Sales

Is Customer Trust Helping or Hurting

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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What’s New About Sales Team Performance Management

SPPM

Sales Team Performance Management moves selling – the worlds second oldest profession – into the modern era. It adapts the concept of continuous improvement, made popular by Japanese manufacturing, to the whirlpool of market dynamics. It focuses as much on those dimensions the sales force can’t control as it does the ones it can. The [...]

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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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How Can Business Owners Manage Sales People

Sales Manager

For business owners managing sales people can be a problem. Selling can seem a black art, with its own concept’s, language and rules. How can anybody who doesn’t understand the black art manage staff who do? Meanwhile entrepreneurs need sales people to grow their business, and therefore they need to manage them. In this article [...]

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6 Secrets to Small Business Sales Management

SPPM

Learning how to manage sales in a small business is no simple challenge. There aren’t (m)any training courses which suit, there are no books (yet, watch this space), and hiring people who know how to do it is beyond the resources of most. The majority of small business owners have to learn this inexact science [...]

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A New Perspective on Social Media?

Internet Enabled Business

Our social media sales strategy deliberations moved on considerably today, and then hit another wall of confusion. We spent the morning talking about our experiences using networks to reach and influence people. That reinforced our conviction. We’d been asked to talk to friends who manage a golf club. They’d heard some of the stories about [...]

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Sales Strategy for Handling Price Objections

Sales Manager

Does your sales strategy include the use of price as a strategic tool for helping control conversations with customers and closing deals? And I don’t mean using discount to win deals! The critical success factor for most businesses is price integrity. Maximise your prices and a healthy bottom line just naturally follows. The reverse is [...]

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Pricing Strategy for Rainmakers

Sales Coach

What’s your pricing strategy for B2B sales? How do you decide the price customers should pay, and then persuade them to go along? How often is your idea of the right price accepted by prospects? How much revenue and margin do you lose when they just won’t agree? If your answers to these questions are [...]

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3 Ways To Get Smart With Sales Operations

Sales Manager

Sophisticated sales management software tools for building a small business are hard to find, but we have some you might find interesting. When you’re on top of the 3 Simple Tools for Small Business Success it’s time to get smart with implementing your sales strategy. Getting smart requires a quantum shift in thinking, because the [...]

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