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Originally posted on B2B Sales Improvement and Business Development Solutions:
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…

Sales Audit · Sales Consultancy · Sales Recruitment · Sales Strategy · Sales Training

Sales Recruitment – What’s the Cost?

Too often I find myself working with organisations that have a history that fits the following pattern; Their new sales recruits either leave within the first 2 months or are there for life….and very few fall in between these two extremes. The organisations are forced to consider… Is it that the on boarding was ineffective in… Continue reading Sales Recruitment – What’s the Cost?

Sales Audit · Sales Consultancy · Sales Recruitment · Sales Strategy · Sales Training

Reducing Prices to Boost Sales? Don’t Do it!!!

Sales is a very simple concept…the skill is to find those prospects that may, at some point,  display a propensity to buy a certain service or product you are offering; and, depending on where they are in their potential buying process will dictate the how they are dealt with by the sales person. Propensity to… Continue reading Reducing Prices to Boost Sales? Don’t Do it!!!

Sales Consultancy · Sales Recruitment · Sales Strategy · Sales Training · Solution Selling

Sales – A Change Of View

The role of the sales person has changed, this change will continue. This change has been forced on the sales industry as a direct result of how buyers and decision makers are selecting who to do business with. As information becomes more freely available, buyers are often more aware of what their business needs are and what solutions… Continue reading Sales – A Change Of View

Sales Consultancy · Sales Strategy

Avoiding Failure in the Sales Process

Over the years I have performed a lot of Sales Audits – some have been simply looking at sales performance and sales outputs whilst others have been a more comprehensive insight and investigation into the product/service/customer opinion and routes to market. The sales audits have been done in many industries; finance, recruitment, business services, packaging;… Continue reading Avoiding Failure in the Sales Process

Sales Consultancy · Sales Recruitment · Sales Strategy · Sales Training · Solution Selling

Sales Performance Related Pay – Rewards Schemes for the Sales Team

It would seem intuitive to suggest that linking additional rewards to additional outputs would be a win for both stakeholders and shareholders, but is this really the case? In many organisations the Stakeholders (sales team and sales management) and Shareholder’s views and needs are polar opposites… the former wants the highest rewards for the lowest… Continue reading Sales Performance Related Pay – Rewards Schemes for the Sales Team

Sales Consultancy · Sales Recruitment · Sales Strategy · Sales Training

First Sales Meeting of 2013

So it’s your first sales meeting back after Christmas. New Year is a vague memory and hopefully you still have the sales team intact after what went off at the Christmas party….now, early January 2013 and it’s your time to rally the sales team and get them motivated to smash targets in the next quarter…… Continue reading First Sales Meeting of 2013