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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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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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