Business Development · Business Strategy · Sales Change Management · Sales Strategy · Sales Training · Selling · Strategy

How to Build Value in Your Sales Pitch

If you’re able to build sufficiently high levels of perceived value in the eyes of your Buyer then your chances of securing the order increase dramatically. If that’s not enough for you then let me share some of the other great things that happen when you forget about selling and concentrate on creating and delivering… Continue reading How to Build Value in Your Sales Pitch

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 Audit · Sales Consultancy · Sales Leadership · Sales Management

Let’s Play Pin the Tail on the Donkey and Call it a Sales Forecast

Ok, I admit, this is a bit of a rant…I HATE inaccurate sales forecasts..I mean really, it’s not that tough to produce an accurate sales forecast yet few sales people rate this as high on their list of things to do. I think it’s one of the most important things a sales person has to… Continue reading Let’s Play Pin the Tail on the Donkey and Call it a Sales Forecast

Sales Audit · Sales Change Management · Sales Management · Sales Strategy · Sales Training · Solution Selling

Ok Sales Team – It’s Month End – Let’s Start Working Out What Discounts to Offer!

It’s coming up to the end of the sales month – are your sales team still selling value or are they selling discounts??? Yeah, we all know it shouldn’t happen, but it does. Robbing next months sales orders to make good on this months sales forecast and target is bad housekeeping at best – it’s… Continue reading Ok Sales Team – It’s Month End – Let’s Start Working Out What Discounts to Offer!