Over the past several decades the structure of sales organisations has remained largely the same. They have been primarily based on outside field sales people who make face-to-face sales calls…
Keeping The Sale Alive With Email
First off, let’s get this straight. Email is neither the primary way to make sales nor the best way. Treat email as one of the tools you have to communicate with…
Help Prospects Count The Hidden Costs
When you’re shopping for something (whether for your household needs or your business) you are offered a range of choices. Multiple vendors, each with multiple products or services, provide you…
Infiltrate Your Competitor’s Sales Funnel
Building a sales funnel can be a lot of work: You need marketing and sales collateral, you need to get out there and aggressively fill your sales funnel with contacts,…
Unblock Your Sales Pipeline
Yeah, yeah, we all know it’s how we’ve ‘always’ forecasted probability and weighted our pipelines. Yes, for some reason all the CRM vendors’ ‘out of the box’ implementation of the…
What’s In It for the Customer?
Leaving the business case in the hands of a buyer or sales person can negatively impact sales. According to IDC’s annual 2012 Buyer Experience Study financial justification/ROI is critical to…
What Are We Teaching
Sometimes we teach the sales force unintended lessons. By not reviewing activity and outcomes, we teach the sales force that taking the activities and achieving the outcomes they need isn’t…
How to Give Every Employee Customised Leadership Advice
Virtually every corporate and academic leadership development programme is founded on the same model – we call it the formulaic model. It tries to collect all the various approaches to…
The Essential Attributes of Successful Sales Managers
The single most common mistake that organisations make is promoting their number one sales person into the role of sales manager, thereby depriving themselves in a single stroke of their…
Think…A Lot
It’s a difficult year for a lot of sales people. The world is changing rapidly, and every new headline contains information that seems to impact business in a significant way.…