Understanding Selling and Sales Management

The Sales Manager’s Dilemma

Nobody should generalise about sales managers. There are so many different types of business, and so many different ways of making them work. There are so many different approaches a sales manager can take. But there’s one dilemma most sales managers confront constantly. Stuck between the CEO’s need for revenue, sales guys complaints about product [...]

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Send Your Best Sales Guy On Every Call

Sales Manager

Would you send your best sales guy on every call if you could? You know, the one who seems to have a special knack of asking the right questions, and understanding the answers. The one who’s sales forecast always turns out to be the most accurate. The one who knows when to hold the cards, [...]

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Your Own Sales Coach Online

Sales Coach

At last sales professionals can have their very own sales coach – online. At all hours of day and night, anywhere in the world, they can check their sales plan against a database of best practice. The coach gives an immediate assessment of the degree of qualification for the deal, and a list of recommendations. [...]

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B2B Selling Isn’t Black Magic

Sales Manager

Selling B2B products or services doesn’t involve any form of magic, black or any other colour. But it does require discipline and focus. There needs to be a process everybody understands, including the prospect. There needs to be attention to detail, with no stone unturned in the search for clarity. There must be teamwork – [...]

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The New Sales Manager’s 3 Brown Envelopes

Sales Stories

This new sales manager received the coaching he needed in the brown envelopes he found in his desk, on the first morning. His predecessor had kindly passed on the advice he’d himself received from the guy who was there before. Advice for New Sales Managers is one of our Sales Stories from the Front Line, in [...]

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The Salesman and His Magic Pen

Sales Stories

This story about the salesman’s magic pen illustrates how the smallest detail, or idea, can make a big difference in any sale. It’s another in our Sales stories from the front line series – tales sales professionals tell in order to get their point across. Stories from the front line are counter intuitive and funny, [...]

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Selling to Sales People With War Stories

Sales Stories

How do sales people sell to other sales guys? You might think they get very technical, preening themselves with demonstrations of their intellect. You might think they brag about past achievements and future opportunities. In each case you’d be right, but mostly they sell using stories. Sometimes those stories are true and others they’re fiction. They’re [...]

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Two Words Made Him A Millionaire

Sales Stories

In every sale there’s more money to be made than the seller thinks. And yes, that means you and your deals. Here’s an interesting story which illustrates the point, but before we get into the tale, lets agree every sale is made at a point where buyer and seller agree to contract for a given [...]

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Selling From A Different Direction

Sales Stories

Are there times when you’d do better approaching sales from the other direction. Times when the prospect doesn’t seem to be listening, even though your value proposition should be exciting. Times when the customer won’t even think about something new. There’s an interesting story from way back which ranks at the top of sales manager [...]

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