Customer Management

What Do You Call A Salesman You Can Trust

Sales Coach

What do call a salesman you can trust (or saleswoman of course), if you can find one? Sales people are paid to persuade you to buy stuff you don’t want. They get a commission when they can, and fired when they can’t. Like journalists they tell you what you want to hear, and not what [...]

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The Sales Skill Everybody Needs

Sales Coach

Is there a single skill more important than any other for sales people? What do you think? Is it tenacity, or is it bravery? Or maybe it’s a sunny personality? Perhaps its a thick skin? Putting ourselves in a position where we’re a nuisance, or worse, trying to engage others interest in what we have [...]

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Another Nail in the CRM Coffin

CRM

Typical CRM software doesn’t work, for customer management or customer service. We’ve written extensively on how Business Process Reengineering and CRM projects have disenfranchised customers. At times its felt like yelling at the sea, but now there’s a new dimension to our thoughts about management best practice built into systems. Gartner agrees with us, or [...]

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Always be prepared to walk away.

Sales Coach

Being ready to qualify out of a sale usually will mean we don’t have too. Some sales deals we just don’t need, or want. When the customer gets too difficult, wanting too much for too little, we should qualify out of the sale and walk away from the deal. Strangely, always being prepared to walk [...]

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4 Essentials for Success in Sales

Sales Coach

Successful sales people display the same characteristics in my experience, but those characteristics aren’t the ones most people would expect. They don’t include ambitious, aggressive, gregarious, social, pushy, or any of another 20 we might think of. But they do include the qualities we would look for when wanting to buy from somebody! That shouldn’t [...]

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7 Measures of Sales Performance in Relationship Management

Sales Manager

A measure of relationship management is a crucial element of sales performance.  Once the customer relationship has been established, the sales guys job should be about driving more value from it.  This isn’t just the age old difference between hunters and farmers.  Sales reps charged with farming an account should also be hunting out new [...]

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Top Sales Performers Help People Buy

Sales Coach

The sales guy who contributes his/her specialist knowledge to help make sure the customer buys the right thing wins easy business, at the best prices,

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My Customers Are Smarter Than Me

Sales Coach

Are yours smarter than you? Experience has taught me there are two basic personality types in selling. One which cares THAT the customer buys, and another that cares WHAT the customer buys. I’ve come across plenty of the first type and even worked with a few, but always preferred to be the second. The reason [...]

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Qualifying Sales With Content

Sales Coach

In my experience there are two types of salesman (male or female). One who cares THAT the customer buys, and another who cares WHAT the customer buys. The hit and run guy will take any order, for the commission check. The other guy is selling to get satisfied customers who pay top dollar and give [...]

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