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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 Leadership · Sales Management · Sales Training · Solution Selling

If Your Prospect Shows You…

….who they really are during the negotiation stage, believe them.   Consider this… When the buyer’s primary concern is who is selling at the lowest rate this week…. Or maybe… who’s got the best deal on…. Or they think ‘Let’s wait until the end of the month to buy, we’ll get a better deal then…’ And even, my… Continue reading If Your Prospect Shows You…

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 Consultancy · Sales Management · Sales Strategy · Sales Turnaround

What is Poor Sales Forecasting Costing You?

You may be the kind of Sales Leader who loves sales meetings, or you may find they cause you more confusion than clarity, create more disappointment than hope…so in answer to a query that came in last week, here are a few hints and tips about running a solid sales meeting where you get clarity and sanity. You… Continue reading What is Poor Sales Forecasting Costing You?

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!

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