Sports Mentoring by Robert Durrant provides strategic and tactical sports club marketing and development solutions that drive marketing and sales results for sports clubs, associations and product vendors. In Australia, sports clubs are the heart of our communities. With more than 70,000 clubs , 13.2 million memberships , and 183,000 volunteers , they bring people together, promote healthy lifestyles, and foster a strong sense of local pride. But behind every successful sports club is a strong organisational framework—and a well-defined marketing strategy. Robert Durrant believes that effective club marketing isn’t just about social media posts or game day promotions. It’s about building a resilient, inclusive, and scalable business model  that allows your club or association to thrive long into the future. This is where our Sports Club Mentoring by Robert Durrant delivers real value. Why Sports Clubs Struggle Without Strategic Marketing Every sports club, whether it’s a local grassroots team or a regional association, faces the same common challenges: Lack of funding Difficulty retaining members Struggling to build an inclusive club culture Limited marketing and communication capability No long-term business or resilience plan. Without the right support and systems, these challenges can hold your club back from reaching its true potential. What Is Sports Mentoring? Our Sports Mentoring and Advisory Program , led by Robert Durrant, provides expert guidance in sales, marketing, and club development for: Local sports clubs Sporting associations Community fitness groups Vendors and businesses selling into the sports sector. Whether your club needs help attracting new members, securing sponsorships, improving your digital presence, or streamlining club operations, our mentoring program offers proven and practical strategies . Our Expertise in Sports Marketing & Club Development Robert Durrant brings years of experience working with clubs and sports vendors across Australia. He understands the unique pressures and opportunities in this space—and most importantly, how to turn strategy into action. Our mentoring services focus on: ✅ Sports Club Branding Crafting a strong identity that members and sponsors connect with. ✅ Digital Transformation & eCommerce Integrating tech solutions to streamline operations and generate revenue online. ✅ Club Marketing & Communications Building professional campaigns to engage members, volunteers, and local communities. ✅ Systems & Processes Implementing efficient tools and workflows for club management. ✅ Sponsorships & Alternative Funding Attracting long-term partners and tapping into creative revenue streams. ✅ Club Culture & Leadership Creating an inclusive and empowering environment that drives loyalty and growth. Vendors & Partners: Tap Into the Sports Industry Market If you’re a vendor selling into the sports sector —equipment suppliers, health and wellness brands, sportswear providers, by partnering with a sports marketing expert like Robert Durrant gives you unique insights and access to this vibrant market. Our advisory service helps vendors position their brand, align with club values, and establish meaningful partnerships within the sports ecosystem. Let's Build Your Club’s Future Together To create a thriving sports club, you need more than good players and great coaching—you need a strategic framework  supported by expert marketing, systems, and leadership. With Sports Mentoring by Robert Durrant , we’ll help your club to... Become more efficient and scalable Build a loyal and growing membership base Secure new funding and sponsorship opportunities Create a culture that reflects your club’s values and vision Whether you're running a local football club or managing a regional sports association or brand, now’s the time to invest in your club’s future. Sports Mentoring & Advisory Introduction Package 3 x Facilitated Strategy Workshops (Zoom meeting) Development of a Club Resilience Strategic Plan Membership Improvement Plan Marketing Plan Club Culture Plan Funding Plan. Investment: $995 plus gs t Speak with me  about how we can work together by providing a mentoring and advisory service for your club.  Together, we can plan and execute key tasks that will make your club a success now, and in future years. Call +61 3 9429-2293 Robert Durrant High Performance Sports Club Mentor & Coach Additional Resources How to Run a Successful Sports Club Return to Play Framework for Sports Club post COVID-19 How to Build a Sports Culture – Free Guide #SportsMarketing #SportsClubMarketing #HowtoGrowSportsClubs #SportsCulture #BuildingaClubCulture #SportsCoaching #SportingClubMarketing #SportsClubDevelopment #SportsClubGrants #SportsAssociations #SportsManagement #PlayerManagement #SportsClubConsultants #ClubMentoring #SportsClubBranding #MarketingForClubs #RobertDurrantMentor #SportsLeadership #SponsorshipMarketing #CommunitySportAustralia #ClubDevelopment #VolunteerManagement #InclusiveClubCulture #DigitalTransformationSport #GrassrootsSport #SportsProductMarketing #SportingGoodsMarketing

How small businesses get tangled up in minor issues, losing sight of strategic opportunities for growth and sales. It’s easy to get caught up in the smaller aspects of your business and forget who your real customers are and what they truly want. Here’s a reality check: the market evolves, buyer journeys shift, and customer needs transform over time. Change is inevitable... Are You Keeping Up? Business owners can become blindsided by what they think customers want, while the market moves forward. Your business needs to evolve with changing buyer behaviours influenced by social media, new products, and unique experiences. Today’s shoppers seek total solutions that solve problems or provide emotional enrichment. Steps to Stay Ahead Refresh Your Market Intelligence:  Continuous research and analysis are crucial. Regularly update your understanding of market trends, customer preferences, and industry shifts. Use surveys, customer feedback, and market reports to stay informed. Competitor Analysis:  Understand what your competitors are doing differently. Analyse their previous and current strategies, product offerings, and marketing campaigns and learn why they changed. Industry Events:  Attend conferences to stay updated on trends. Industry events are treasure troves of information on emerging trends, new technologies, and best practices. Network with peers, attend workshops, and listen to expert panels to gain insights that can drive your business forward. Networking:  Engage with industry leaders, marketing pros, and even competitors. Building relationships with key players in your industry can provide valuable perspectives and advice. Join professional associations, participate in online forums, and schedule regular meetings with mentors and advisors. Local Forums:  Participate in local business groups like the Chamber of Commerce. These organisations can help you to connect with fellow businesses and community leaders to help you understand local market dynamics and stay informed about regional economic conditions. Get out from behind the Desk:  Travel, visit, and see what’s happening outside your office. Stepping out of your daily routine can offer fresh perspectives and inspiration. Visit other businesses, explore different markets, and immerse yourself in new experiences to spark innovative ideas and solutions.    Embrace Change for Long-Term Success Resistance to change can lead to missed opportunities and stagnation and businesses that keep clinging to outdated practices often find themselves falling behind (or out of business). Typically, after 7-10 years, these messages start to fade, failing to resonate with the new generation of customers or reflect current market trends. As markets evolve, technologies advances, and customer expectations shift, it’s crucial that your marketing strategy, branding and marketing value messages are refreshed to remain relevant. Related Content: Investing in your Brand To thrive in a competitive landscape, embracing change is not optional—it's essential. Adapt, innovate, and keep your business ahead of the curve! Continuously review and refine your strategies and be open to new ideas and approaches. Change is the fuel for growth and innovation, ensuring your business remains dynamic and competitive. Related Content: Embracing Change For more insights and strategies to stay ahead, register your email and join the conversation! Robert Durrant High-Performance Mentor and Coach #BusinessGrowth #MarketTrends #CustomerFocus #Innovation #StayAhead #SmallBusinessGrowth #StrategicOpportunities #MarketTrends #CustomerPreferences #CompetitorAnalysis #BusinessStrategy #MarketingStrategy #MarketingTactics #ValueOffer

Marketing a business has never been easy, but in today’s fast-paced digital world, it’s even more challenging. What worked last year may no longer be effective this year. Marketers spend countless hours analysing performance data, testing different approaches, and refining their messaging, all in an effort to stay relevant and competitive. The reality is that marketing is a never-ending cycle of trial and error. With the rise of digital platforms, social media, websites, Google Ads etc, businesses are competing harder than ever to capture attention. Cutting through the noise requires expertise, creativity, and strategic execution. But just when marketers think they’ve cracked the code, external factors shift the landscape yet again. The Growing Challenges of Digital Marketing One of the biggest hurdles in today’s marketing environment is trust. As cybercrime continues to rise, consumers have become increasingly wary of clicking on links, engaging with online ads, or sharing personal information. This makes it even harder for businesses to drive traffic, generate leads, and convert customers online. Additionally, traditional digital marketing methods are becoming oversaturated. More companies are pouring money into the same ad channels, driving up costs while making it harder to stand out. Businesses that rely solely on these platforms risk diminishing returns on their investment. A Shift Towards Smarter Strategies It’s time for businesses to rethink their marketing approach. The age of strategy-driven and tactical marketing is here, meaning brands must move beyond basic digital advertising and explore more diverse, targeted marketing channels. Instead of relying on broad, expensive campaigns, businesses should shift their focus to highly personalised, channel marketing programs designed to attract better-quality leads and drive stronger engagement. This means integrating a mix of digital , content , influencer , affiliates , search , and B2B direct marketing  tactics. Businesses that embrace this approach will not only improve their visibility but also build trust and credibility with their target audience. How a Marketing Coach Helps! Navigating this evolving marketing landscape alone can be overwhelming. Instead of spending valuable time trying to master every new trend and tool, why not invest in expert guidance? An on-demand marketing coach, like Robert Durrant, provides businesses with access to proven marketing expertise across social media, digital marketing, eCommerce, and channel marketing. By outsourcing marketing strategy and execution, business owners can: Save time and resources by leveraging expert knowledge. Stay ahead of competitors with cutting-edge marketing trends and automation. Avoid costly mistakes by implementing tested strategies and tactics. Focus on running their business while leaving marketing to the experts. If your marketing efforts need a refresh, or you’re struggling to generate results, it’s time to work with an experienced marketing coach. Robert Durrant Mentoring  offers strategic and tactical marketing solutions that will help elevate your brand, boost visibility on Google Search, and drive meaningful growth. Rob owns and runs a leading digital brand agency called rev™ Branding , with offices in Australia, New Zealand and North America. Take the Next Step Don’t let the complexities of modern marketing hold your business back. Invest in expert coaching and start seeing immediate improvements in your marketing strategy and execution. Explore how Robert Durrant’s Marketing Coach Service can help your business thrive!   Robert Durrant High-Performance Mentor and Coach #businessmarketingchallenges #marketingcampaigneffectiveness #digitalmarketingstrategies #overcomingmarketingobstacles #innovativemarketingsolutions #adaptingmarketingtactics #marketinginthedigitalage #buildingonlinetrust #targetedmarketingcampaigns #benefitsofmarketingcoaching #outsourcedmarketing #marketingcoach #marketingmentor #marketingcoachingservice

In this high-pressure environment, the metaphorical "Black Dog" can appear, adding to the weight business owners carry. First coined by Winston Churchill to describe his struggles with depression, the "Black Dog" represents an overwhelming sense of sadness, mental exhaustion, and emotional withdrawal. For those dealing with depression, every business task feels monumental, and the joy of building something meaningful may seem out of reach. What Does “Black Dog” Really Mean? The term “Black Dog” has evolved to commonly refer to depression, particularly when it manifests as a cloud of fatigue, loss of interest, or mental fog. While there are various depressive disorders recognised by the medical community, "major depressive disorder" (or clinical depression) is often the condition most associated with persistent, debilitating sadness. Depression is a mood disorder that disrupts the brain and body’s ability to produce the essential “feel-good” chemicals that regulate sleep, appetite, and mood. Left unaddressed, this imbalance can create a cascade of emotional and physical symptoms: Under or oversleeping : Difficulty getting restful sleep or staying awake too long. Appetite changes : Either eating more or less than usual, depending on mood. Muscle weakness : Struggling with what would normally be easy physical tasks. Thoughts of suicide : Feelings of hopelessness and purposelessness. Despair : A seemingly bottomless sadness that’s tough to escape. Irritability : Short-tempered responses to minor issues. Stomach pain : Lingering digestive discomfort without clear cause. Headaches : Frequent, stress-related tension headaches. Profound sadness : Persistent sadness that lingers day after day. Loss of interest : No longer finding enjoyment in once-loved activities. Feeling "numb" or apathetic : A complete lack of emotion or enthusiasm. Difficulty performing self-care : Even basic routines feel too hard to maintain. No motivation : Apathy toward once-important goals and tasks. How Depression Affects Business Owners The life of a business owner is filled with countless tasks, decisions, and goals. Depression, however, can drain the energy needed to handle these day-to-day demands. It can make prioritising tasks difficult, managing customers stressful, and handling criticism painful. Plans that would normally be exciting, like launching a new product or strategising for growth, may feel daunting. When the Black Dog takes hold, even the simplest task, like responding to an email - can feel like climbing a mountain. Tips for Overcoming the "Black Dog" While dealing with depression is a deeply personal journey, here are strategies that can help reduce its impact and gradually lift the fog: Seek Professional Therapy Working with a mental health professional is often invaluable. Organisations like the Black Dog Institute or Beyond Blue offer resources, therapy, and support to help manage depressive symptoms. A therapist can help you develop coping mechanisms and provide tools to reframe negative thinking. Medication Sometimes, depression may require medication to rebalance the brain’s chemistry. Speaking to a healthcare provider about antidepressants or other medications can make a significant difference, especially for those experiencing severe or persistent symptoms. Take a Break Stepping away, even if only briefly, from the daily grind can provide much-needed relief. A short holiday, a weekend away, or even just a few hours for yourself can recharge your mind and restore a sense of calm and clarity. Reach Out to Your Network Regularly connecting with others, whether they’re friends, family, or business associates, can help break the isolation that often accompanies depression. This network of support can provide encouragement and new perspectives to help you move forward. Break the Routine with New Events Introducing something fresh into your daily or weekly routine can help lift your spirits. Attending a networking or industry event, learning a new skill, or simply changing your workspace can bring a shift in perspective and reduce feelings of stagnation. Set Small, Manageable Goals Rather than focusing on large tasks, break them into smaller, manageable steps. Completing even minor tasks can boost morale, helping you build momentum and reduce the feeling of being overwhelmed. Prioritise Self-Care Basic activities like exercise, meditation, or just getting outside for fresh air can improve mood and energy. Make self-care a non-negotiable part of your day. Reframe Negative Thoughts Depression often fuels negative self-talk. Try reframing these thoughts by acknowledging your challenges but reminding yourself of your strengths. Focus on past successes or accomplishments to boost your confidence. Speak to a Mentor Reaching out to a trusted mentor like Robert Durrant who can help you navigate both business challenges and personal struggles. A mentor can assist in setting realistic goals and help break large projects into manageable steps. They offer an outside perspective, which can provide motivation and build resilience. Remember: You Are Not Alone If you’re struggling with the Black Dog, it’s essential to know that you are not alone. Many business owners, perhaps even people you admire, have faced similar battles. Depression can be managed, and with the right support and resources, you can regain your sense of purpose and passion. Reaching out to others, seeking professional help, and breaking down tasks into achievable steps can all help you take back control. Finding relief and regaining your motivation is possible. With patience and persistence, you can work through these feelings and reconnect with the drive that led you to start your business in the first place. Related Content: How to Embrace Change  In Your Business Mentors Guide to Business Success For more insights and strategies to stay ahead, register your email  and join the conversation! Robert Durrant High-Performance Mentor and Coach #MentalHealthAwareness #OvercomeTheBlackDog #BusinessOwnerStruggles #DepressionInBusiness #RobertDurrantMentoring #EntrepreneurSupport #YouAreNotAlone #MentalWellness #BusinessMindset #BusinessResilience #BlackDogInstitute #BeyondBlue #BusinessDepression #BusinessStruggles #BusinessSupport #SmallBusinessChallenges #EndOfYearDepression #DepressionatChristmas #CEOMentalHealth #ManagementDepression

Feeling overwhelmed by challenges, sleepless nights, and the weight of business stress? We've all been there! But here's the good news: help is available . A seasoned Business Mentor can offer you expert guidance, real solutions, and a clear path to success. Running a business can be tough.  Even in the best of circumstances, building a business takes immense effort, and life’s inevitable challenges only add to the stress. Whether it's professional roadblocks, personal difficulties, or external factors like the recent pandemic and shifting social climate, obstacles can seem overwhelming, often standing in the way of your progress. You may have experienced the feeling that something is holding you down - a weight pressing on your shoulders, making it hard to breathe. It’s the kind of overwhelm that creeps into every aspect of your day and keeps you tossing and turning at night, riddled with anxiety and uncertainty about how to move forward. If you can relate to this, you're likely a small business owner yourself. You know firsthand that tough times come, and with them, the sleepless nights filled with worry about how you’ll navigate the challenges ahead. I get it - after 30 years in business, I still have these sleepless nights too. The feelings of pressure and anxiety are all too real. But here's the truth: you’re not alone. No matter how long you’ve been in business, it’s normal to feel stuck or unsure about the next step. The idea of asking for help, however, can be daunting. You might feel that asking for help is an admission of failure or a sign that you're not capable enough as a business owner. You might worry that your questions will be judged, or worse, seen as stupid. But I’m here to tell you—you need to get over that fear. It might sound harsh, but it's the truth. If you don’t move past the fear of seeking help, you’ll remain stuck in your current situation, repeating the same struggles and frustrations. And ask yourself—do you really want to be in the same position a year from now? Of course not. Why a Business Mentor is the Help You Need When you decide to ask for help, it’s essential to turn to someone who has been where you are now. It’s easy to find advice on social media, but not everyone handing out business tips on Instagram is equipped to guide you. Look for someone with real experience  - someone who understands the challenges you’re facing and knows how to help you achieve your goals. This is where a Business Mentor can make all the difference. A mentor brings invaluable insights and experience, often drawn from years of navigating the business world themselves. They have a deep understanding of the complexities and can help you identify growth opportunities, enhance productivity, and streamline processes. More than just offering advice, a business mentor helps transform your ideas into actionable plans. Think of a mentor as an on-call expert who understands your industry and specific challenges. Having someone like this in your corner can save you time, effort, and resources—providing you with practical solutions that will move your business forward. Meet Robert Durrant: Your Trusted Business Mentor If you're looking for a mentor who combines years of experience with a passion for helping others succeed, Robert Durrant  is your go-to resource. With over 30 years of experience owning and operating a diverse group of companies across Australia, New Zealand, and North America, Robert brings a wealth of knowledge to the table. His reputation as a dynamic force in the business community is well-earned, and his commitment to excellence has helped countless entrepreneurs achieve their potential. Robert’s hands-on approach and dedication to helping others succeed have solidified his place as a leading business strategist, mentor, and coach. Take the Next Step Don’t let fear or hesitation keep you from seeking the guidance you need. A mentor like Robert can provide you with the tools, strategies, and support necessary to overcome challenges and grow your business. Asking for help isn’t a sign of weakness - it’s a strategic move that will set you on the path to success. Reach out today and take the first step towards transforming your business with the help of an experienced mentor. Related Content: How to Embrace Change In Your Business Mentors Guide to Business Success For more insights and strategies to stay ahead, register your email  and join the conversation! Robert Durrant High-Performance Mentor and Coach #BusinessMentor #Entrepreneurship #SmallBusinessSupport #Mentorship #BusinessSuccess #Leadership #BusinessAdvice #BusinessMentorship #SmallBusinessHelp #EntrepreneurAdvice #BusinessGrowth #LeadershipMentor #OvercomingChallenges #BusinessSupport

All across today’s highly-competitive industry sectors, every dollar counts. Businesses need marketing services that don’t just make noise but create tangible value and drive real results. As a leading business mentor and coach, providing services across buisness strategy, marketing and sales development, here is some key tips to help you deliver on business goals while maximising value. Here’s how our services stand out: 1. Tailored Strategies for Unique Needs Every business is different, and so are its marketing needs. We take the time to understand your specific goals, target audience, and industry landscape. 2. Data-Driven Decision Making Informed decisions lead to better outcomes. We leverage cutting-edge tools to track performance, analyse trends, and make data-driven adjustments to maximise ROI. 3. Multi-Channel Expertise From social media and content marketing to SEO and PPC, work with experts who are proficient across all digital sales channels and platforms. 4. Creative Excellence Creativity is at the heart of successful marketing and sales development — work with a team of talented creatives brings fresh ideas and innovative solutions to the table. 5. Proven Track Record With a portfolio of successful and satisfied mentoring clients, and with 5 Star Reviews, Robert Durrant Mentoring has a proven track record of delivering results. 6. Transparent Reporting Transparency and accountability — make sure you have access to project plans and reports that detail the design and performance of your marketing campaigns. 7. Cost-Effective Solutions Maximising value doesn’t mean cutting corners. Use solutions that are tailored to YOUR needs so you pay for what you need and designed to deliver maximum impact within your budget. 8. Continuous Improvement The marketing landscape is ever evolving, and so are we. Work with people who stay ahead of industry trends and continuously refine their strategies to keep your brand and marketing relevant and competitive. Achieve Your Business Goals with Confidence Choosing the right business development consultant can make all the difference. You need to be confident that you’re getting better value for money business advice and services that truly deliver on your business goals. If yu have concerns about your current business growth strategy, why not book a call with me to speak through your concerns. It costs nothing to provide a bit of free advice…. Related Content: MY Development Plan My structured program to identify your characteristics, set goals, and provide tools that transition your professional development. Learn More >>> For more insights and strategies to stay ahead, register your email  and join the conversation! Robert Durrant High-Performance Mentor and Coach #BusinessGrowth #BusinessGrowthPrograms #BusinessConsultant #BusinessMentor #BusinessGrowthConsultant #BusinessAdvisor #SmallBusinessConsultant #BusinessDevelopmentAgency #SmallBusinessCoach #BusinessMentorMelbourne #SalesCoach #BusinessStrategy #BusinessGrowthStrategy

In the pursuit of growing a professional career, many individuals find themselves held back by hidden barriers and skill gaps that prevent them from reaching their full potential. The MY Development Program by Robert Durrant Mentoring is specifically designed to uncover these obstacles and equip you with the advice, tools and coaching that is needed to overcome them, setting you on a clear path to achieving your career objectives. Understanding the Hidden Barriers that’s holding your career Back Most professionals encounter invisible hurdles that impede their career progression. These barriers can be anything from unrecognised weaknesses through to unidentified strengths that are not being fully leveraged. The MY Development Program is a comprehensive initiative that aims to identify these hidden factors, allowing you to address them head-on. By bringing these issues to light, you can better understand what has been holding you back and take proactive steps to overcome them. Stop running around in circles, put a plan into place now. A Structured Path to Success The MY Development Program offers a structured framework that guides you through the process of self-discovery, goal setting, and skill development. Here's how it works... Identification of Barriers : The program starts by identifying the specific characteristics that are hindering your progress. This involves a thorough analysis of your strengths and weaknesses, as well as any work challenges you may be facing. Goal Setting : With a clear understanding of your current position, the next step is to set achievable and realistic goals. These goals are tailored to your unique needs and career aspirations, ensuring that you have a clear direction to work towards. Essential Tools and Support : To help you overcome your professional development barriers, the program provides a variety of tools and templates. These resources are designed to enhance your skills, improve your leadership abilities, and foster greater engagement and motivation in your work. Support Services : Develop and grow your professional development through a range of training, mentoring and coaching services. A Personalised ‘MY Plan’ Approach Every participant in the MY Development Program receives a personalised and tailored MY Development Plan. Robert Durrant works one-on-one with each client to develop this plan, ensuring that it is customised to suit your specific needs and professional objectives. The program spans two months and includes... Face-to-Face Consultation Sessions : The one-on-one forums provide an opportunity to define your objectives, discuss your progress, address any challenges, and refine your development plan. Meet-Ups : Regular check-ins help ensure that you stay on track and continue making progress towards your goals. Tools and Templates : It’s not just lip-service. Rob provides a range of tools and templates that are used to analyse, document and manage your MY Plan on an ongoing process. Comprehensive Ongoing Mentoring Support Rob’s Professional Development Mentoring services provide the guidance and expertise that turn the MY Plan framework into career progression. Fuel your professional growth, open new channels, network with industry leaders by benefiting from: Meet-Ups : Regular face-to-face meetings that allow you to address any challenges and highlight opportunities. Use these sessions to brainstorm great ideas. Management Reports : These detailed progress reports provide detailed insights into your development, helping you to measure your progress and identify areas for improvement. On-Demand Support : Whether you need advice on a specific issue or general guidance, Rob is available via phone or email to provide continuous assistance. Key Benefits of the MY Plan Program The MY Development Program is designed to help you achieve a range of professional goals, including: Identifying and Resolving Career Development Barriers : By pinpointing your weaknesses and strengths, you can take targeted actions to overcome obstacles. Building Leadership Skills : The program enhances your knowledge, skills, and abilities, making you a more effective leader. Fostering Engagement and Motivation : By addressing internal issues and creating a clear plan, you can foster higher levels of engagement and enthusiasm in your work. Staying Focused and On Track : The structured approach of the program ensures that you remain focused on your goals and continue making progress. Start Growing your Professional Development If you find yourself struggling to achieve your professional career goals , it may be time to consider the MY Development Program and Professional Mentoring by Robert Durrant Mentoring. By identifying the hidden factors that are holding you back and providing the tools and support needed to overcome them, this program can help you unlock your full potential and achieve the success you deserve. Be proactive and start working with Rob to tailor a program to meet your specific and unique needs so that you can embark on a journey of professional growth and career development today. MY Development Program Learn more about the MY Development Program and how to begin designing your very own 'MY Plan'. Professional Development Mentoring Understand how Robert’s Professional Development Mentoring can help to develop your skills and grow your career progression. 3 Minute Professional Development Benchmarking Scorecard your professional development using our 3-minute Benchmarking Tool.  It’s a secure and confidential way of measuring your personal and professional performance. Robert Durrant High-Performance Mentor & Coach ( with 30 years business experience) #ProfessionalDevelopmentProgram #CareerDevelopmentPlan #MentoringforBusiness #ExecutivesLeadershipDevelopmentProgram #OvercomingCareerBarriers #ProfessionalGrowthandDevelopment #CareerMentoringServices #IdentifyingCareerStrengthsandWeaknesses #PersonalisedCareerDevelopment #ExecutiveCoachingandMentoring #SkillGapAnalysis #AchievingProfessionalGoals #CareerProgressionSupport #BusinessLeadershipTraining #CustomisedDevelopmentPlan #MYDevelopmentPlan #MYPlan #RobertDurrantMentoring #CareerDevelopment

As the economy slows and people are more cautious on what they purchase, the question on every business owner's mind is, "How recession-proof is my business?" As we grapple with the impacts of a slowing economy, rising costs of living, and global uncertainties such as wars, it's crucial for entrepreneurs to assess the resilience of their ventures and proactively make strategic adjustments. The harsh reality is that economic downturns can significantly impact consumers' disposable income, leading to reduced spending and, consequently, a decline in sales for businesses across various industries. To counteract these challenges, it's imperative to get ahead of the curve and implement changes within your business now. Working with a seasoned business mentor like Robert Durrant can be a game-changer. Robert brings a wealth of experience and a proven track record in guiding businesses through challenging times. Here's how a mentor like Robert can help you not just weather the storm but thrive: Adjust Business Costs:  A mentor can provide valuable insights into identifying and trimming unnecessary expenses, optimising your cost structure for maximum efficiency. Streamline Operations:  Streamlining your operations is essential for agility. Robert Durrant can guide you in simplifying processes, improving workflow, and enhancing overall operational efficiency. Refine Your Offer:  Understanding market dynamics is crucial during economic uncertainties. A mentor can assist you in refining your products or services to meet changing consumer needs and preferences. Introduce New Products and Services:  Innovation is key to survival. Robert Durrant can help you explore new opportunities, diversify your offerings, and stay ahead of the competition. Boost Your Marketing:  When sales are slowing, marketing becomes even more critical. Mentors like Robert can provide strategic and tactical guidance on how to boost your marketing efforts, ensuring your brand remains visible in the market. During tough economic times, consumers are more likely to switch brands based on value and visibility. By increasing your marketing efforts, you position your business for success even when competitors are cutting back. Securing the services of a mentor like Robert Durrant can unlock your business's potential for success and drive growth. Rob's expertise in business advisory and marketing services can provide you with the confidential help you need to navigate these challenging times. Ready to take the next step? Learn more about Rob's mentoring and coaching services Learn More >>> or Schedule a 30-minute consultation with Robert Durrant to discuss your specific situation and gain a deeper understanding of how his guidance can propel your business forward.   Don't wait – act now to ensure your business is not just surviving but thriving in the face of economic uncertainty. Robert Durrant Mentoring #BusinessMentoring #BusinessAdvisory #BusinessGrowthConsultant #BusinessMarketing #Recession #CostofLivingCrisis #SlowingEconomy #Salesgrowth #BusinessDevelopment #BusinessStrategy #GrowthStrategy #BusinessEfficiency

How to avoid the risks and disappointment from engaging untrained, non-qualified or experienced business mentors and coaches to protect you and your business. The allure of becoming a business mentor or coach by promising to help others achieve their dreams and the flexibility of their own business, it's no wonder that many individuals are drawn to this profession like a moth to a flame. However, amidst the surge of aspiring coaches, there lies a significant risk – engaging untrained and non-qualified mentors and coaches. The truth is, anyone can call themselves a coach, regardless of whether they have received proper training or not. This lack of regulation within the industry means that individuals can start offering coaching services without any qualifications or continuing professional development. While this may seem appealing to those looking to break into the field, it poses a considerable risk to both clients and coaches alike. Here in Australia, general mentoring and coaching is not regulated, except for health or mental health coaching and counselling services. This means that many individuals who lack the necessary skills and experience are entering the market, offering advice and guidance without the proper credentials. As a result, clients may find themselves disappointed, disillusioned, and even financially harmed by engaging with unqualified coaches. One of the biggest challenges is the influx of enthusiastic social marketers who, while lacking in business experience and qualifications, excel at marketing themselves. These individuals often leverage social media to promote their services, using controversial statements and high energy to attract clients. Despite their lack of expertise, they can quickly outstrip and outsell more qualified and experienced coaches, leaving clients vulnerable to subpar guidance, advice and sometimes to the detriment of their business. The coaching and mentoring segment in Australia is booming, with more people than ever seeking the services of a life coach or mentor. However, the proliferation of untrained coaches poses significant legal risks. Many coaches fail to meet their clients' expectations or provide services that result in loss or damage. Without the proper insurances, such as professional indemnity or liability insurance, both coaches and clients are left vulnerable to legal disputes and financial harm. Furthermore, many untrained coaches make unfounded claims or offer unsubstantiated business advice based solely on their intuition rather than proven experience. This can lead to clients making uninformed decisions that ultimately harm their business or personal development.   It's not uncommon to hear stories of individuals quitting stable jobs to pursue a career as a life coach or mentor, lured by the promise of helping others achieve their dreams. However, without the proper training, experience, and credentials, these individuals are ill-equipped to provide the guidance and support that clients need. Avoiding the Risks! To avoid the risks and disappointment associated with engaging untrained and non-qualified business mentors and coaches, it's essential to do your due diligence. Before hiring a coach, ask about their qualifications or industry experience they may hold. Additionally, ensure that they have the necessary insurances in place to protect both parties in the event of a dispute. By taking the time to research and vet potential coaches, you can protect yourself and your business from the risks associated with engaging untrained individuals. Remember, the right coach can make a significant difference in your personal and professional development, but only if they have the skills, experience, and qualifications to back up their claims. Choosing a Mentor or Coach Checklist How to choose the RIGHT Business Mentor or Coach using our tips and checklist. Related links: Robert Durrant Mentoring Professional Development & Mentoring Executive Coaching Services Robert Durrant High-Performance Mentor & Coach ( with 30 years business experience) #UntrainedBusinessMentor #NonQualifiedBusinessCoach #RegulatedCoachingServices #BusinessMentor #BusinessCoach #SalesDevelopment #BusinessGrowth #BusinessStrategy #BusinessSupport

Our GUARANTEED Sales Process and Framework to close more sales and build a healthy sales pipeline that will grow your business. You cannot train someone to be a great salesperson, however, you can teach people the art of selling. This article provides you with our proven and guaranteed sales process framework. When you think of a natural salesperson  most times you imagine a smooth talker, someone quick to answer questions before they are even asked. Slick talkers aren’t the best sales people. The BEST salespeople are effective listeners or take the time to carefully understand the client’s needs and identify their problem or challenge. What does makes a great salesperson?   It’s their drive to sell well and sell successfully.Salespeople of great value are those who are driven by an inner conviction where their whole identity is defined by selling, and their goal is simply to be the best at sales. How do you teach people to be a great salesperson?   You can’t…it has to come from within. You can, however, teach them the art of selling by covering these four areas; •  Sales Process •  Sales Training & Product Training •  Sales Toolkits •  Sales Coaching and Mentoring. Research and Planning Your Brand Sales Strategy and Plan  would be the most important piece of work you will undertake outside how you manage the financials of your business. Without spending the time to create this, I’ll guarantee that you will NOT have a clear focus, and you will waste a lot of time and money. Your brand (company or product) is, without a doubt, your company’s most valuable asset. It ensures that you continue to build trust and integrity of what you are selling, as well as building value to your customers. BEFORE you begin spending (wasting) money or time on marketing and sales programs, you MUST build your brand sales strategy and plan. It’s crucial to identify at the start: •  Who your CUSTOMER or target market is •  The PROBLEMS they face •  The VALUE you provide by supplying a product or service. Need a Brand Strategy? Download a copy of the rev™ 10-Step Brand Sales Strategy Development Guide.  Download Free Guide >>> Prospecting If you’re like most people, the word “prospecting” has a negative feeling about it. In most cases, people who don’t like to prospect is because they do not know the professional way to prospect. In today’s digital world, there are far more effective and accepted ways to prospect. Platforms like  LinkedIn   allow you to search and network with prospects in a very business-like manner. The key elements to prospecting are; 1. Build a plan that allows you to dedicate time each day to prospecting 2. Use the tools that are available (LinkedIn, Industry Databases, Referrals, etc.) 3. Build a process which includes call scripts and email templates 4. Keep the focus to prospecting, and NOT turn it into a sales call 5. Get great at cold calling6. Build relationships, connections and networks. Improve your prospecting results from LinkedIn! Purchase a copy of our rev™ LinkedIn Business Development Program from  Learn More >>> Making Contact The key to making a successful connection while selling is to refine your skills during these initial contacts, so they become memorable to who your meeting, but also to help you remember as much about them as possible. This will allow you to impress them even more on your second meeting. Hopefully, this next meeting will be a selling situation rather than a meet and greet. The elevator pitch is an important tool in any salesperson’s kit. An elevator pitch is the concise, 60-second presentation of what you have to offer. When you need to assess a prospect’s interest level, but you need to do it quickly, the elevator pitch can be essential. Try this methodology; •  Build Rapport, Quickly •  Make sure the customer wants to be engaged by you •  Identify the problem or challenge •  Building a solution •  Talk about the alternatives; highlight how your solution is different •  Ensure that everyone is on the same page •  Don’t get bogged down in detail •  Be clear on the next steps •  Closure. Qualification The single most important part of the sales process! Many salespeople spend most of their time talking to the wrong people. If you do that, it doesn’t matter how eloquently you present your service or product, the chances of making a sale will be extremely low. The following BANT qualifying framework will show you how to correctly qualify your prospect. BANT (Budget, Authority, Need, Timeline)  is used at a variety of companies and in a variety of markets. BANT seeks to uncover the following four pieces of information: Budget  – Is the prospect capable of buying? Authority  – Does your contact have adequate authority to sign off on a purchase? Need  – Does the prospect have a business pain you can solve? Timeline  – When is the prospect planning to buy? Build your BANT Sales Qualification Framework BANT provides you with a framework that allows you to develop your one-on-one meeting sales qualification checklist. You will need to tailor the questions around your industry, type of customer and problem/solution. BANT NOTES:  How to build your BANT process with detailed information about each step is available within the whitepaper download (too much detail for a blog). Download Whitepaper >>> Initial Meeting After you have qualified the prospect and know that there is an opportunity, the next step is to see if there is a fit for your product or service. Leveraging the connection you made from when you first made contact, this stage is where you get to sit down in a one-on-one situation and find out the following; •  Identify the stakeholders and their roles (project manager, sponsor, influencer, etc.) •  Understand the purchase and implementation process •  Determine the exact problem or challenge (or at least start the steps to find this out) • Understand the goals and objectives of their business •  Determine any barriers •  Understand which of your competitors are involved •  Understand timeframes •  Understand budgets •  Build their trust with you, your company, products and services •  Next steps. Needs Assessment This section is important to really understand what their problems are. In many sales opportunities, just speaking to one person doesn’t give a true reflection to the breadth of the issue across the company and its departments. By determining the “real scope” may change the entire project scope, opportunity and of course budget (perceived value). Needs assessment can look like; •  Meetings and information sessions •  Workshops (free or paid) •  Paid onsite analysis and consulting. Presentation or Demonstration After you have qualified and you know the client has a need for your product or service, it’s now time to move on to the presentation or demonstration stage. You must present your product in such a way that it matches what’s in the client’s mind. Here are some tips to help you build and conduct your presentation. •  Show your passion and connect with your audience •  Focus on your audience’s needs •  Keep it Simple: Focus on your core message •  Smile and make eye contact •  Start strong, be confident and positive •  Comply with the 10-20-30 Rule for Slideshows •  Tell stories with use-cases •  Use your voice and pauses/silence effectively •  Note your body language •  Relax, breathe and thoroughly enjoy the moment. NOTE:  A detailed breakdown of these points plus an explanation of each is available within the whitepaper download. Download Whitepaper >>> Proposed Solution Buyers are more informed than ever before. They have done more research and are armed with more information than ever (even before you arrived). Today’s buyer is no longer interested in hearing salespeople talk about their products and how great they are. Through a simple Google search, buyers are arming themselves with all the information on your product that they need. Not only is the modern buyer an expert on your product, but they are also fully aware of the benefits and features of your direct rival’s products. As a result, salespeople have had to evolve to satisfy the demands of the modern buyer. Salespeople must now adopt a more consultative approach and sell a solution rather than a product. In order to sell a solution, the salesperson must understand customer pain points and how they can be addressed. Use the following to provide yourself with a solution proposal health check. 1.  Do your research 2.  Be across your customer’s requirements or need 3.  Re-Qualify 4.  Educate the buyer with your new ideas and vision for improvement 5.  Design the right solution, not just a product that fits 6.  Demonstrate the value and ROI 7.  Follow-up and communicate. Proof of Concept Not a requirement for all sales, but for mission-critical enterprise solution sales, this can be a deciding factor to win you that sale. A Proof of Concept is usually a ‘funded by the customer’ exercise to prove in a very basic capacity that your proposed solution works. Keep it simple. Narrow the scope. Keep the deliverables and objectives clear. Proposal / Price Sales proposals:  Love them or hate them, they’re an integral part of any successful deal. While some salespeople might view these documents as unnecessary, or even as a waste of time, they’re one of the most powerful instruments in a salesperson’s arsenal of deal-closing tools. •  Understand the customer and their needs •  Design the proposal structure or framework first •  Build a snazzy executive summary •  Mercilessly edit the whole thing •  Use before and after scenarios •  Offer choices. Prospects don’t like feeling they are backed into a corner •  Price higher for room to move (price to value) •  Don’t use price ranges – be concise •  Remove the buzzwords and exaggerated claims •  Personalise with words like “you” •  Get a second set of eyes to check, proof it and provide feedback. Objection Handling Learn how to handle objections effectively. There has NEVER been a customer who just takes the proposal and agrees on it without some level of negotiation. The fact is that sales objections are good. Sales objections indicate interest. Successful sales have twice as many objections as unsuccessful sales. To handle sales objections effectively, you should hear them out completely, without interrupting. Remember, listening builds trust, even with objections. Compliment the objection by saying, “That’s a good question, let me see if I can answer it for you.” In the whitepaper download, we provide detailed information on each of the three objection techniques. 1.  How Do You Mean? 2.  Can you explain your reason? 3.  The “Feel, Felt Found” Method. Negotiating any contract, whether buying or selling anything, there are some basic negotiating skills that you need to learn in order to get the best deal for yourself and to feel happy about the results. •  Choose the right questions to ask •  Have patience •  Be prepared •  Take control and gain self-confidence MOST IMPORTANTLY; Show empathy and ensure the prospect always hold face. Gain Commitment Your ability to ask for the order at the end of the sales process is essential to your success. Don’t be scared to ask for the order. If the customer is truly committed to solving their challenge with your solution, they will be eager to sign off and get started. There are three proven methods you can use when asking for the money. Ensure that before you ask for the sign-off, you have asked the client, “Do you have any questions or concerns that I haven’t covered so far?” If the customer says, “No,” you can then lean forward and confidently ask for the buying decision. Hinted as Preferred Being aware of nonverbal and verbal cues from prospects may help make it easier for sales teams and/or small-business owners to close sales. •  They ask clarifying questions •  When they talk about the price •  When they give you verbal and nonverbal signs •  Strong eye contact •  They filter out distractions •  They are responsive to your questions and contact •  They use possessive words in their conversations. Contract Negotiation Salespeople are only facilitators within the contract negotiation process. They are not experts, and they are also not legal people. The key here is to understand that every company you deal with has their own internal contract review and acceptance process. It’s important that you understand this process before you begin (and don’t try to fight it). Having a good attitude is the most important asset you can bring to the table. If you act like you can make it work, you really might be able to. It also pays to hold on to your sense of humour, especially when the going gets tough. You have to keep your relationship positive. These are the people you’re going to be working with if the contract ends up being signed. Sometimes, people lose sight of that. Contract Execution You haven’t got the sale just yet! Understanding how contracts are executed within a company can be important and determine when you make the sale. Understand your own internal process and then match what is required by your client. In most cases, contracts are printed in multiple copies, signed, returned and stored by vendor and client.Ensure you have all documents finished e.g. licence agreements, services agreements, quality assurance documents, statement of work, proposals, etc. Win / Suspend / Cancel If you follow this methodology and do the homework on each opportunity, you are guaranteed to always make the sale. However, the odd times a sale can be suspended or cancelled for various reasons actioned by the client’s management team. An example of this may be a company acquisition or trading policy that suspends company trade. This is very rare, we believe that if you used this sales process correctly, you should have had visibility to this coming. Sell on Referrals After you’ve satisfied the needs of your client and closed the sale, you can now leverage this sale for the next – build case studies, reference sites and referrals. Gaining referral business from each and every client fast-tracks the sale process – they trust you already. Our tip for you is…do your research. More than likely if you sold this solution to one company, there would be more who have the same problem – package and roll it out! Our BEST tips to help you Identify the decision-maker: No matter what industry you are in, knowing the decision-maker is crucial to a quick close. Many times the decision-makers will send someone else into the fire to learn all of the information they can about your company. If this is the case, be sure to put yourself into the head of the decision-maker so that you can customise your sales pitch to that person’s interests, even if they aren’t there. Of course, your best-case scenario is that you sit down with the decision-maker. Do whatever you can to set up a meeting with that person. Be genuine: A client can sense if you are genuine during the sales process. In other words, it’s important to convey to the client that you care about their business and not just the deal. Coming off too calculated can turn people off; however, remember that there is nothing wrong with being prepared. It’s okay to appear like you’re ready for every question that comes your way, just simply don’t act like you don’t care about the customer’s best interests. Create a sense of urgency: Attach a deadline to the deal to help give the client an incentive to commit. Whether it’s a discount or something free, make them feel like they have the upper hand. This does not mean rush the customer; it simply means try to give them a little extra reason why your product or service is the right choice, and the right choice right now. Overcome objections: Preparing the sales presentation to address and overcome potential objections can speed up any deal. If something catches you off-guard, you might need to take some time to think up an answer. By having an outline of anticipated problems and thoughtful analysis of the risks, you can reduce the resistance. We highly recommend sitting down with your entire sales team and having each person come up with objections they might anticipate. Give them your sales pitch and see if there are any objections you may have missed. Know your competition: Competing for business is tough. Knowing the areas that you are more competitive than your competition can lead to that quick close. Again, this is all about preparation. Do your research and make sure that you make a note of something that you are doing that your competition is not. This is often the biggest selling point, so you don’t want to ignore it. Listening more than speaking:   Watch what you say! Don’t put your foot in your mouth. Keep it to the point and focus on your areas of expertise. You want to be real and personable, but you have to remain professional. Manage your sales pipeline CORRECTLY! The 80/20 Rule says that 20% of your activities will account for 80% of your results.20% of your prospects will account for 80% of your customers.20% of your customers will account for 80% of your sales.20% of your products and services will account for 80% your sales volume, and so on. In its simplest terms, you must always be focusing your time and energy on the few things, the 20% of things that can make all the difference in your life. Your ability to do this will guarantee that you will be a big success. The inability to focus on the top 20% is the primary reason for failure, frustration and underachievement in the sales profession. Make a list every day, before you begin work. Organise your list on the basis of the 80/20 Rule. Start on your top 20% of tasks and stay with them until they are complete. Managing a Sales Funnel: There are three parts to professional selling. They have been the same throughout all the ages of man. They are to prospect, present and follow up. These three parts constitute the sales funnel. At the top of the sales funnel, you have prospects. Let us say that you have to prospect 20 people to get five presentations. In the middle of the sales funnel you have presented. Let us say that you have to make five presentations to get two follow-ups. At the bottom of the sales funnel, you have the follow-up and closing. Let us say that you have to follow-up with two prospects to get one sale. Spend 80% of your time prospecting and presenting and spend only 20% of your time following up. And don’t mix them up. You should have far more prospects in your funnel than you have time to see if you work all day long. Never allow yourself to run out of prospects. Keep your sales funnel full. Remember, you have to go through a lot of prospects to get very few sales. Make every minute count: Timing is absolutely critical when it comes to closing a sale. The longer you leave it before you follow up, the longer it takes to get a commitment from the prospect, the longer it takes to get feedback from the customer; these are all danger signs to losing the sale.When you see a few signs during your sales pitch that your prospects are ready to close a sale, that’s your cue to wrap things up. Need some training?  Check out our Sales Coaching and Mentoring Programs  Learn More >>> Use Training, Coaching, and Mentoring like Oxygen •  Sales Training  – how to sell! •  Product Training  – your products and services •  Systems / Process Training  – the tools you use as part of your internal sales process •  Sales Coaching & Mentoring  – This service, which is usually provided by subject matter experts, extends your product or functional training with advice, guidance, and most importantly, the strategy. It’s this total combination that builds self-confidence within sales staff and turns sales into business development. Sales Coaching and Mentoring – the New Normal! Learn how to design and implement a Sales Coaching and Mentoring Program for your team by reading our website blog article  Learn More >>> Download the Whitepaper This subject is very detailed,  and there is WAY too much information to have on the blog.We’ve made a comprehensive whitepaper that is available as a download. Download our Free Sales Process and Framework Whitepaper.  We packed all this great information PLUS a heap of detailed notes on each section within a free downloadable whitepaper. This is one of the BEST tools that we’ve created for sales-focused companies. (The document gets Emailed RIGHT to your inbox…) Related Content How to Create a Successful Sales Team and Process Learning the Art of Sales Qualification How to Do Business on LinkedIn Robert Durrant High Performance Mentor & Coach #SalesCoach #BusinessDevelopmentCoach #LeadGenerationCoach #SalesDevelopment #SalesProcess #SalesTraining #SalesProcess #SalesQualification #SalesPipeline #SkillsDevelopment #CareerDevelopment #ExecutiveCoaching #LeadershipCoach #ManagementCoach #MarketingCoach #Mentoring #MelbourneBusinessCoach #ProfessionalDevelopment

How to learn the Art of Sales Qualification to improve your sales results and build a healthy accurate sales pipeline. THE MOST important part of the sales process. Any great sales process will incorporate a consistently enforced sales qualification criteria. Learn how to ensure that no sales leads fall out of your sales funnel! Why is qualification so important? Good sales qualification will remove a whole lot of wasted time, effort, money and planning.Sales qualification is not only important to the seller; it’s just as important to the buyer. Value to the buyer: • It optimises the use of the buyer’s time and also their resources • It helps the buyer to define the problem they are trying to solve • It helps the buyer to identify a solution is best for ‘their’ organisation • It helps the buyer secure executive buy-in for funding the solution. Value to the seller: • It optimises the focus and use of your time • It ensures that all of your activities are focused on the sale • It exposes problems within the sales opportunity • It provides clarity for next steps and actions • It eliminates any element of surprise during the sale process • It allows your business to forecast sales and plan resources. Sales Qualification  is a series of steps that naturally fall within certain tasks of your sales process or framework. Need a structured Sales Process & Framework? Refer to our article “ Creating a Successful Sales Team from Scratch ” where we provide a downloadable guide providing detailed steps to creating a powerful sales framework. Download our How-To-Guide  Download Guide >>> This “Art of Sales Qualification” document covers the following five steps: • Step One  – Understand your brand sales strategy • Step Two  – Understand the marketing campaigns which will drive marketing qualified leads • Step Three  – Develop your phone qualification checklist (initial qualification stage) • Step Four  – Plan your meeting qualification process • Step Five  – Training, coaching & mentoring to build a sustainable sales pipeline. DOWNLOAD THE WHITEPAPER:  A detailed breakdown of these sales qualification steps plus an explanation of each is available within whitepaper download (too much information for the blog).  Download Whitepaper >>> Marketing builds sales leads Your  Brand Sales Strategy and Sales Plan  would be the most important piece of work you will undertake outside how you manage the financials of your business. Without spending the time to create this, we guarantee that you will waste a LOT of time and money trying to generate very low-quality leads (noise). 1. How to build your Brand Strategy. Download a copy of the rev™ 10-Step Brand Sales Strategy Development Guide.   Download Free Guide >>> 2. How to build a Sales Strategy. Download a copy of the rev™ Killer Sales Strategy Template Download Template >>> Marketing Qualified Leads (MQL) v Sales Qualified Leads (SQL) In today’s digital sales environment, we have a bunch of tools that allow us to more easily and efficiently generate leads. But how do you measure the quality of these leads? To be able to measure this, it’s important that you understand the difference between  MQL and SQL. The MQL is a lead who likely isn’t ready to buy, but they will respond to being nurtured through a range of educational nurturing programs (your sales funnel). Further into the sales funnel, you will find an SQL, they are naturally more advanced down the educational nurturing process. These “leads” are more acceptable to some one-on-one time with your sales department. Once the SQLs come out of the digital sales funnel, your sales team need to be trained, be armed with the right sales tools, and also have a clear and defined sales engagement process and framework in order to qualify these correctly. Phone qualification (initial contact) The first contact with the prospect is the most important of all sales stages. It’s this contact that leaves the strongest impression on both parties, and can often be the deciding factor on whether you will do business or not (The attitude, skills, connection, and even feel of their offer). Your phone qualification should be taken very seriously as it acts as the gateway to the rest of the sales process. If you feel that the prospect qualifies as a SQL and should be engaged more, you do. If you don’t feel they match your sales qualifying conditions, then they go back into the communications bucket as an MQL for further nurturing. Create a  Sales Qualification Questionnaire  (or checklist) which can be used by your sales team to help identify the stage of this lead and the size of the opportunity. IMPORTANT:  this questionnaire will vary depending on the solution, industry, prospect type, etc. DO NOT build one size to fit all situations – it WILL fail. Questionnaire example questions (A full list is available in the whitepaper download). Setting the scene • What brings your enquiry to use? • Tell me a bit about your company size and operations? • I need to ask a few questions to better understand your needs • We have a few different products, may I get some more information to help me ensure we are choosing the right solution for you? Discovery “What” Questions • What are the main issues you’re facing in order of importance? • What are your goals or requirements? • What is the reason you started to look for a solution? Discovery “Why” Questions • Why is this important to you or the business? • Why are you feeling these issues or problems? • Why did you come to our company for help? Discovery “When” Questions • When did you start seeing these issues? • When did the business say “we need to solve this”? • When was the time that forced you to solve this issue? • When did you start looking for something to help? Discovery “Who” Questions • Who is impacted by this in the business? • Who needs to be involved in the solution design process? • Who is involved in the purchase or decision process? Discovery “How” Questions • How will you see this benefiting the business? • How much do you think this would cost? • How will this change impact the current way you operate? Functionality Questions • What functions do you expect to see in the solutions? • How will these functions benefit the business? • What the must-haves v nice to haves? Purchase Questions • Who makes the decision on the purchase? • What are the timeframes for the decision, purchase and implementation? • What is the purchase process? PLEASE NOTE:  We have only included three points for each of the above. For a detailed list of these points and an explanation of each, please download the whitepaper.  Download Whitepaper >>> You won’t answer every question from the one call. The above needs to be built to suit your business sales needs and what you feel are important qualification questions. It’s this final version that you use to gain as much information as possible – perhaps even over a few calls. Use open-ended questions within conversations. Open-ended questions require the customer to think before they respond. This means that you will receive quality information that will help you determine their specific needs and wants. These types of questions also actively engage the customer. They will begin to feel more comfortable with you because they are actually participating in the buying/selling process and feel that you are genuinely interested. Meeting qualification (one-on-one engagement) Qualifying is gathering insights necessary to make a good judgement on the prospect and the opportunity. Should you sell to this prospect? What is the best course of action to close a deal? Is this prospect a good fit for your offer? Is it a viable, ongoing sales relationship? Are they fishing for just price comparison? Only after you’ve qualified someone can you really know whether it’s worth to invest your time and effort into trying to sell to a prospect. The most common mistake in sales is where salespeople spend the majority of their time talking to the wrong people. If you are currently doing that, then you will know that it doesn’t matter how eloquently you present your service or product, the chances of making a sale will be extremely low. There are a number of  Sales Frameworks  that have been designed by sales professionals over the years. The following version called BANT is a qualifying framework that will show you how to correctly qualify your prospect. BANT  is used at a variety of companies and in a variety of markets. BANT seeks to uncover the following four pieces of information: Budget  – Is the prospect capable of buying? Authority  – Does your contact have adequate authority to sign off on a purchase? Need  – Does the prospect have a business pain you can solve? Timeline  – When is the prospect planning to buy? Build your BANT Sales Qualification Framework BANT provides you with a framework that allows you to develop your one-on-one meeting sales qualification checklist. You will need to tailor the questions around your industry, type of customer and problem/solution. How NOT to qualify •  Stop talking and listen to the client •  Don’t get over-excited, breathe and relax •  Do not rapid-fire questions to the client; it’s not an interrogation session •  Don’t speak down about your competitors •  Don’t make false or over-exaggerated claims about your offer •  Engage professionally. No need to crude remarks and jokes •  Sales are based on relationships – learn how to create rapport. Use Training, Coaching, and Mentoring like Oxygen Ensure that you have the best training available to your sales team bit now, and also continued over time. •  Sales Training  – how to sell! •  Product Training  – your products and services •  Systems / Process Training  – the tools you use as part of your internal sales process •  Sales Coaching & Mentoring  – This service, which is usually provided by subject matter experts, extends your product or functional training with advice, guidance, and most importantly, the strategy. It’s this total combination that builds self-confidence within sales staff and turns sales into business development. Sales Coaching and Mentoring – the New Normal! Learn how to design and implement a Sales Coaching and Mentoring Program for your team by reading our website blog article  Learn More >>> Download the Art to Qualification Whitepaper Download the rev™ The Art of Sales Qualification.  We packed all this great information PLUS a heap of detailed notes on each section within a free downloadable whitepaper (way too much info for this blog). *Make sure you grab a copy of this document. This is one of the BEST tools we have created for salespeople… (The document gets Emailed RIGHT to your inbox…) This is one of the BEST tools that we’ve created for sales-focused companies. (The document gets Emailed RIGHT to your inbox…) Related Content How to Develop a Sales Process and Framework How to Create a Successful Sales Team and Process How to Do Business on LinkedIn Robert Durrant High Performance Mentor & Coach #SalesCoach #BusinessDevelopmentCoach #LeadGenerationCoach #SalesDevelopment #SalesProcess #SalesTraining #SalesProcess #SalesQualification #SalesPipeline #SkillsDevelopment #CareerDevelopment #ExecutiveCoaching #LeadershipCoach #ManagementCoach #MarketingCoach #Mentoring #MelbourneBusinessCoach #ProfessionalDevelopment

Learn how to build an effective sales team and implement a successful sales process. Building a sales team and process is one of the key tasks to achieve regardless if you’re a start-up or an existing business. It can be very easy to overlook some of the important elements of the ‘sales process’ EVEN when sales are the most important part of your business? To build a successful sales strategy, sales team, sales process, sales training, through to sales coaching and mentoring program takes an enormous amount of time. Experts should be engaged to for help and advice. No single organisation can complete all of the elements required for a successful, effective, and measurable open-to-close sales process. As a leader in business mentoring and sales coaching , Robert Durrant  has created this article which covers the essential elements that MUST be addressed to build a successful and sustainable sales program for your business. Don’t be afraid to ask for help. Firstly, you cannot possibly be an expert at this, and don’t start pushing the “we can do it all ourselves internally” attitude down onto your sales team at the start or you will never succeed. Work with experienced and reputable agencies who can help you with tools, templates, software vendors, training, and also mentoring services that will ensure that you build a sales process that suits your business type, products, industry, and of course your culture. Understanding your industry and market. Every industry and market segment has its unique ways of conducting business. The sales process for a software development firm WILL NOT work for a plumbing or trade business. It’s important to do your homework and research the industry before you start building your sales program. It’s important to understand your market (especially if you are new to it) before you move into the next section where you begin to build your strategy and plan. Create a sales strategy and plan. Strategy, Strategy, Strategy…This IS the secret of how a successful company trades in today’s competitive environment. A strategy is a growing and evolving element of your business. Before you start employing staff and contract agencies to build your sales toolkits, take the time and get the strategy and plan correctly from the beginning. Deciding your sales process. Building a repeatable, scalable sales process will make such a difference to the long-term viability of your business. There is plenty of great information on the Internet about this, but where should you start? Here are the 7-stages to any successful sales process. Qualification This is the stage where qualitative, quantitative, demographic, and psychographic research is analysed to gain insight into prospect behaviour and buying patterns. It’s where prospect identification, confirmation, and lead generation come in. Inbound marketing, social media, and content marketing efforts help generate qualified leads, greatly reduce cold calling and shorten the sales cycle considerably. Preparation This sales process stage encompasses a variety of diverse sales skills, such as meeting preparation, creating interest, anticipating and overcoming objections, presenting, consulting, and audience engagement techniques, closing gestures, follow-up … and more. Presentation Assuming you’ve got the first 2-steps completed, you now need book a meeting and presentation. The stage following the meeting and/or presentation will be determined by how well you have nailed down the prior steps and how well you perform your presentation. The key is to research, do your homework, practice and learn to improve. Proposal If you are lucky enough to get through to the proposal stage, you now need to put fingers to keyboard and build a ‘solution’ for the client which includes the investment. This is where you’re client requirements, and value benefits need to be clearly laid out and justified. Negotiation and Commitment Time to use your poker face and a bit of sucking up to the client to get the deal. If you’re lucky enough to be awarded the business (and a lot of times, hard work and preparation aside, sales comes down to timing and luck), it becomes your obligation to ensure that what you promised is delivered. Communication Account Management or Customer Relationship Management are usually dedicated roles within a company to keep internal and external contacts involved and communicated.Use your CRM system to store essential information about the client — that’s what it’s for. Continuation Account Management is an often-overlooked and underutilised stage of the process, despite containing hidden revenue-generating up and cross-sell opportunities. Mapping out your sales process. You’re ready to put pen to paper (or, mouse-to-drawing tool) to draw out your sales process. Here is how we recommend, you start this process. Start by observing Look back at the last 5 or 10 deals that closed. What were the major steps in the process? How many touchpoints were made with the customer? Roughly how long did the entire process take, and how much time elapsed between each step? Map your observations to a generic example While every sales process is different, chances are the steps you observed align at least somewhat with the common steps we outlined earlier. Your list of steps may be shorter or may include stages not listed above, but a generic example is often a good starting point. Define the prospect action that moves them to the next stage For each of the stages you define, you’ll want to have a crisp explanation of what causes a prospect to move from one stage to the next. Ideally, that reason or cause will be based upon the actions of the prospect, not the perception of the sales rep. Yes or no questions or questions with quantifiable answers are best. Iterate the process over time Devising your teams’ sales process is a job that never ends. Especially in the weeks and months after your initial research, you’ll want to continue to iterate on your work based on feedback from your team. Over the longer term, it’s likely your sales process will evolve as your team finds ways to work more efficiently and move prospects through your pipeline faster. Measuring Your Sales Process. As you define and evolve your sales process map over time, you’ll want to think about what the key metrics are that you should measure at each stage. Invest in software tools to support your sales team. Build the necessary sales toolkits to support what you are selling and also the sales process you have designed. If you download the whitepaper of this article, we have included details about each of the below • Brochures, Fact Sheets and Whitepapers • Websites • PowerPoint Templates and Demonstration videos and clips • Price Lists • Technical Data Sheets • Proposal boilerplates • Customer references. Here are a bunch of software tools that can help you to support your sales team.(Dropbox, LinkedIn, Text Expander, ToutApp, Pipedrive, and WebEx.) Have a good hiring process. Everyone is always perfect for the role, and everyone is always so keen – at the start!When it comes to hiring salespeople, be tough and don’t settle for less than what you expect. Our biggest tip is to have a good, clear job description and vision for that role for say 2-5 years maximum. It’s important that they have some knowledge of the product/service as well. However, you can teach people product and industry knowledge, but you cannot buy contacts and networks, nor teach them the art of customer service, negotiation, thinking on their feet during a sales demonstration. Keep your firing gun at the ready in your halter. Not a chance that every salesperson you hire will make it. Possibly not their fault either, not all business processes suit all individuals. Your sales process doesn’t guarantee that every hire you make will be successful. In the sales world, time is a deal killer. This applies to having a low performer on the team as well. If they are dragging along and just don’t seem like the right fit, you need to be quick to pull the trigger on letting them go. Have metrics to hold people accountable. Establishing a set of KPI’s from the beginning ensures that every member of the sales team understands their role and what they are accountable for. Just as important as the KPI’s are the reports and measurement factors.Ensure that you have regular meetings and well-designed reports (preferably from automated sales systems and not spreadsheets) that provide detailed summaries of their sales results and provide feedback, help and advice. Allow for the ramp-up period. It’s almost impossible for your sales team to meet their sales targets in the first few months. Introduce a ramp-up program that allows them to measure their progress – have them decide what these values should be (not you). I would limit this to 3-4 months, larger enterprise sales maybe can be pushed out to 6-months. Pay people right, and look after them. Commission only doesn’t work so well – it’s been proven many a time.We work on the ‘risk principle’ e.g. we invest in you with base salary and training, plus all the marketing for you to make sales. You need to invest within this same risk by taking a lower base salary and a higher commission. Over time as the business matures, this can be re-negotiated. Ensure that salespeople are focused on sales rather than paying their house mortgage.Oh! and PAY THEM THE COMMISSION THEY DESERVE – if you don’t pay, they won’t sell. Communicate like it’s your first relationship. We support the idea of working remotely, and flexible working hour principles.However, this does require a lot of communications, discipline and trust.There are tools such as email, live chat, Google Hangouts, etc. that allow you to interact wherever you are and within any time zone. Our advice is to set this scene early and avoid a mess. Try some of these techniques: • Daily e-mail wrap-ups • Morning sales huddles • Weekly 1-on-1’s • Weekly/monthly sales summaries Use Sales Training, Coaching, and Mentoring like Oxygen. Sales Training • Sales methodology • Psychology of sales • Objection handling • Pre-call planning • Meeting and Demo best practices • Target customer profile. Product Training • The origin story of the product • Functionality, including features and benefits • The target market • The product value for customers • The key business cases • Competitor landscape. Systems / Process Training • Sales process through the funnel • CRM data entry • Use of the technology stack • Executing a proof of concept • Onboarding a new customer • A central repository for sales enablement. Sales Skill Coaching & Sales Mentoring Programs Sales Coaching & Mentoring is usually provided by subject matter experts, extends your product or functional training with advice, guidance, and most importantly, the strategy. It’s this total combination that builds self-confidence within sales staff and turns sales into business development. Digital Marketing drives Sales Leads. Don’t forget that it’s an effective marketing program that will drive sales enquiries and leads. Without this, your sales team will be wasting a lot of time educating the market on who they are and what they do. WITHOUT a focused sales and marketing strategy, it doesn’t matter how much you spend on lead generation, over the long-term, you WILL NOT have a sustainable sales pipeline, and your sales team WILL waste a lot of time re-qualifying leads. Recommendations and Advice. While you can’t predict the future, we are confident that whatever vision or plan you start out with, will not be the same as you have after trading for 12-months (and that’s ok). Dynamic and successful organisations are all about adapting to this change, and meeting opportunity as it arises head-on. This characteristic also needs to reflect within the people you employ. Our best advice is to continually update your strategy and plan as your business grows and matures. However, do not lose sight of your business message, its position, and what you believe in. You also need to surround yourself with experienced people who can mentor you with advice that will build your confidence and help you to grow the business by making focused and informed decisions. Ask for our Comprehensive How-To Whitepaper Need some help to pull all of this together? We’ve packed the above, plus heaps more detailed ‘how-to’ information into a free guide available as a free download. Download our 'Creating a Successful Sales Team Guide' . This is your step-by-step document to building your company-specific sales team and sales development program. *MAKE SURE you grab a copy of this free guide.  We honestly think it’s the MOST important sales development tool. (The document immediately gets e-mailed RIGHT to your inbox…) Related Content How to Develop a Sales Process and Framework Learning the Art of Sales Qualification How to Do Business on LinkedIn Robert Durrant High Performance Mentor & Coach #SalesCoach #BusinessDevelopmentCoach #LeadGenerationCoach #SalesDevelopment #SalesProcess #SalesTraining #SalesProcess #SalesQualification #SalesPipeline #SkillsDevelopment #CareerDevelopment #ExecutiveCoaching #LeadershipCoach #ManagementCoach #MarketingCoach #Mentoring #MelbourneBusinessCoach #ProfessionalDevelopment