Sales process

What’s Your Sales Model

Sales Strategies and Tactics

What do we mean by Sales Model and why is it important?  And isn’t this all a little too intellectual?  Why are we wasting time talking about theory while, out there, people are spending money with somebody else? These are all good questions.  If you are the sort of sales professional who can sell anything [...]

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Automated Sales Management Could Be a Reality Soon

Sales Forecast

Will we see systems for automating sales management soon? With today’s competitive markets, and corporate demands for more performance at lower costs, there has to be a compelling business case. Smart software already makes operations more efficient, and cost effective in other applications. Many services which used to be personal and labour intensive are now [...]

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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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4 Roles for Management in Your Sales Team

SPPM

Does Sales Management mean there’s management in sales? How many roles are there in sales for management? And does that management add any value or simply get in the way? This is a complex question anybody involved in selling needs to understand. Learning to manage the management should be the first class in sales training, [...]

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How to Define Your Sales Problem

Sales Strategies and Tactics

Do you think you have a sales problem?   If so you’re in good company.  And you’re also wrong.  You don’t have a sales problem.  You have a strategy problem.  The assumptions you made about market, and customers, and your operations don’t fit with reality. Rework the strategy, based on fact rather than assumptions, to solve [...]

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6 Golden Rules For Success in Sales

Sales Coach

How many golden rules are there for achieving success in selling? Probably hundreds. In fact you’ll find plenty in this blog. But there are some which stand head and shoulders above the rest. This article focuses on six which apply to any sale, of any product or service, in any business. 1 – Call As [...]

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Sales Management Principles and Best Practice

Sales Manager

Are you looking for templates to develop your sales strategy? If so you’re in the right place. Welcome. The mission of this blog is passing on our experience, gained over 30 years, of developing and executing strategic sales management. Naturally we don’t know the specifics of your business, market and resources so can’t relate our [...]

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10 Challenges for Your Sales Strategy

Sales Strategies and Tactics

Do you have a sales strategy checklist – a number of questions, or challenges, your strategy needs to address? Writing a strategy for selling, whether for a market, a team, or even an individual deal, can be tricky. There’s a danger of building incorrect assumptions into the thinking. Testing every assumption avoids that danger, or [...]

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The Good, The Bad and The Ugly Sales Guys

Sales Forecast

What’s the difference between good and bad sales people,and how can you assess them. Is it activity rates, close rates, total sales, or margin, or customer satisfaction? Maybe it’s just making target quarter after quarter. The red meat issue, for those who don’t know about selling, is activity. It’s a simple measure, and easy to [...]

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