Business Development · Business Strategy · Funded Sales and Business Development Support · Sales Leadership · Sales Strategy · Sales Training

Beating the Competition AND Growing Your Business

Only dead fish go with the flow….and that’s a fact of nature. They hang in the water, until they putrefy, but in the meantime they’re pushed this way and that, swayed by the currents they have no control over, pushed to places they don’t want to be….. I see too many businesses like this. Those… Continue reading Beating the Competition AND Growing Your Business

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

7 Key Sales Metrics That Really Matter – Free Report

Sales is all about keeping score. Business development is worthless unless your sales pipeline and your sales funnel are both being monitored for inputs and outputs. Understanding the sales conversions at each stage as well as understanding what those numbers mean for the long and short-term sales forecast. I’ve seen businesses where the sales forecasts can rival the… Continue reading 7 Key Sales Metrics That Really Matter – Free Report

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

What Happens When the Decimal Point Disappears

Imagine the scene, 3 pm, Thursday afternoon in March. Bright blue sky visible through the boardroom window, cold and changeable weather, but not bad for the time of year. I sit opposite a Managing Director of a business I’d been working with for a few weeks. The desk held a single piece of paper. On that… Continue reading What Happens When the Decimal Point Disappears

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

Performance Management in the Sales Process – Daily, Pro-active with Remedial Action

I was with an MD a few weeks ago mapping out the sales strategy for 2014, he is a new client and whilst he had made money in 2013, the margins were shrinking and he felt his firm were being held to ransom by customers who were having their heads turned by competitors offering more commodised… Continue reading Performance Management in the Sales Process – Daily, Pro-active with Remedial Action

Sales Audit · Sales Consultancy · Sales Strategy · Sales Training

Unblocking the Sales Pipeline?

How much potential sales revenue do you have in your sales pipeline? How much of that do you think you will ever actually invoice? When do you think you will invoice it? What makes you sure of that revenue figure? Could you say specifically where those revenues will come from – what prospects – or… Continue reading Unblocking the Sales Pipeline?

Sales Audit · Sales Consultancy · Sales Innovation · Sales Leadership · Sales Management · Sales Strategy · Uncategorized

How Much Do You Really Know About Your Sales Operation?

Running a successful sales team is the best feeling in the world. Running a sales team that is working hard and getting the results they deserve is the second best feeling in the world. The worst feeling in the world is managing a sales team  that is not producing the results they want, need or… Continue reading How Much Do You Really Know About Your Sales Operation?

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