Category Archives: Sales Results

What if we sell better instead of only selling more?

selling better instead of selling more

What if we aimed to sell better instead of focusing on only selling more? At risk of giving every sales manager and business leader a coronary with this question, especially if we are running behind on our sales targets, I would like us to consider the following proposition. ‘Strive not to be the best company […]

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Top 13 Sales Issues for businesses in 2014

13 common Sales Problems

As we get close to our celebration of 20 years in business we thought we would share with you the most common and critical sales problems that are affecting sales teams large and small, across all sorts of markets and industries in 2014. Here they are: Businesses not making sales quota overall Not enough salespeople […]

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What does a successful sales team & culture look like?


Creating a viable, healthy, fit, and robust sales team and supporting culture takes effort, consistent effort. It doesn’t happen by chance. We have to be able to hold in our grasp –our thinking, our frame of reference– several aspects including purpose, strategy, performance standards, people, competition, change, technology, and of course, all of the variables […]

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5 things you can do to improve your sales results now

5 things you can do to improve your sales results now

Yes, the world of business and especially B2B selling is getting more complex every day. Buyers’ decision making processes, especially on larger deals, are taking longer, up to 20% longer than 5 years ago. And the decision making process usually involves a range of people not just one key decision maker. Making a good sale […]

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How to avoid the 7 deadly sins of selling


The first objective of effective sales training and coaching is to help us, salespeople, become aware of any bad habits we may have developed over time. The next objective is to admit that these bad sales habits are deterrents to our success. By breaking these bad habits down and see them for what they are […]

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How to build a High Performance Sales Unit


How does one go about building a high performance sales unit? What does a high performance sales person actually look like? What needs to be in place for high performance sales to flourish? These and other questions are on the minds of many sales leaders, and if they are not they should be. They are […]

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Why ‘Point Solutions’ ruin sales operations


What is a Point Solution? A point solution solves one particular problem without regard to related issues. Point solutions are usually called for when there is a need to fix a specific problem or fast-track the implementation of a new service. Unfortunately, point solutions often don’t deliver meaningful or sustainable results. The sales training/consulting industry […]

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Why managing sales inputs leads to sales disaster


‘Selling is a numbers game’ has been said more times than any of us care to remember.  And yes, numbers are critical to sales, however some organisations place far too much emphasis on the managing the numbers, especially their obsession with their salespeople’s input activities – i.e. number for prospecting (cold) calls, client meetings, numbers […]

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Customers are in control of the buying process


In December 2012, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. This month we are focusing on the Sales Trend “Customers in control of the buying process”. It is good practice for salespeople to control the sales process. At least that is the conventional wisdom driving the way […]

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Questions deliver answers. What questions deliver sales?


It is well known that questions deliver answers.  The real question in sales is ‘What questions deliver sales results?’  Asking questions and listening are at the heart of any effective selling situation.  Questioning and listening are critical; without them you have salespeople conducting monologues to an audience of bored, disengaged, frustrated customers.  Any self-respecting sales […]

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