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.
Sean McPheat's column
4th Dec 2015
1
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...
4th Jan 2016
0
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...
8th Feb 2016
0
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...
1st Mar 2016
0
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...
4th Apr 2016
0
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...
26th Apr 2016
0
When you talk to new prospects you need to qualify them effectively. This is the process of establishing whether they are "THE MAN". Now,...
1st Jun 2016
0
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...
28th Jun 2016
0
During your sales interaction you need to explore the issues and problems that the prospect is facing and the potential upside of...
23rd Sep 2016
4
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...
1st Dec 2016
0
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...
3rd Jan 2017
1
For most sales people, December was a frantic and frustrating month. It was frantic because we wanted to close down everything that we...
31st Jan 2017
0
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...