Blog
Key Account Strategy - Part 2
Part 2 of my video series focussing on developing your Key Accounts
MoreYour order is out for delivery… probably – Preparing for sales growth in your business.
‘We are looking to grow, so can you help the sales team bring in more orders?’ is one of the most common requests I get from my clients. Certainly, I can do that, but the question I inevitably ask...
More
5 Key Communication Skills for Businesspeople
Being able to communicate with clients effectively has never been so important, particularly when there is so much uncertainty at the moment. People are worried about their bills, about spending...
MoreRocket Fuel: How testimonials can win you new business
This week, I've been having lots of conversations with people about the importance of testimonials and reviews and how they can help you win business.
More
How do I Manage My Sales Pipeline?
Having a sales pipeline is important if you want to futureproof your business. Knowing what business is coming in or when to follow up with leads helps you get a fuller picture of where you’re at.
MoreRocket Fuel: Don't forget to take your holidays!
I've just come back from holiday, and you know what? It has done me a power of good.
MoreRocket Fuel: Don't fixate on the competition
This week's tip is “don't fixate on the competition”, and the reason that I wanted to do this is that I’ve been having some conversations with some salespeople in training recently about how they...
More
The Ultimate Guide to Motivating Your Team
It’s that time of the year when many businesses see a downturn in sales; school holidays are here, many project start dates get pushed back to September, and - oh, yeah - it’s really, really hot....
MoreRocket Fuel: I don't know how to deal with people that want to negotiate!
I've been having conversations recently with some new business owners, and they've been getting a little bit agitated and upset about how to deal with people that always constantly want to negotiate.
MoreRocket Fuel: Plan Your Return To Work Before You Go On Holiday!
As I record this, I am literally just about to go away on holiday and I can't wait! I've been sitting, planning, making sure that I've got all my ducks in a row for when I get back, which made me...
MoreRocket Fuel: Salespeople need love too!
So today, this one I'm going to entitle “salespeople need love too”. And the reason I'm choosing to talk about this today is that I read a really interesting blog from HubSpot, talking about how...
MoreRocket Fuel: Book those one-to-ones!
This week’s sales tip has been inspired by a LinkedIn post from Sunny Singh of Northampton Chamber of Commerce, in which he was talking about networking and how to be successful within that sphere.
More
Common Hurdles that get in the Way of Closing a Sale - and how to get over them!
Picture the scene: after months of trying to get through to a prospect, you’ve finally reached the decision maker. You take a deep breath and start the hard graft of building a relationship,...
MoreRocket Fuel: How to avoid the "free advice" trap
This week, the sales tip has been inspired by a conversation I had with one of my clients who are relatively new to the world of setting up their business, and new to the world of sales.
MoreRocket Fuel: "My sales team aren't closing!"
This week, I'd like to talk a little bit about a statement I hear from a lot of business owners: “My sales team aren't closing. They're not closing that business.”
More
The 5 Biggest Mistakes People Make When Looking for New Business
For anyone running a small business, prospecting is vital. Every business owner needs to do it. If you’re not winning clients, you’ve not got a business. Plain and simple.
MoreRocket Fuel: What are Sales Tools?
So this week, I am going to talk about something that one of my favourite authors, Jeffrey Gitomer, talks about in his book called the Sales Bible, and it's called Sales Tools.
MoreRocket Fuel - Answer your prospect's questions in advance
Recently, I had the pleasure of reading They Ask You Answer by Marcus Sheridan. I found this book really, really interesting and a great help for sales.
MoreRocket Fuel - Types of Buyers
This week, I thought I'd follow on from the conversation we had last time about that phrase, “are you the decision maker?”, and how we can get that information by using different terminology which...
MoreRocket Fuel: "Are you the Decision Maker?"
Hi everybody, Julie here, the Sales Ace, bringing you a sales tip of the week, coming back to you after a little bit of a sabbatical, but I'm back and this week is centred around the phrase “Are...
More
10 Essential Skills for a Successful Salesperson
However, sales aren’t for everyone. It takes grit and determination to get where you want to be and (unless you’re willing to put in the hard work) you won’t get to the top! But the stereotypical...
More
Making the Most of Public Holidays in your Marketing
The benefits of tailoring your marketing and sales efforts to special dates and occasions are clear. So, here’s my 5 ways service providers can use public holidays to generate revenue:
MoreRocket Fuel - Should I follow up on a quote?
This week, I would like to dedicate the sales tip to all of you that are new to sales. One of the questions I get asked a lot from people who are new into the sales arena is “should I follow up a...
MoreRocket Fuel - where should I network?
Last week I spoke about having a networking strategy: this week, I'm going to talk about places to network.
MoreRocket Fuel - if you're networking for business, you need to have a strategy
This week, I am talking to all of you that are in a front-line selling role, and I'm going to talk a little bit about networking.
MoreRocket Fuel - how to turn order takers into salespeople
Today I would like to talk about a question I'm asked by business owners of their sales teams, and that's “how do I turn my order takers into salespeople?”
MoreRocket Fuel - Know your market and your subject
The first step along on the trail of getting comfortable with sales and really getting into it (whether you're a business owner, or whether you're somebody who is starting your sales career in a...
MoreRocket Fuel - How to deal with ghosting
You may be a business owner that is doing the selling yourself, or you may be in an internal or external role within a company. This tip is for you, and this week, I'm going to talk about ghosting.
MoreRocket Fuel: Getting your sales teams back into the swing of things
This is for all of you out there that have sales teams within your business whether it's external or internal. One of the really, really good exercises to do with your sales team to really get them...
MoreRocket Fuel: They Ask, You Answer
I can't believe we are in January 2022 already. Where is the time going? So if you're anything like me, I like to have a really, really good break over Christmas and recharge all the batteries, and...
More
Overcoming ‘No’
Overcoming objections is arguably the hardest aspect of a salesperson’s job. No matter how much you believe your product could benefit your prospect, you’re often going to end up hearing ‘No’. Here...
MoreRocket Fuel: Negotiation - don't drop your pants!
Hi everybody, Julie here from the Sales Ace, bringing you part 3 of my sales tips on negotiations. And this week, we're going to talk about what we can do during the negotiation to really ensure...
MoreRocket Fuel - What's your walk away?
So last week, we looked at planning. I'm still going to talk about planning, and this week there are two more things to think about in the planning mode for negotiation.
MoreRocket Fuel: Negotiation Planning
This week and over the next few weeks I'm going to look at negotiation. It’s something that I've not spoken about for a while, but it seems that I'm having an awful lot of conversations with...
MoreRocket Fuel: Defining your product(s) to your target market
This week, I've literally just finished a really good session with my Sales Club members, and one of the topics that we've been discussing this week was about defining your product, and we wanted...
MoreRocket Fuel: Do I have to do cold calling?
Let's talk about another way that you can generate sales for your business other than just picking up the phone and cold calling.
MoreRocket Fuel: It's time for quarterly planning!
It's that time: let the quarterly planning commence!
MoreRocket Fuel - Sales in The New Normal: does your sales team need reskilling?
So, continuing on from the theme Sales in The New Normal: I think the last thing I want to share with you in these hints and tips; we've looked at understanding how your buyers have changed, we've...
MoreRocket Fuel - Is it time to review your products and offerings?
August is a funny old time for businesses - things slow down and get a bit quiet, but this is a great opportunity to review your offerings and to find out what's really working for you, and what...
MoreRocket Fuel - Didn't win the sale? Ask for feedback!
So, I've had an interesting conversation with one of my clients over the past few days; I've been helping them sort out a pitch to pitch for a piece of business, and the pitch went well but...
MoreRocket Fuel - Time Management: a salesperson's best friend
This week, I would like to talk a little bit about time management. Now, time management is a salesperson’s best friend. And the reason I say this is that it’s one of the big conversations I have...
More
Overcoming Nervous Habits when Talking to a Prospect
When you’re not a natural ‘salesperson’, talking to a prospective client can be nerve-racking. Try these five simple ways to overcome those fears and nervous habits…
MoreRocket Fuel - Freedom Day, one week on
So, a week after Freedom Day: how are you getting on? It's been an interesting week and I've been having a lot of conversations with clients about going back into the face-to-face selling world,...
MoreRocket Fuel - annual planning: you need to look at your numbers!
A few weeks ago it was the first of my quarterly sales planning sessions and I had a lovely company come and join me. We were looking at planning for them - not just for the quarter but for the...
MoreRocket Fuel - Creating sales off the back of social media
I want to talk to you about something that was interesting that happened to me this week and it's around social media, and it's about really creating sales off the back of social media.
MoreRocket Fuel - are you ready for the third quarter?
I cannot believe that we are at the end of June. Where has the time gone? I just don't know where it goes, and if it's the end of June, it's heralding the end of another quarter.
MoreRocket Fuel - Take a break!
So this week I have mostly been on holiday and I'm not telling you that to brag (and I did have a good time by the way) but I'm telling you this because it is actually a really, really good sales tip.
More
Dos & Don’ts for Great Zoom Meetings
We’ve spent over a year now adjusting to a still very new way of working and interacting with clients. I’m sure we’ve all heard some Zoom horror stories! However, the humble video conference has...
MoreRocket Fuel - Sales calls and opening statements
Last week, we were looking at telesales and telemarketing and preparation for these calls, and I gave you a couple of things to think about before making a call. This week, I'm going to talk about...
MoreRocket Fuel - Preparing for a sales call
I've been doing a lot of work with clients over the past couple of weeks focused on telesales and telemarketing, so I thought I'd share a couple of tips you can use to make your calls go a lot...
MoreRocket Fuel - Creating friendships in a sales environment
This week, I'm going to continue along with last week's theme of building friendships over workships and how we can create those friendships within a sales environment.
MoreRocket Fuel - Friendships over Workships
There's something that came out of last week's telesales training that I want to share with you because it was a really great little moment!
MoreRocket Fuel - Are you making the most of your testimonials?
Are you collecting testimonials about you and your business? We live in a world where we look at testimonials for everything - from holidays to cars to kettles... So why would your...
MoreRocket Fuel - Following up on quotes
This week, I've been mostly talking to a couple of customers about following up quotes and why this is important. These conversations came about as I've been doing some sales process reviews. As...
MoreRocket Fuel - Do you have a referrals strategy?
This week, I'm going to start with a little question: How would you like to get sales without doing any cold calling, or all of the donkey work that you usually have to do to generate a lead? I bet...
MoreRocket Fuel - Are you speaking to the right person to close a sale?
This week, I've been mainly talking to a lot of clients about closing sales. One of the things that came out of these discussions was "are you talking to the right person within the business?"
MoreRocket Fuel - How not to be a sales pest
Hi everybody, and welcome to this week's sales tip: how not to be a sales pest! The reason I've called it this is because of one of the conversations I've been having with a consultancy client...
MoreRocket Fuel - What is a Sales Plan?
I'm going to continue on from my sales tip of last week, when we were looking at growing revenue and I spoke about looking back before you go forward. I promised you I'd talk a little about sales...
MoreRocket Fuel - Look back to look forward
In order to look at how to grow your business, you have to look back before you look forward. To really successfully grow, we have to plan. But in order to plan, we need to know what works and what...
MoreRocket Fuel - Outsourcing
For this week's sales tip, we're going to focus on outsourcing. I am a member of a brilliant networking group called the Business Community, run by the lovely Paul Green, and there's a subject that...
More
I'm not a natural Salesperson!
I've recently been having a number of conversations with people in which they say
MoreRocket Fuel - Closing Sales
This week, I have mostly been talking about closing sales. My Sales Club did a little bit of training on this, and it's something I hear quite a lot from companies that I go into to do training...
MoreRocket Fuel - Stop Hard Selling on LinkedIn!
I'm afraid this week it's going to be a bit of a rant, but here we go: Please, please, please stop hard selling on LinkedIn!
MoreStop Hard Selling on LinkedIn
There seems to be an uplift in people using LinkedIn to "hard sell" rather than use it for the intention it was created for, a networking platform. This blog discusses how you can stop...
MoreRocket Fuel - Reviewing your quarterly goals
This week, it is all about reviewing your quarterly goals. I can't believe that we're at the beginning of March already - where has the time gone?!
MoreRocket Fuel - the power of testimonials
This week, we're going to talk about the power of testimonials & recommendations! Are you gathering them? Do you realise how important they are to your business?
More
Sales Managers: Do you do these 5 things daily?
Ask anyone and they’ll tell you about a great manager they’ve had in their working lives. However, they’ll probably also tell you a horror story of a terrible manager. The reasons they loved or...
MoreRocket Fuel - How many open questions are you using in your sales dialogue?
This week, the question is questions! It's the question of "how many open questions are you using in your sales dialogue with your prospects and your customers?"
MoreRocket Fuel - What your sales team should be doing now
I've been doing an awful lot of work with sales teams over the past three or four weeks, and it's tough out there with regard to lockdown, but there's still so much you can be doing to be proactive.
MoreRocket Fuel - is your business open for sales?
Hi everybody, Julie the Sales Ace here, bringing you another skyrocketing sales tip! This week's sales tip is all about making your business open for sales.
MoreRocket Fuel - Review your sales processes
My question to you is: when was the last time you actually took some time out and reviewed your sales processes?
More