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5 Principles of Sales Excellence
The 5 Principles of Sales Excellence maximises the efficiency & productivity of your sales efforts. Companies spend somewhere between 5% to 15% of revenue on their Sales Professionals & if you really want to focus on growth this is around 20% of revenue. How...
Being A Great Account Manager!
What makes a "great" Account Manager? Has the role of the Account Manager changed much over the years when we consider changes in buyers behaviours, additive technology and automation of routine tasks through AI? The answer to that question is of course yes it has....
Own Your Personal Development
A trio of lists focusing on Personal Development. One is all about excuses you may have heard why people don't invest in their personal development. Two is all about what you can do to own your personal development. Three highlights the benefits to you of taking...
Set Sales Targets That Get Smashed!
How to improve your Sales by setting Sales Targets the SMART way It’s not actually easy to set targets with no basis. It’d be like talking about how high you’re going to build a tower, without knowing how much material you have or if the foundations are secure....
Missing Your Quota? Then Up Your Call Rate
Making that One Extra Sales Call Recently I made a video post on LinkedIn about doing an extra sales call a day to smash your targets and get your bonus. https://youtu.be/k4Zfp9LLZAQ What quickly developed was an excellent thread with some great debate and expert...
How to Create a Winning Sales Culture
Creating a winning sales culture should not be that big a deal Transforming an underperforming sales team into a well-oiled sales machine doesn't happen by luck. Yet many companies try to grow sales by simply putting more pressure on the sales team, reminding them of...
8 tips to get you past the Gatekeeper
Are you familiar with the term ‘The GateKeeper". This the individual whose job it is to prevent people getting access to the Decision-Maker. Typically, this is a personal assistant or a secretary, but in some companies, it is even the receptionist or switchboard...
Take control of your Sales Pipeline
The Sales Pipeline is a veritable playground for any Sales Manager, but, many don't know how to play the game of Sales Pipeline Management. I've become increasing interested to understand how effective Sales Managers are in translating the data in their Sales Pipeline...
6 “must haves” in great Account Plans
Account Plans should help you think like your customer thinks and not like you or your company thinks I have seen 1000's of Account Plans. Some have been very good & some have been very bad. I have seen Account Plans look like works of Shakespeare or written on...
Turning Post Call Reporting into great sales insights
The three bastions of Sales Execution are Account Planning, Pre Call Planning and Post Call Reporting. In this article I am focusing on how to create great sales insights from Post Call Reporting. Why do we need Post Call Reports? Post Call Reports are used to...
Pre Call Planning wins more business!
Lets deal with this head on: 59.1% of inside account executives are attaining quota And 65.0% of outside account executives are attaining quota There are many reasons for this but I believe this is largely down to the quality of Sales Execution & specifically the...
The 8 Wonders of Sales Management
The job of managing a sales team is a tough one. It could be argued that it's the toughest job in Sales Having practiced Sales Management for many years I have experienced the almost Jekyll & Hyde life you live of being there for your team & being there for...
When is the best time to make a Sales call?
Simplifying the Science of Sales. So you’ve got your Sales head on. You read my blog on Valuing People and Its Relationship to Prospecting. You’re not going to read from a script, you’re going to ask all about the client to make sure you’re really helping them out...
Valuing people & its relationship to prospecting
What your customers think of you might differ quite drastically from how you perceive yourself; 17% of Sales Professionals think they’re pushy, compared to 50% of prospects. This means there is 33% of Salespeople who are being pushy who are absolutely oblivious to it....
Become A Great Sales Coach
Being a great Sales Coach is a differentiator when it comes the results of sales teams and the results of individual sales professionals. The quality of a Sales Coach has a direct impact on sales performance whilst also positively impacting attrition rates when it...
Weekly Sales Meetings Drive More Sales
Conducting Weekly Sales Meetings is a skill. It's a skill that is often incorrectly assumed to be second nature to any Sales Manager. But like most assumptions it’s someway of the mark. In Sales Excellence Principle 3 - Sales Leadership I take you through a set of...
Do you need Senior Sales Professionals
What's the Senior Sales Professional thing all about... Why is this addition to an already perfect description being seen more & more? I can see only see two possible reasons; It plays to the ego of a sales generation that is adding value to a company through...
5 Sales Targets Setting Checks for More Sales
Achieving a sales target is the primary goal of all sales organisations as well as all sales professionals. You're coming to the end of the year so it's the right time to check that you're correctly setting your sales targets for the next year. Are you seeing the...
Social Media is Killing Networking
If you are seduced by the shortcut of social media you might also believe that face to face networking has had its day. After all, every contact you’d ever need is just a click or a phone call away… My motivation to write this article came from a most brilliant post...
Sales And Marketing Alignment
Why Is Sales and Marketing Alignment So Important? Brings knowledge of your customers into the company. Helps you serve your customers better. Informs the development of better CVP’s for the future. Improves your top-line and bottom-line growth. You would have...
5 Attributes That Make Goals Stick
Are your goals sticky? A week into this New Year, and “Dry” January became “No alcohol drinking in the house”-uary. Here we are three weeks later and it’s (d)evolved into “Only drinking alcohol in the house” when West Ham United are playing football on TV. Recently I...
3 Behaviours that win business
U.S. companies spend over $900 billion on their sales forces, which is three times more than they spend on all ad media. Sales is, by far, the most expensive part of strategy execution for most firms. Yet, on average, companies deliver only 50% to 60% of the financial...
Focus on 3 cultures to win the prize hidden in an aligned organisation.
56% of aligned organisations met their revenue goals, and 19% beat their goals. Among misaligned organisations, by comparison, just 37% met their revenue goals, and just 7% beat them. (Act-On Sales & Marketing Alignment Survey, 2015) Aligned organisations achieve...
Need A Hand With That?
Give me a shout and I’ll be more than happy to help you on your sales journey!