Written by Matthew Whyatt on 4th February 2018
I work with and speak with a lot of people in the software and technology sales space who are looking to grow their business and at least once a month I get asked about commission only salespeople. Whilst answering the most recent request (today) I thought it was worth getting this information out to a wider audience .....
Written by Matthew Whyatt on 8th June 2019
Most of us know that recruiting the wrong salespeople can have a devastatingly negative impact on your business. Carrying the costs involved with hiring the individuals – advertising, recruiting and induction – can be problematic. Especially if you have to provide for these costs again if the new hire does not work out .....
Written by Matthew Whyatt on 23rd March 2018
In this story, I will take you through how a client of mine was able to follow up a client for 10 months and eventually win the business without being a pain in the arse. Oh, and the last 6 of those months he received no response to emails or phone calls. So, if you want to learn exactly how you can win more business read on .....
Written by Matthew Whyatt on 27th February 2018
If you want to make more sales, you should be following up fewer people. Wait! Hang on! I keep hearing that sales is a numbers game. Let me share a story with you that may have you seeing the truth in the above. One of my first sales roles was selling software over the phone .....
Written by Matthew Whyatt on 19th February 2018
What is one of the least effective questions a sales manager can ask when trying to measure sales performance? ‘What sales do you have coming in?’ If you just heard yourself ask that question in the last week. Stop it now! That is like asking a professional sports team .....
Written by Matthew Whyatt on 5th February 2018
A big mistake that companies make in sales is not bothering to take the time to think about the best way to position what they are selling, creating a sales script for it and practicing their pitch. Sounds obvious right? Business owners and salespeople constantly surprise me by .....
Written by Matthew Whyatt on 14th November 2017
What happens when there is uncertainty about the next step in the sales process? Nothing – slow to no sales, no control of the sale, elongated sales cycles and management unable to ask anything more intelligent than “What sales have you got coming in?” I was once asked .....
Written by Matthew Whyatt on 10th October 2017
Yep, that’s what I was told. Let me tell you the story. I was speaking with a potential client recently and they told me with a great deal of emotion that salespeople are a waste of f&*#king money. Of course, I was intrigued and asked what he meant and he went on to tell me .....
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