May 15, 2019 Comment off
Creating Compelling Customer Value Propositions
Key account management (KAM) has evolved radically over the last five years or so. The traditional focus of managing a large customer relationship is still tacit, but today a more sophisticated business model is required. Customers and suppliers seek to co-create value – and KAM is the perfect way to achieve this. When key account […]
May 15, 2019 Comment off
The Best Way to Celebrate Sales and Lead Generation
We take a look at how to unite your sales and marketing teams by creating unity, developing peer-to-peer recognition and keeping the forward momentum going. A Match Made in Heaven, Gone Wrong? Sales and marketing are a match made in heaven… or at least they should be. And as with any good match, it’s important to […]
April 18, 2019 Comment off
How Setting Smart Goals Can Create a Sales Surge
Speak to any salesperson and they’ll tell you that their role is all about goals. Meeting their personal goals, exceeding their team’s goals, wanting to earn incentivised goals, achieving the goals laid out to them by their mentor – the list goes on. So if your sales reps only have one goal then you know […]
April 18, 2019 Comment off
6 Traits of Highly Successful Sales Managers
The role of the sales manager has changed immeasurably in recent years as the industry constantly evolves. Sales approaches that worked in the past are no longer relevant and the way people buy is unrecognisable to even a few years ago. As a result, the sales manager’s key task is to ensure they have the […]
March 13, 2019 Comment off
How to Sell in the Era of the Educated Buyer
So how do you sell in this era of the educated buyer? You create a team of smarter sellers. When I speak with other B2B sales leaders, I am most concerned with how they feel completely caught off guard in this era of the educated buyer. I do admit that the change has been swift: […]
February 13, 2019 Comment off
Why Are Millennials Outpacing the Pack in B2B Sales?
If you’re like Albert Einstein, and subscribe to the belief that experience is the best teacher, then you’d be reasonable to expect that millennial sales pros lag behind B2B selling veterans. I mean, we’re talking about a profession that benefits from deep business knowledge, an expansive network, and knowing how to navigate intimidating C-suites with […]
February 13, 2019 Comment off
Confirm These 3 Things and Move Everyone Closer to a Sale
With the start of a new year, it seems almost anything is possible, even presenting a more accurate sales forecast. Face it. Forecasting is stressful, and it almost always brings up uncertainty as to which deals might close by end of the month or quarter. While guess work is not a reliable strategy, building a […]
January 16, 2019 Comment off
8 Habits of a Great Sales Manager
Like many new sales managers, perhaps you landed in your leadership role based on your ability to sell. You were a fantastic salesperson who constantly hit (and shattered) goals and quickly rose to the top. You probably didn’t get your sales manager job by being a great manager. Many don’t know the first thing about […]
December 6, 2018 Comment off
The Logical Levels of High Performing Sales Teams
I am often asked, “What ways can you use NLP to create high performing Sales teams?” When creating a high performing team or refining an existing team, it is important to go through the logical levels of high performance which was created by Robert Dilts. Imagine you see your team as this high-performance garden. Green […]
December 6, 2018 Comment off
4 Types of Businesses That Can Benefit From Sales Leaderboards
Sales leaderboards are becoming increasingly popular in the modern workplace as a tool to incentivize and engage employees. Here are 4 types of businesses that can benefit… Sales leaderboards are becoming increasingly popular in the modern workplace as a tool to incentivize and engage employees. By combining real-time recognition and gamification aspects, leaderboards provide a […]