Sales Audit · Sales Consultancy · Sales Innovation · Sales Leadership · Sales Management

Sales 2.0 – Catch Up or Get Caught Out

As anyone who reads my blog regularly knows – I have a love hate relationship with the term Sales 2.0 – personally although it’s called Sales 2.0, I would rather it be called Sales and Marketing 2.0. If we look at the basic definition of Marketing – taking your product/service to the prospect’s playgrounds and… Continue reading Sales 2.0 – Catch Up or Get Caught Out

Sales Audit · Sales Consultancy · Sales Management · Sales Strategy

Rant Alert – Sales 2.0

If I have to read another ‘thought leadership’ piece about how sales people within Sales 2.0 have to be authentic, genuine, non-manipulative, and avoid high pressure sales techniques, I am likely to do something for which my future self with be very ashamed…. Great, successful, professional sales people have ALWAYS operated in this way!! This… Continue reading Rant Alert – Sales 2.0

Sales Audit · Sales Consultancy · Sales Innovation · Sales Leadership · Sales Management

Key Sales Metrics to Watch – Make or Break

Some of the first things I look at in any sales team turn around are: What is being measured? How it is being measured? Why it’s being measured? How that information is being used? Is this the most empirical reporting of this information – is it the most basic? What gates are used in the… Continue reading Key Sales Metrics to Watch – Make or Break

Sales Audit · Sales Consultancy · Sales Leadership · Sales Management · Sales Strategy

10 Tips for Lazy Sales Managers

Sometimes when running a Sales Team you need to have all the information and performance data at your fingertips on a very regular basis – maybe every 5 minutes depending on the size of the team and the industry you are involved in…and that’s great, you can do what you need to do as the… Continue reading 10 Tips for Lazy Sales Managers

Sales Consultancy · Sales Innovation · Sales Leadership · Sales Management · Sales Strategy · Sales Training

Hire on Skills – Fire on Attitude

You may all have heard of ‘Hire on Skills – Fire on Attitude? Well, I’ve always found it to be very true, and even more so in recent months…. I spent some time monitoring a small sales team last year. One Business Development Manager had an identical sales pitch regardless of who he presented to,… Continue reading Hire on Skills – Fire on Attitude