Sean McPheat's column

Founder and MD of international sales training firm MTD Sales Training, Sean McPheat has been referred to in the media and peers alike as a thought leader within the sales industry. In his column, he shares best practices and sales secrets. 

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It’s at this time of the year when we all take a deep breath and ask ourselves “Where did the year go?” Yes, it’s just flown by and you can...
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The New Year has arrived and every expert under the sun has got their crystal ball out and is predicting the future of the sales industry...
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Let me start by asking you a quick question: what is the purpose of measuring sales performance? Think this through for a moment and jot...
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We all receive hundreds of emails each week. We receive emails from people who sit about 10 yards away from us, we receive customer emails...
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CRM, mobile, social, Big Data – the list goes on. All of these are great enablers to win the deal and when you couple them with sales...
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When you talk to new prospects you need to qualify them effectively. This is the process of establishing whether they are "THE MAN". Now,...
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You’ve done a great fact find, you’ve presented your products and services and the prospect is on the hook. They seem to love what you’re...
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During your sales interaction you need to explore the issues and problems that the prospect is facing and the potential upside of...
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We’ve had a couple of new starters recently in the office and it has become routine that we grill them about the films they’ve seen...
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Well, what a year 2016 has been! The year started with sadness with the passing of so many well-loved and influential people and then it...
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For most sales people, December was a frantic and frustrating month. It was frantic because we wanted to close down everything that we...
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No matter how much the prospect may want your product or service, there might be circumstances, events or even people that might get in the...