Category Archives: Business Acumen

How to find your competitive edge and compete successfully


Product differentiation is getting harder, Me2 products are flooding the markets, quality is being commoditised, and as a result margins are being squeezed and value is at risk of being shed if we don’t know how to articulate the real value we deliver beyond product and price and demonstrate our competitive edge. With so much […]

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Sales Systems Thinking, the key to effective sales strategy and operations


As I have previously written one of our biggest issues in running effective sales operations and executing effective sales strategies is the persistence of ‘point’ or ‘silver bullet’ solutions that mislead and distract. If you recall, a point solution solves one particular problem without regard to related issues and unfortunately, point solutions often don’t deliver […]

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Survival of the Adaptive P2: Develop a well-informed sales force


This series of ‘Survival of the Adaptive’ articles will look at the key things we need to do as sales teams to contend with the many changes afoot in our 21st century world and market place. Part 2 is all about developing a well-informed sales force A decade ago, when traditional product-pushing sales were all […]

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How should sales teams adapt to changes in the marketplace?


It is a harsh reality – product demand and brand scores are down. Some contributing factors to this decline are: bad experiences with retailers or suppliers, poor responses from intermediaries, mediocre service levels, automated procurement practices, stripped down pricing, and an increased number of competitors with products that are just as good and brand names […]

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First Aid Kit for a Sales Recovery

road to recovery after a sales slump

Many of us have been there and some of us are yet to experience the gut wrenching experience when we finally, consciously realise that our sales pipeline and revenue numbers are in drastic decline and we are in deep, deep trouble. We realise all too dramatically that we are having the business and sales equivalent […]

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It’s time for Hybrid Sales Teams & Hybrid Businesses


There comes a time when we realise that amidst change we cannot keep living the old way, doing the same old things expecting different outcomes. This time has come for Product Selling. Product or Transactional Selling, especially in B2B and complex B2C, is now obsolete. However, the amount of product companies that are now finding […]

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Warren Buffett’s wisdom and effective sales team

Berkshire Hathaway Inc. CEO Warren Buffett Interview

How can we build effective sales teams for the short and long term? This is the perennial question that has been asked by sales managers and business leaders for years. The simple answer is bit by bit, over time by investing wisely in the right things. Warren Buffett knows a thing or two about investing […]

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What we cannot control in sales


Last week we talked about what we can control and influence in sales, especially in uncertain times.  This week is looking at what we cannot control in sales and how to learn to live with it.  What (and who) we cannot control Let’s face it, we operate in a complex world where many things are […]

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Why we need Sales Superheroes


Why do we need Sales Superheroes? This question and its answer became evident at the inaugural 12 Sales Trends Annual Business Breakfast hosted by Barrett.  Focusing on what to do in light of the 12 Sales Trends for 2014 – The Thinking Sales Organisation, business and sales leaders from a wide range of industries gathered […]

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