Ian Segail
Total live articles: 12
Questions: 0
Answers: 0
As one of Australia’s leading authorities and coaches in sales management, Ian Segail has been involved in the coaching, training and development of sales managers and salespeople for over two decades. Drawing on 25 years of experience in sales, sales management and leading an HR and training team, Ian brings a strong dose of fiscal reality and practicality to his works as a Sales Performance Coach. Engaging directly with business owners and both novice and experienced sales managers alike, across a wide variety of industries and selling disciplines, the focus of Ian’s work is to transform sales results for companies by improving sales management practices. Ian is the author of “Bulletproof Your Sales Team ‐ The 5 Keys To Turbo‐Boosting Your Sales Team’s Results” and a number of business articles, business reports and white papers including “The fish stinks from the head!” and “Why Sales Training Doesn't Work.” Ian has an insatiable hunger for studying selling and people management and has passionately pursued answers to the question “How come some people can sell and most can’t?” He can be reached at isegail at
Recent Activity
"To my customer: I may not have the answer, but I'll find it. I may not have the time, but I'll make it. I may not be the biggest, but I'll be the most committed to your success." - Unknown
Here's a question for you...how do you avoid a premature presentation before you've been able to clearly identify a prospect's needs? Three times in the last 10 days I have been asked by different clients to help them with the following dilemma. See if it resonates for you and your sales team.
Selling in a tough economy will separate those salespeople that "can" and those that "can't". The fact is, it doesn't really take a great a salesperson to achieve quota in times of double digit market returns. But what should you as a sales leader do when the economy starts to hit the brakes? How do you ensure your sales team achieves their sales targets when the market is flat?
If you're like most managers who arrange sales training for your Sales Team, you're unlikely to report being "completely satisfied" with its worth.
Are you as a Sales Leader or Manager facing any of these issues with your team? Sales training often isn't enough to produce long term change in your sales team.
Information technology helps both companies and their salespeople to achieve customer loyalty by providing tools for analysing customer data. This assists with making informed decisions, as well as managing the customer relationships from the sales process all the way through to fulfilment and ongoing follow-up support.
How do you get your sales team to generate the greatest amount of revenue, consistently, year after year? Most sales managers think the answer lies in being aggressive, doing more sales activity, proactive business development, keeping the pipeline full and increasing the abilities of your salespeople so that they are more effective on the ground.
Sales prospecting or business development is a key activity for most sales driven organisations and for most salespeople. It is also the cause of demise of most sales careers. Business development is a skill and must be mastered if you are to sustain a long-term sales career.
Diagnosis - the process of identifying a pain or condition by its signs, symptoms, (finding out facts, information, and needs) and from the results of various diagnostic procedures. Sensory acuity - the ability to gain awareness of another person's unconscious responses (to perceive another person's unconscious feedback- reading not just "what" they say, but "how" it is said.)
A sales process is simply a series of customer-focused steps that enables sales professionals to substantively increase win rates, build customer retention, and increase revenue production. Each step consists of several key activities and has a predictable, measurable outcome.
