Sales

How To Be Successful in Sales – Without Being Great

Do good customers buy from bad sales people? How come there are so many really bad sales people making money in this world when the professional guys are finding life hard? If you’re the CEO and wondering why that difficult, unsociable, lazy, good for nothing rep makes more money than you do? Or if you’re [...]

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Recognising Bad Sales Managers

Sales Manager

A bad sales manager can be more damaging to the business than almost anybody else. The problem is s/he appears to be one of the team and yet undermines the most important function – winning and keeping customers. It can take a long time for the bad sales manager to get found out, and even [...]

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The Power of Lose/Lose Selling

Sales Strategies and Tactics

Do you have a Magic Move in your sales process? Is there a silver bullet in your sales strategy? If so what is it? How often does it work? How do you know it’s the secret making the difference between hero and zero? I’m no fan of all those self improvement books which teach you [...]

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Best of the Business Internet – July 30th.

Business Internet

Actually this is a “best of” covering the last two weeks. Somehow I never got to the newsletter last week so we’ll cover both this time around – keeping my comments to a minimum. It’s my update so I can choose my own stuff, of course. In 11 Ways We Solve Your Business Infomation Problems [...]

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The Sales Secret You Shouldn’t Need

Sales Coach

The Sales Secret -how many times have you read about this special tip which will turn your life around, transforming you into the top producer? I’ve read too many, much to my annoyance. In fact when the need to get really angry about something comes over me that’s where I go, to read what some [...]

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Do You Have An Inbound Marketing Sales Strategy

Business Internet

Image by Intersection Consulting via Flickr Do you have an Inbound Marketing Sales Strategy. How did you develop it and how well does it work? How do you know? Surely marketing is marketing and sales is sales. The two are different beasts – aren’t they? The question arises because an organisation I’m associated [...]

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Selling Gets Harder Every Day

Business Internet

In the race to the bottom selling gets harder each day and the customer always wins. Selling anything these days is harder than it used to be. The noble (some would say black) art of sales is supposed to be easier. With all these possibilities for meeting and influencing customers in blogs and social networks [...]

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4 Sales Tools to Increase Productivity

Sales Manager

Four simple Sales Tools can make the difference between the average sales performer and the Ninja superstar. They have nothing to do with clever tricks or motivating philosophies. They have everything to do with being organised, focused and productive. Anybody responsible for sales, from the raw recruit to the Managing Consultant, will produce more revenue [...]

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Now Everybody Has a Front Office

Management Built In

Front Office is rapidly becoming a modern generic term. Everybody seems to be recognising the need to have a Front Office, but I wonder if they’ve done the extra thinking about processes and systems. Without the right philosophy and tools any Front Office is nothing more than a new name for the typical call centre, [...]

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CEO Guide to Sales Management – Introduction

Surviving Sales Management

The CEO rarely has any experience of sales management. The boss typically has a finance or maybe operations background. That’s probably because sales managers, (and the sales guys they started out as) have a different skill set. Getting the best out of others through collaboration, communication and compromise isn’t what sales people typically do. They’re [...]

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