The RFP process – is it broken? This question and others were discussed at the 5th MG Sales Talent Network on Thursday 9th May – a quarterly invitation only event for sales leaders in hospitality and travel. The panellists were Michael Hill, European Travel Manager, Coca Cola; Roger Peters, Senior Purchasing Manager, Cap Gemini;… Read more

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Or more importantly, what’s your customer’s preference when receiving information? Is he a ‘top liner’ or someone that likes the detail? The more you understand about your customer’s personality the better equipped you are to adapt your style to suit him.  Why?  Because he’ll like you.  The more he likes you, the more he’ll buy. … Read more

Sales team last seen kicking and screaming…. I recently met with a Director of Sales. He ran a big ‘on property’ sales team and had achieved a great deal of success in 2012. But a huge piece of business that made 2012 so successful was not going to repeat this year, so the pressure was… Read more

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How you get on with people will obviously have a massive effect on your selling ability.  If people don’t like you, they’ll be unlikely to buy, no matter how good your product is.  And yet everyone is different which is why the best communicators and sales people have an often natural ability to adapt their… Read more

Times are tough, you’re having to work harder to get revenue than ever before and if your team aren’t conducting fabulous conversations with your lovely customers, then conversions will be a struggle. If you’re listening to your MBT calls thinking: we sound like robots we’re asking the questions but we don’t seem to know why… Read more