For me, I have never done things the easy way (I don’t learn anything that way…and I need to learn in order to help my clients be better) and I have certainly never done things the way my competitors have…why would I want to copy the behaviours of the people who are lagging behind me? So, when working with… Continue reading The Sales Habit
Or words to that effect… Shocking to see it in black and white isn’t it? But how true is it really? Consciously or unconsciously we are responding to the vibes we receive…whether you are ok with this is strictly between you and your conscience. The real impact of this unspoken reality is at the interface… Continue reading The Customer Service You Receive Here Today is Directly Related to your Attitude Towards Me!!!
If you are one of our many regular readers of this blog, or have worked with us then you know that we firmly believe in building the most effective sales, marketing and business development solutions to improve sales performance. We know that there is no one size fits all business solutions for organisations wanting sustainable,… Continue reading Sales Innovation and Leadership – NEW PROGRAM
When you recruited people into your sales team you must have seen something that convinced you that they would be a valuable asset to the team. Like many situation, most sales results fit the Bell Curve, in that most of your team will be hitting target, a few will be missing their target, and a few will… Continue reading Managing Poor Sales Performance
Recent research conducted by Nightingale Conant and their associates in to Sales Performance has confirmed what we have always believed are the key areas of differentiation between performing sales teams/organisations and those that are failing to get the results and rewards they deserve. In summary, they surveyed 2,663 sales led organisations, seeking to establish the… Continue reading What’s Stopping Your Sales Team Succeeding?
Investing in any kind of change or training program can be expensive – in time, commitment, will power and often at the cost of happy working relations, in addition to the financial cost. Many change programs are abandoned or at best unnecessarily dragged out due to a shift in focus, new personnel, low levels of buy-in, poor… Continue reading Making Sales Change Stick
Could your choice of decision maker contact be stifling your ability to close a sale? Not just close a sale, but could they also be increasing your sales cycle time, reducing your profit and increasing the cost of the sale? I think so…and here’s why sales people should always consider selling at Director level initially,… Continue reading Select Your Contacts Wisely