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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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