Rate of return

What Is Your Sales Strategy, How Well Does It Work

Sales Manager

Sales strategy is the fundamental element of any business plan, in the same way as strategy is fundamental to achieving anything.  Even to get from one side of the room you need a strategy – will you walk,, crawl or slither on your belly.  Depending on the circumstances each could be the most appropriate way [...]

Read the full article →

Three Essential Dimensions When Selling B2B

Sales Coach

B2B sales of services can complicated, for me at least. There are always multiple targets, and we have to find the bulls eye for each if we’re going to make the sale. B2B selling is very different to B2C and the sales process must accommodate the extra dimensions. Business Strategy In today’s controlled world businesses [...]

Read the full article →

The 7 lies in selling enterprise software

Sales Coach

Ever meet an enterprise software salesperson you could trust? While such paragons of virtue exist, they seem the exception rather than the rule. Here are 7 common lies used by some way too many enterprise solution providers during the sales process.

Read the full article →

Selling is about people.

Sales Coach

Businesses may buy what we offer, but it’s people who decide what to buy, and who from. Selling is about people – empathy, influence, leadership, support- all these are people centric dimensions of the sale. The other side of the coin are the business centric dimensions – the business imperative, return on investment and risk [...]

Read the full article →

Call as high as you can.

Sales Coach

Sales calls should be made as high in the customer organisation as possible. The sales call to the CEO will save time and take the initiative away from the buyers. Why is it that people selling things like to deal with the doorman? Ok so, that’s an outrageous exaggeration, but it grabs the attention and [...]

Read the full article →
Google Analytics Alternative