Business Development · Business Strategy · Funded Sales and Business Development Support · Sales Audit · Sales Strategy

Where Good Sales Leads Go To Die

I really want to get this sign made up as labels to slap across some sales pipelines I see. Pretty much in the same way health and safety specialists do, or the gas board do when you’re a student and the boiler’s condemned Extreme reaction? Not at all. Some sales pipelines are so congested that nothing… Continue reading Where Good Sales Leads Go To Die

Sales Consultancy · Sales Management · Sales Training · Solution Selling

The Cost of Doing Nothing

It seems that sales people can often spend more time selling the price of the solution than selling the solution itself. One way to prevent this happening is to ensure that the prospect fully understands the long terms costs associated with them NOT buying your solution. Only when the prospect fully understands the costs they… Continue reading The Cost of Doing Nothing

Sales Leadership · Sales Management · Sales Training · Solution Selling

You Should Never Be Too Busy For This…

If you are in sales you may have read the reports that say social media is absolutely fab, can draw in high numbers of ‘interested’ parties and can generate you more telephone numbers and emails than you know what to do with (which is true) BUT….there is still a high level of concern regarding that first… Continue reading You Should Never Be Too Busy For This…

Sales Audit · Sales Change Management · Sales Consultancy · Sales Innovation · Sales Management · Sales Strategy · Sales Turnaround

Documenting Sales Stages – Building Clarity, Transparency, and Accountability in the Sales Pipeline

Many of the turnaround projects I work on have common themes. Primarily, these can be summarised under the heading that ‘the business is working in the dark’ What does this mean? It means that the business lacks clarity, transparency, and accountability. One of the key areas where this causes the most confusion and uncertainty is in the… Continue reading Documenting Sales Stages – Building Clarity, Transparency, and Accountability in the Sales Pipeline

Sales Audit · Sales Consultancy · Sales Innovation · Sales Leadership · Sales Strategy

8 Things That Organisations Forget When Measuring Sales Performance Metrics

I am a big fan of looking at the numbers in any sales team performance – not because the numbers tell me everything, they certainly don’t. However, the numbers do focus my attention on where to start, where I can help the company score the biggest sales wins in the shortest possible time. Apart from… Continue reading 8 Things That Organisations Forget When Measuring Sales Performance Metrics

Sales Consultancy · Sales Strategy · Sales Training · Solution Selling · Uncategorized

Changing a Buyer’s Perspective – From Prospect to Buyer

No matter how good a sales person you are, you won’t be able to make a buyer do anything that they don’t want to do. Likewise, trying to extract the price you want is a wasted effort if you fail to demonstrate value and worth. Sales Performance Specialist, Sales Consultants/Sales Trainers have long studied the… Continue reading Changing a Buyer’s Perspective – From Prospect to Buyer

Sales Audit · Sales Consultancy · Sales Management · Sales Recruitment · Sales Strategy · Sales Training · Uncategorized

The Sales Enemy Within

Dear Failing Sales Person, Are you your own worse Sales Enemy? Your own personal Sales Prevention Officer? Question is: How would you know? Here are a few clues – not an exhaustive list but enough of a list to give you an indicator… Are you: Fearful of your competitors? Feel that the price you are… Continue reading The Sales Enemy Within