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Times are tough, customers are delaying decisions, business is very competitive, customers are more purchasing savvy than at any time and they really don’t want to be sold to by sales people. But...
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The starting point in the redefining of any customer facing activity should be the customer. So what has happened to the patterns of buyer behaviour that means we have to review the way we sell to...
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The first answer to the question “what can sales people do differently” is to educate their buyers, adding value by teaching them something they don’t already know. This approach takes time, skill and...
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The span of control for first line sales managers can now be is high as 12 or 15 sales people, so the amount of joint customer calls is greatly reduced. So being able to control where the sales team...
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Graphically a pipeline, often called a funnel, looks like the diagram shown here. It should contain all of the leads and prospects that you generate through marketing and business development...
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“Catch a man a fish, feed him for a day. Teach him how to fish and feed him for life” – unknown. Of all the tools available to a sales manager to drive the performance of individuals in their team,...
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I have recently been asked by a prospect if I can create sales training based on competences for specific levels of sales people. In fact, I have done this a number of times for large global...
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Those of you who follow my work will know that as well as working with my own clients I am a facilitator for CEB’s Challenger program and the various associated workshops for sales managers. Many of...
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I speak to many Heads of Sales and Sales Managers and ask the question “What is it that your sales people are missing that would make them much more effective?” It may not surprise you to find out that...
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When people talk about Business Acumen for sales people they tend to cover a wide range of skills, knowledge and behaviours that they would like sales people to demonstrate in front of a customer. Here...
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