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Sales Training, LinkedIn Training & Pay On Results Sales Outsourcing Solutions

How Being Rejected 70+% Of The Time Makes You Exceptional

How Being Rejected 70+% Of The Time Makes You Exceptional

How being rejected 70+% of the time makes you exceptional We’re all human. And as that is the case, we always want instant gratification for our actions, investments of time and general (professional) efforts.  We want instant recognition for being exceptional. Unfortunately, that rarely happens for most of us. For example, I wonder how many […]

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Think Cold Calling Is Dead? So Do These Fools…

Think Cold Calling Is Dead? So Do These Fools…

Think Cold Calling Is Dead?  So do these fools… Harsh? Maybe, Fair? Definitely. On the 25th I was working with a group of 12 Sales Executives on a training course revolving around social selling, in particular LinkedIn, part of which was a session around effective written communication.  This was activity that ran in parallel to […]

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Are Your Team Operating Too Far Inside Their Comfort Zone?

Are Your Team Operating Too Far Inside Their Comfort Zone?

Are your team operating too far inside their comfort zone? It seems like far too long since I last put pen to paper and spoke about the world of sales!  A few big wins for the company at the end of last year and I’ve been living on the road and in hotels ever since. […]

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How To Open A Sales Call In 3 Easy Steps

How To Open A Sales Call In 3 Easy Steps

How To Open A Sales Call In 3 Easy Steps Often, the reason sales people can have little success on the phone is that their approach to their sales calls is simply neither engaging, structured or interesting enough to make anyone want to stop what they’re doing and listen to them instead. For a lot […]

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Profile Perception: Are You Set For Social Lead Generation

Profile Perception: Are You Set For Social Lead Generation

LinkedIn Training:  Is your profile set up for Social Selling? I have a set of views and principals around the use of LinkedIn for Sales People. I’m going to make some observations so if you’re a Sales Professional who wants to create more opportunities and you’re not in the market for a new job – […]

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Sales Questioning: Drilling Down 3 Times

Sales Questioning: Drilling Down 3 Times

Sales Questioning:  Are you drilling down 3 times? I like to feel that I’ve done a thorough job when I’m selling to my prospects. By this I mean I like to feel that I’ve done a very thorough job with my ability to ask good questions. A big part of this, for me, is drilling […]

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Here’s Why Your Prospect Won’t Switch

Here’s Why Your Prospect Won’t Switch

5 Reasons Your Prospect Won’t Switch I love a challenge and I love nothing more than a good puzzle, working out the most effective way to handle, resolve or influence sales situations. Yes I’m a geek, but that’s also why I love business development and objection-handling. Incumbent suppliers and existing relationships come up in nearly […]

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Business Development Is Not Just 9-5

Business Development Is Not Just 9-5

Business Development Is Not Just 9-5 If you want to be a top Sales Pro I’m afraid to say that business development is not just a 9 – 5 thing.  If you thought it was, you should really carry on reading to see why mixing it up a bit might help you reach more Decision Makers…. […]

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Why Talking Budget Could Be Costing You Sales

Why Talking Budget Could Be Costing You Sales

This is a lesson I’ve learned over a long period of time.   In fact, I’ve been hitting the phones and selling for over 15 years now so have made hundreds of thousands of calls, had tens of thousands of sales conversations and closed quite a good number of deals too. The phone will always be […]

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Outward Honesty – Your Sales Director Can’t Help

Outward Honesty – Your Sales Director Can’t Help

Outward Honesty – Your Sales Director Can’t Help Most salespeople have been in the situation where they’ve told their Sales Director they are going for a ‘closing meeting’ or a product demo etc. They might even take someone along from Technical or another area of the business to assist them. They get in the car, […]

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Why Bad News In Sales Can Be A Good Thing

Why Bad News In Sales Can Be A Good Thing

Why Bad News In Sales Can Be A Good Thing Granted, it may sound a little odd, particularly from a sales person like me, in which case the following words may change the way you think about qualifying your opportunities. You see, I’m a realist.  We can always do our best and often things will run […]

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How To Approach Lapsed or Dormant Customers

How To Approach Lapsed or Dormant Customers

How to approach Lapsed or Dormant Customers I’ve been involved with similar projects to re-connect with lapsed customers in 4 different companies over the last couple of months and following some undoubted successes I thought I’d share with the wider world the smartest way to approach these particular accounts. The same old story… I’m always […]

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Lots Of Sales Activity, Not Many Results?

Lots Of Sales Activity, Not Many Results?

I’m sure that the screen shot below probably rings familiar bells for some of us. Pages and pages of sales activity where we’ve chased a deal over a long period of time. Just look at all those calls! The trouble is, if you’ve got lots of accounts that look like this that you’re actively working […]

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THE UP-SELLING CONUNDRUM

THE UP-SELLING CONUNDRUM

The Up-selling Conundrum It always amazes me that so many companies have a challenge when it comes to up-selling. At PSTC we’ve recently completed a national training project with some 500 attendees in the automotive space that provided a great example of what we call the ‘Up-selling Conundrum’.  More importantly, we’ve seen the results tiny changes […]

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Why I Use A Coach & You Should Too

Why I Use A Coach & You Should Too

Eric Schmidt, CEO of Google tells us in the video below… ‘Without a coach, you can’t achieve your peak performance’ What’s interesting about this is that he also says one of the best pieces of advice he’d ever received, was from another Board Member at Google who told him he needed a coach. Schmidt took […]

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“What Are The Walls Like Mate?” – Listening Skills

“What Are The Walls Like Mate?” – Listening Skills

Listening Skills Listening is a simple concept.   The truth is though; listening skills seem something of a challenge for some people because there are a lot of us out there who really haven’t got it dialled at all; like a certain tradesman I encountered last week. A friend of mine popped round and saw a […]

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Why Sales Appointments Don’t Convert – Conversion Rate Optimisation

Why Sales Appointments Don’t Convert – Conversion Rate Optimisation

2 Reasons Sales Appointments Don’t Convert – How To Increase Your Conversion Rate I find it extremely interesting that so many of our new customers say we speak a different language to a lot of players in our industry. The thing is though, we’re not reinventing wheels and we’re not really innovating.   We’re simply doing a […]

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Why Your Sales Forecasts Are Usually Wrong And What To Do About It

Why Your Sales Forecasts Are Usually Wrong And What To Do About It

Why your sales forecasts are USUALLY wrong… …and what to do about it . If your forecast is usually way off the mark you’ve got 3 choices… 1) Gain a greater understanding of why sales forecasting is usually wrong and what you can do today to improve things across your business. 2) Do nothing and […]

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2 Interesting Lessons About Value

2 Interesting Lessons About Value

So often we hear people talk about Value but sometimes i think we forget a couple of things regarding the concept of value and how it works. 1 – Value Is Subjective The subjective theory of value says trades between individuals or organisations imply that both parties subjectively perceive the product, service or expected returns […]

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How To Over Sell and Lose Your Deal

How To Over Sell and Lose Your Deal

How To Over Sell and Lose Your Deal I like this clip from BBC 2’s The Dragons Den. It’s a welcome reminder of how easy it can be to lose a deal in a competitive situation. Even at this level no one is immune from getting carried away sometimes and here one of the countries […]

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Why Closing Sales Is Not Important

Why Closing Sales Is Not Important

We Need A Good Closer. Actually, you DON’T. Why? Because there is no such thing as a ‘Good Closer’ and I’m afraid to say that sadly, THIS IS ONE OF THE BIGGEST MISCONCEPTIONS I’ve ever come across in the Sales Profession.   Why closing sales is not important: On many an occasion you hear this […]

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Are Your Follow-Ups Being Avoided?

Are Your Follow-Ups Being Avoided?

Are Your Sales Follow-Ups Being Avoided? information requests I’ve provided sales training for a lot of Sales People who primarily use telephone activity over the years and I’ve been fortunate to observe, coach and work with many in their own environments.  As a result, I’m pretty sure I can tell you why your conversion rate is so […]

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How To Handle Discount Requests

How To Handle Discount Requests

How To Handle Discount Requests We’ve all been there – you’ve got a great prospect at an advanced stage in your sales process and then the questions comes… ‘Can you help us out with the price?’ At which point you have a golden opportunity to get your deal over the finish line. The flip side […]

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Are You Tracking Outbound Sales Calls, Conversations or Both?

Are You Tracking Outbound Sales Calls, Conversations or Both?

Are you tracking outbound sales calls, conversations or both? Most companies these days track the number of outbound sales calls their sales agents make on a daily basis, which is great. But think about it. What does it really tell you about the performance of your business? If this is the primary KPI by which […]

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Ensuring Telemarketing Data Gets The Results You Need

Ensuring Telemarketing Data Gets The Results You Need

How To Ensure Buying Data Gets The Results You Need Over the years, many customers, contacts and delegates have asked questions about how best to buy telemarketing data for outbound campaigns or similar activities like e-mail marketing. Brilliant telemarketing data is a fundamental part of our business, we tend to buy more than most companies and […]

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How Pay On Results Appointment Setting Works

How Pay On Results Appointment Setting Works

How Pay On Results Appointment Setting Works – Wow, what a start to 2015! Enquiries are coming in thick and fast for our outsourcing services and one of the key questions we’re being asked is ‘How does Pay On Results Appointment Setting and Lead Generation work? So here’s the answer. It’s probably easiest explained using the business loan analogy: Most […]

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Telephone Lead Generation Tips

Telephone Lead Generation Tips

Insights from a top performing Lead Generation Expert– Guest Blog Suffering From Premature Elaboration? During my time generating leads in top Demand Generation companies, acting as the engine room for companies of all sizes, I’ve been shown hundreds of dynamic selling points relating to the various products and services I’ve been tasked with creating interest […]

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How To Build Your Confidence On The Phone

How To Build Your Confidence On The Phone

How to build your confidence on the phone – Do’s & Don’ts For some of us, the thought of picking up the phone and smashing out a load of calls induces cold sweats.  If that sounds familiar, don’t worry because you’re not alone.  It’s a challenge for an awful lot of others too so here are […]

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Get More Sales Meetings – Simple Tips

Get More Sales Meetings – Simple Tips

Tips for booking more sales meetings on the phone   Our ability to book Sales Meetings effectively can have a massive impact on the performance of our businesses .  There’s lots of people out there that are phenomenal in front of potential customers, but find the biggest challenge is in fact getting those sales meetings […]

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Learning Retention Statistics For Sales Training

Learning Retention Statistics For Sales Training

Sales Training Learning Retention Statistics Here are some interesting learning retention statistics for sales training that make a good read if your business is currently looking for sales training, has seen short-lived benefits from previous investments, or your in-house sales training isn’t having the impact you need it to. They provide good food for thought and […]

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