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March 12, 2018

Ever been in a situation where your services go kaput and you are faced with a barrage of customers/prospects? Well, situations like these will always test your mettle as a sales individual or as a support agent. What you do in a time of a crisis is not just a reflecti...

February 26, 2018

Product walkthroughs are an amazing opportunity and probably your biggest stumbling block as a sales individual. Let that statement sink in.

Yes, no amount of phone calls, cold calling, emails or product information can compete with the instant impact of a product walk-...

January 29, 2018

At our speciality is the inbound process. An essential in the inbound process is making sure that account executives engage prospects in conversations.

Most modern day products are designed to be ‘self-service’ but are really not!

The role of a sales in...

December 20, 2017

As a sales individual, we are sure you have come across scenarios where your competition won. Worse still, it is possible that you are stuck selling a product that is considered the 'economical' version of your competition. So, what differentiates your product as ‘econ...

November 29, 2017

We spoke about mistakes made when qualifying prospects in our blog post here. Here is the infographic for easy reference. 

November 27, 2017

Qualification is an essential process of the inside sales cycle. Organisations invest millions in funding SDR (Sales Development Representative) teams that make sure only genuine leads get passed on to account executives. Despite the best training out there, SDRs are h...

August 25, 2017

Our last post talked about this in detail. Here is the infographic for easy reference. 

Honorable mentions include Medium and Quote. 

August 19, 2017

Request for Information (or RFIs) are designed to allow organisations to compare products. RFIs are essentially primers for making an informed decision when buying new products or services. The truth is, a majority of RFIs/questionnaires are poorly designed and do ever...

August 18, 2017

Do you end up hearing bad news at the end of your POCs and wonder if you should have not bothered in the first place? Do your prospects keep asking for quotes but never end up buying?

If you are building the right business cases and your funnel is well designed, you mig...

August 18, 2017

While most sales individuals get to what a prospect needs in a solution many fail to understand why they need it. An ideal business case should contain the following information:

  • The status quo

  • Problems with the status quo

  • The impact of those problems on t...

August 15, 2017

We spoke about the negotiation fails in our earlier blog post. You can read through that here.

If you are short on time, here is an infographic to speed up your uptake. 

August 8, 2017

Don’t assume anything. That is what we preach and teach at

In fact, assumptions are one of the major reasons for sales being delayed or dropped. Below is a list of 3 common assumptions made by sales individuals that lead to loss in revenue. 


August 5, 2017

Do you work for an organisation that offers a free trial?  Do you get customers that want to try the product before committing to it? Are you selling a SaaS product?

If so, you will end up doing a proof of concepts on a regular basis.

Proof of concepts (POCs) are a...

July 26, 2017

Learn to move from BANT to building business cases. Vital information for any SDR.

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