And that’s when the penny dropped…so we packed up and all went out for Chinese food and a few beers. A good night was had by all. The day didn’t start like that though. A client I’d worked with before had called me up a few weeks before to say they wanted to increase their… Continue reading Change is Inevitable…
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
My brother’s new in town and he wants to meet new people, would you mind having a coffee/beer with him…he doesn’t know anyone, he’s been away from people for a while and he’s desperate to share his stories, and he’s kind of still to find his feet…you’d be doing me such an enormous favour…please? I owe… Continue reading Will You Meet My Brother for Coffee?
There is no doubt in the minds of some of the sales teams I’ve work with that the recession has made people meaner….not personally, but definitely professionally. The complaint is that buyers are pushing harder for discounts, competitors are dropping prices and buying business, buyers are only buying on cost and not considering the product/service… Continue reading Price Perceptions – Recession or New Reality
When was the last time you got a REAL value added sell from a sales person? I am referring to a time when you got a sales pitch that really demonstrated value to you and your business, and where the service or product you were considering was discussed in terms that were directly relevant to… Continue reading The Real Value Added Sell
Investing in any kind of change or training program can be expensive – in time, commitment, will power and often at the cost of happy working relations, in addition to the financial cost. Many change programs are abandoned or at best unnecessarily dragged out due to a shift in focus, new personnel, low levels of buy-in, poor… Continue reading Making Sales Change Stick