Helping Sales Leaders Improve Sales, Revenue and Margin. Was it the lions or spears that got you this morning? When you’re leading a sales function, it’s a rare day when you don’t find yourself, fully armoured, navigating gladiatorial challenges to make sure you don’t run out of month before you hit target… We’ve all know…
Continue Reading
Stop Losing Orders, Revenue and Margin to Competitors… Are you looking for an action plan to improve sales performance in your sales team? If so, read on! This is your chance to look over my shoulder while I talk your through the exact methodology I use to structure every sales improvement campaign I’ve ever done….
Continue Reading
Here are 10 sales playbook trends that are gaining traction and generating discussion at the moment. Gartner predicts that this year over 60% of b2b sales teams will be adopting data driven and data sales process….the question is, will you be doing the same? If you’re new to the world of sales playbooks and how…
Continue Reading
B2B sales is way to competitive for you to wing it! Every marginal advantage you have can make a significant difference to your sales performance. If you’re a sales leader / CEO steering a growing business, the question isn’t just about hitting this quarter’s numbers. this quarter. It’s about hitting those sales targets EVERY quarter….
Continue Reading
Lack of visibility is the number one silent killer of sales success. Without real time insights into your sales function then you are flying blind…unprepared and uninformed. But…what if you could: Forecast revenue with precision? Identify bottlenecks before they impact your bottom line? Increase accountability across your sales team? A sales tracker makes it possible….
Continue Reading
Sales bonus schemes can cause some heated discussions, that’s for sure. Get it right and it’s a joy. Get it wrong and you risk upsetting the team and accused of ‘changing the goalposts’ Earlier this week I had a half day session with a business owner to review the bonus and reward structure for the…
Continue Reading
Every sales rep loves sitting sales pitches with decision makers – yet few sales reps want to pick up the phone and book the appointment – now they don’t have to! Sales Build | New Business Explosive Growth | Fill your sales diary with high quality, well qualified, senior decision maker sales appointments – new business sales opportunities on demand, delivered daily to your sales team.
Continue Reading
Getting a great sales referral or a sales introduction is a consolation prize when you don’t get the deal and the icing on the cake when you do! The skill is to be alert for, open to, and conscious of building your sales referral network at every opportunity.
Continue Reading
Sales Value Propositions that fit directly into the absolute needs of your prospective buyer are the key to unlocking a high sales conversion rate and hitting sales quotas. The fastest way to build a Sales Value Proposition for ANY buyer is to use Consultative Selling as the sales method and framework. It’s customer centric, sales question driven and designed to help the sales person perform a full sales diagnostic before writing the sales prescription /sales quote
Continue Reading
Join us and discover how high performance sales teams systematically achieve revenue and profit margin targets! Discover the sales habits that dramatically improve the long term revenue trajectory of a sales rep….and the business. This is what struggling sales teams use to catch up on lagging sales revenue and margin targets…and now you you. Start…
Continue Reading
Sales Strategy to build the sales function to deliver the sales results to match your sales ambitions. And to continuously drive sales improvement, sales efficiency and sales effectiveness
Continue Reading
Sales training that focuses on helping sales teams and sales leaders get the sales results they deserve. Too often we see sales teams that are doing everything right for 90% of the time, yet that missing 10% can see them drop sales they should be winning, leaving cash on the table, and making it easy…
Continue Reading
Sales consulting from Morton Kyle is more than just a service; it’s a strategic partnership aimed at improving every facet of your sales process without the drag of a big change management program, employee resistance and huge spend! Without these crippling limiting factors, it’s possible to significantly boost your revenue, sharpen your team’s performance, and…
Continue Reading
Sales Results – everyone looks at them, everyone has an opinion, and everyone wants the upwards swing! But, in reality, sales results can be just like April weather in the UK… You know what you’d like, and what seems reasonable, but that doesn’t mean t you won’t get all 4 seasons in one afternoon! So…
Continue Reading
These B2B sales qualification and sales discovery questions will help you close as more sales – often increasing your sales close rate by as much as 27% Why? Asking great B2B sales questions is the key to success in selling. Get that right and you’re half way there because The quality of your sales qualification…
Continue Reading
Mention ‘sales improvement’ in any B2B sales environment and the room splits in two – one group who know exactly what to do, and the second group who wonder just where to start. This article speaks to both, and in the words of Abraham Lincoln “Give me six hours to chop down a tree and…
Continue Reading
Regular Sales Meetings Makes A Difference! Running effective sales meetings isn’t just a best practice; it has a proven impact on sales performance and team dynamics. Here are some compelling statistics that highlight the benefits: Increased Sales Performance: According to a study by HubSpot, sales teams that have regular sales meetings outperform their peers by…
Continue Reading
Carol Griffiths MBAWho am I? I’m Carol Griffiths, and I’ve spent the last 30+ years in the trenches of sales—fixing broken pipelines, rebuilding underperforming teams, and helping businesses close more deals at higher margins. I’ve worked with global brands, challenger firms, and fast-growth sales teams, helping them: ✔ Fix underperforming pipelines – turning ghosted leads…
Continue Reading
Direct Sales Training to build additional revenue and margins, new sales habits, attitudes, mindsets and daily sales activities. New business development in a full sales cycle from sales prospecting, sales questioning and qualification, as well as pricing, proposal writing and closing
Continue Reading
Professional Services Sales Training Courses B2B specific- Sales training for professional services including legal, advisory, accountants, management consultants, business advisors and insurance advisors
Continue ReadingAs a Sales Trainer, I am always results focused…so are my clients. I help you find and fix sales leaks in your sales process. Identifying unconverted orders, sales revenue and margin that would otherwise leak out of your business undetected. My clients come to me with sales challenges that need attention. Maybe they don’t have…
Continue Reading
A sales performance improvement plan is a must for any ambitious sales team. Staying still is not an option….not when your competition are working hard to make you irrelevant. Which is why our course on How to Create a Sales Performance Improvement Plan is critical for progressive sales leaders and organisations who want to win!…
Continue Reading
Carol Griffiths MBAWho am I? I’m Carol Griffiths, and I’ve spent the last 30+ years in the trenches of sales—fixing broken pipelines, rebuilding underperforming teams, and helping businesses close more deals at higher margins. I’ve worked with global brands, challenger firms, and fast-growth sales teams, helping them: ✔ Fix underperforming pipelines – turning ghosted leads…
Continue Reading
Field Sales is an expensive function to run, typically the most expensive to recruit/hire, dealing with prospects at the final stages of the sales process means that any sales loss at this stage is doubly expensive…so it makes sense to get the most from any field sales training you do. Here’s how…
Continue Reading
What’s Your Value Proposition? Your Value Proposition is what makes you untouchable in a crowded and competitive market. Build Your value proposition so that it makes you competitors cry. Build your value proposition because it makes it easier for your prospects to say spot you. It makes it easier for your prospect to say yes!…
Continue Reading
What is a Sales Pipeline Audit? There are many types of sales audit, typically it’s a process you go through to empirically and fundamentally understand why you are getting the sales results you are, and what you can do to make them better. It’s a sales analysis that runs the whole length of the sales…
Continue Reading
Welcome! Looking to fill your sales diary with high quality sales appointments that convert? Great, you’re in the right place Fill the Sales Diary with High Quality Sales Appointments | B2B Sales Lead Generation Fill the sales diary with high converting sales opportunities means not booking sales appointments for the sake of it! Make this…
Continue Reading
Optimising sales performance using the MEDDIC sales process is a safe bet for any sales leadership teams striving to improve their sales performance. Plus, the right sales qualification process is pivotal for optimising sales conversions, maximising revenue growth and sales pipeline reporting. We’ve discussed BANT as an in-call sales qualification process already and you can…
Continue Reading
Take Your Dream Client List | Prospect Like a Pro! | Cold to Booked! Sales appointment setting is where the magic starts….and this is the appointment setting training to help you get a stead flow of high quality, senior buyers ready to drop into your sales diary every single week. A sales training course is for…
Continue Reading
Software sales training courses and SaaS sales training specifically designed for Tech and SaaS sales professionals who want to move the prospect seamlessly from Cold to Sold AND avoid some of the most common sales pitfalls that will cripple all sales efforts at some point. So, whether you’re suffering from prospects ghosting you, not being…
Continue ReadingB2B sales coaching is for you if you’re seeking growth in a B2B sales environment. You’ll find working with your own personal B2B Sales Coach most useful for unlocking your sales potential, removing sales blockers, providing clarity, accountability and focus. Whether you’re looking for your next promotion, unblocking a sales challenge, or stepping into a…
Continue Reading
How your sales reps construct their pitch matters. Not just in terms of how they convert, what they bill, how they close or how many meetings they book…that’s not the half of it. Selling today, more than ever, is about the buyer experience! You might have the best product, service, case studies and insights in…
Continue Reading
The Morton Kyle SaaS sales training delivers the skills, insight and confidence to combat the most critical sales challenges in the Software as a Service (SaaS) space, categorically one of the most competitive fields to be in at the moment. Growth is everything! VC, investors and owners all want to make back their money, deliver…
Continue Reading
B2B sales training, UK based, onsite delivery, using modern sales training methods that move the needle on the most critical sales metrics. Those sales metrics that mean the most to the Leadership Tea, the Board, Banks, Investors and Equity Teams. Put simply, we use proven sales improvement methods and training solutions that help sales teams…
Continue Reading
The rules of predictable sales performance science will save you being caught out. Giving you sight and full control of the sales results your sales function deliver.
Continue Reading
Basic B2B sales training courses are not just for people who are new to sales and business development. Sometimes, especially when sales results are less than ideal, it’s useful to go back to first principles and review current practices, update those sales skills for the modern buyer, revitalising the sales team and their sales pitch….
Continue Reading
Sales Conversion Rates Lots of sales leaders and sales people monitor their sales conversion rates since it’s a good top line indicator in terms of converting the ‘potential opportunity’ to the ‘actual order’. It’s asset utilisation at the starting point for sales – whether that’s a marketing campaign, a cold outreach, event attendee or an…
Continue Reading
Bespoke B2B Sales Training |The Sales Improvement Workshop | Sales Consultancy | Sales Coaching | Sales Audit | Sales Turnaround | Sales Build When you want more sales, higher conversions, additional revenue and higher margins…but just don’t know where to start – talk to us, we’re Morton Kyle, one of the Leading Sales Training Companies, UK based working globally on…
Continue Reading
Your sales and business development system should be so simple that it’s easy to see where it’s not working as it should. That means any fix is easy and fast. Over complicated sales, marketing and business development pathways rarely get the sales results they should. Find out why here
Continue Reading
Sales Manager vs Transformational Sales Manager? I’ve always had a tonne of appreciation for a good Sales Manager, they are rare and often under-rated. A good Sales Manager juggles the commercial tension from above, whilst satisfying the needs of the sales team. Tirelessly stuck in the middle, trying to broker the best outcomes for both….
Continue Reading
Explore the best sales books on this essential reading list for modern cold callers… Discover the top 15 books that can transform your sales game, from timeless classics to contemporary must-reads.
Continue Reading
In the world of sales, objections are opportunities in disguise. High-performance sales teams excel at turning objections into sales. Explore our guide to objection handling and supercharge your sales success. Ready to elevate your sales game? Book a call today!
Continue Reading
Your organisation operates in a competitive space, so optimising your sales process is essential for growth. Dive into our comprehensive guide, as we walk you through the 21 crucial stages of a sales improvement audit. Learn how to identify bottlenecks, uncover hidden opportunities, maintain sales optimisation and boost your sales performance
Continue Reading
Sales leaders, are you ready to supercharge your sales pipeline management? In this comprehensive blog post, we’ve compiled a list of 30 essential questions that every sales leader should ask their sales representatives. By probing into various aspects of the sales process, you can gain valuable insights, identify bottlenecks, and foster a culture of continuous improvement. Let’s dive in and explore how these questions can help you optimize your sales pipeline and drive exceptional results.
Continue Reading
Improvements in sales results and sales growth can be huge under the right circumstances. More often they are incremental and hard fought for. Some sales improvement strategies can only be judged – win or fail – post event…that’s what I want to share here…. The choice – sales training vs sales coaching in high performance…
Continue Reading
I wanted to share this Sales Leader’s Checklist because it’s one of the foundations of our Sales Leadership and Management Program – and it always get’s rave reviews….so here you are! You don’t need anyone to tell you the role of a sales leader comes with unique responsibilities and challenges, and the first day of…
Continue Reading
Is looking at Sales Improvement Strategies at the top of your leadership agenda this year? Recent research states that the primary concern of CEOs today is the stability of their revenue streams. This suggests stability over growth. This is telling in itself. No competitive organisation should be aiming for stability in a competitive space. It…
Continue Reading
Sales performance analysis is crucial to an organisation for several reasons. It provides valuable insights and data-driven decision-making capabilities that can significantly impact the success of a company, and it improves agility to any changemes or movements before they become trends. Sales Performance Analysis | What to Measure? What gets measured gets managed! We’ve all…
Continue Reading
Building your competitive selling strategy a critical first step in improving sales performance, but…. Too often it’s over complicated, knee jerk and identical to competitors…and when that happens Then so starts the race to the bottom! So, why do so many teams get wrong? Why don’t sales results reflect ambitions? Why is every month a…
Continue ReadingSales prospecting over the last 4 years has become increasingly tough Connecting with decision makers is the number one sales frustration with many sales teams. That is a proven fact. Some people will hide behind their email. Others won’t picks up calls from telephone numbers they don’t recognise. But whilst all the gurus out there…
Continue Reading
Selecting your sales metrics, your sales key performance indicators (KPI), can make a big difference in how your sales team perform, how they thrive and how they build efficiency and effectiveness into their every day sales activities, habits and sales mindset. This is especially useful in any sales improvement or sales turnaround situation, but also critical around any sales training intervention or coaching situation. If you’re not actively managing the critical sales metrics – how will you know what you’re doing is working, and what to do to make it work better?
Continue Reading
Sales Audit Benefits – Conduct a sales audit to help your organisation boost sales, increase transparency around sales results and introduce a culture of Continuous Sales Improvement as well as increasing the range of the senior leadership skills
Continue ReadingManaging poor sales performance takes effort, but that’s probably because you’re only looking at sales performance management when the sales results dip – instead of being focussed on hitting sales targets every single day. Yet this is what needs to happen. Managing a sales team daily, sales rep by sales rep, to avoid low sales…
Continue Reading
Building Highly Qualified Sales Funnels… Where is your contact in their buying cycle now? Top of the sales funnel? Your contact, might not even be a prospect yet, is just looking, not sure if they need you or your solution, may be early on in their search in scoping the market. No idea of the…
Continue Reading
Sales structure is key to growth, scale, coaching, effective onboarding, great sales pipeline management…not to mention the ability to consistently convert prospects to paying customers at the highest possible rate. That’s why all of our sales training courses for telesales, telephone sales, lead generation, appointment setting, field sales and account management cover sales structure as an integral part of the sales program
Continue Reading
A sales training plan makes things easier. It optimises sales results long term. And empowers all parties to take ownership of the intervention for for ongoing growth. A simple sales training roadmap helps everyone navigate their sales training experience and ensure the right sales KPIs are hit at the right time, in the right way,…
Continue Reading
Sales Training Best Practice – Questions to Ask Your Sales Trainer Before You Spend Your Training Budget…Perfect for when you want Sales Training that delivers an agreed up lift in sales results. Sales Improvement solutions are so much more than just sales training courses, how that sales training is designed, structured, delivered and aligned with internal ways of working is critical for the success of the sales training course and the sales team being trained. For a sales training course that delivers the sales performance outputs you need, with a full sales support package to help managers and team leaders align their activities to support Continuous Sales Improvement – talk to Morton Kyle
Continue Reading
Consultative Selling Skills – The sales training solution to help you elevate your B2B sales team and put them ahead of your competitor – Consultative Selling Skills for B2B Sales Teams who need the confidence and skills to engage buyers on a deeper level using value propositions, ROI, risk mitigation. Helping sales teams to build trust, educate and advise prospects using a differentiated selling position
Continue ReadingAs a Sales Improvement Consultant / Trainer my aim is to help you get the best sales results in the shortest time, in the most cost effective way. I help you find and fix sales leaks in your sales process. Identifying unconverted orders, sales revenue and margin that would otherwise leak out of your business…
Continue Reading
In sales, objection handling training is not what it used to be! But, even still, knowing how to handle objections professionally, smoothly and without derailing the whole sales process is a game changer. Especially when it comes to building a high quality sales pipeline that consistently converts to closed deals. But the truth is, if…
Continue Reading