you recruit optimistic or pessimistic salespeople?

So, which did you choose? The optimist? Everybody loves an optimist. That unwavering enthusiasm and energy and the ability to draw the positive from even the […]
2nd September 2016

Sales – Is it an “art” or a “science” ?

Imagine a world where your business results are delivered on time, on target, month in and month out. A world where you never get any nasty […]
19th May 2016

CRM systems – Are they all they’re hyped up to be?

Do you remember the disappointment you felt as a child, when you had asked for a particular gift for your birthday, and what you actually received […]
14th November 2018

Why is Sales Planning Today’s no.1 Selling Skill?

How often have you heard business & sales leaders vocalising their frustration of poor sales forecasts that are not accurate, let alone predictable? Clearly delayed & […]
1st February 2019

Professionalising Sales – Working in Partnership with the ISM

At Advance we are passionate about bringing a standard and a level of professionalism to Sales through the effective use of a range of training, coaching […]
2nd October 2019

How do you capture the hearts and minds of key decision makers?

One of the hardest things is to be sat in a board room trying to explain to the c-suite what they should be doing and why. […]
25th October 2019

Achieving Predictable, Consistent and Reliable Sales Forecasts in Complex Sales

Do you find that opportunities slip from one month to the next, sales professionals are over optimistic, dead cert deals come to nothing and time is […]
18th February 2020

7 Ways to Equip Sellers to Negotiate and Win Big Deals

Much negotiation training concentrates on the methods that buyers can use to get a good deal from salespeople. The buyer apparently has power over the seller. […]
26th March 2020

How to create a Framework for Robust Sales Process Management

In opportunity and pipeline management, sales leaders can inadvertently place a great deal of stress on the activity levels of their sales people. They may be […]