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of complex sales

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Paul O'Donohue
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Paul O'Donohue

The CEO of SalesStar, New Zealand's leading sales development company. Are you looking for Paul? You'll find him at the battle front. He loves getting out to see new prospects learn about their sales challenges and helping them fix their problems and win new business. He works with helping CEO's who are frustrated with their sales results. Who know they can be doing better, but just don't know how!

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Unqualified Sales Meetings

Today’s case covers a common issue within sales departments, when salespeople waste unnecessary time with unqualified leads. This often happens when appointments are set by marketing or poorly trained SDRs, leading to inefficient use of time by highly paid salespeople.

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Accelerating Sales Cycles

Today’s case covers the topic of how to accelerate sales cycles and improve cash flow. Many companies think that sales cycles have to be as long as they are because of the complexity of the sale, but in most cases targeted coaching can greatly improve the length of the sales cycle.

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The Bloated Pipeline

Today’s case covers a common issue with a new sales hire’s ability to close deals consistently in a complex B2B sales environment. Pressed for time, new reps often prioritize the wrong activities, leading to bloated pipelines with poor close rates.

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5 secrets to perfect the timing of your sales proposal

You’ve nailed your opening call, delivered a superb value proposition and you’ve piqued your client’s curiosity. But there’s only a small window of opportunity to present a proposal, so timing is mission critical. Are you sure you’re ready – and what about the client? Is there such a thing as too soon in the world of consultative selling?

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4 mistakes that lead to an ineffective sales process

All too often salespeople are told that in order to achieve their sales targets they need to network and build relationships, assist potential clients with decision making, or confirm joint commitments.

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The six signs of ineffective sales management

The consequences of ineffective sales management can be costly – and cause a ripple effect of inefficiency throughout your organisation. Here are six warning signs to look out for:

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Map out your sales process - from prospect to customer

According to Objective Management Group’s statistics from evaluating more than 850,000 salespeople in 10,000 companies, 91 per cent of salespeople still don’t have, or don’t follow a formal, customised sales process.

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How Effective Is Your Sales Strategy?

For most businesses the sectors into which they sell have changed over the past five to seven years. The markets have contracted, it is tougher to get prospects to spend money, and competition has intensified over the few remaining opportunities that present themselves. It's relentless. What's the solution?

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What is your sales value proposition? Does it work?

In today’s highly commoditised global market, if a company doesn’t have a sales value proposition then it is unlikely they will be successful and achieve growth.