Customer

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 CEO Close – What Is It. How To Use It

Sales Coach

Close the sale like your CEO would. This technique is friendly, fun and best of all functional – as in it works – unlike most of the tricks you’ll hear about. There’s a popular myth about Closing The Sale. In sales folklore, the ability to close deals is the superstar’s secret sauce. Somehow the superhero [...]

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4 Sales Styles for B Players

Sales Coach

Most sales people adopt a style which fits with their personality, influenced by their organisations and management, of course. We figure there are four basic categories of sales style. Which of these best describes yours. Believers The Believers are guys who talk to themselves in the mirror every morning, reinforcing their confidence to withstand the [...]

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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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Getting CRM Right 1st Time

CRM

You can avoid the CRM mistake everybody makes and here I’ll explain how you can do it. Ok, maybe the “everybody” is an exaggeration . Obviously I don’t know everybody who’s tried to implement CRM, so let me clarify by saying this is the mistake made by everybody I do know has tried – and [...]

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Is Customer Trust Helping or Hurting

SPPM

Customer Trust is one of several factors we look at in Sales Team Performance Management. Working at activity rates, sales skills, and lead generation is quite pointless if prospects don’t trust the business they’re talking to. On the other hand credibility or reputation – brand trust – can make up for a host of problems [...]

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Why Did You Lose That Deal

SPPM

Sales Team Performance Management – STPM – sounds like a consultants pitch for a new project, and in some ways it is. In other ways its a simple concept every business should understand, and in yet more its a combination of information, systems and processes. The one thing it isn’t (for the moment at least) [...]

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What Makes a Superstar Sales Manager

Sales Manager

What do great sales managers do differently from the merely good sales managers? How do they stand out from the crowd when the head hunters start looking around? When the recession bites, or when market dynamics go against them, how do they keep their jobs while all about them are losing theirs? Good sales managers [...]

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CRM Isn’t About Customers

CRM

The term CRM, the strategy of customer relationship management and the software system to support it, all leapt into business thinking at the start of the 21st. century. It was a misnomer then, and has been ever since. But it has been a very effective way of persuading big corporations to buy more software. By [...]

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