Category Archives: Sales Strategy

What does a successful sales team & culture look like?

happy-sales-team

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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How to link your Business Strategy to Sales Strategy

business-strategy-and-sales-strategy

For too long now sales has lived in the shadow of corporate and marketing strategies, but these tend to provide limited direction. They are usually too broad and generalised or too narrow, only focused on financial results. That makes them of little tangible value in the pragmatic world doing business. That being said Selling is […]

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Sales Trend 5 – The move to Micro Sales Segmentation

micro sales segmentation

Since 2009 we have been publishing our Annual 12 Sales Trends reports. It has been very interesting to see the speed at which these trends are taking hold and becoming the new normal in business. Here is the fifth Sales Trend for 2014 – The Move to Micro Sales Segmentation. In 2014 sales teams are […]

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What we cannot control in sales

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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How to give your sales force a competitive advantage

Competitive Advantage

Which sales trends will most affect your business? How can you make the most of these changes? How can you steer your sales strategy to deliver sustainable results? How can you give your sales force a competitive advantage? These questions were posed at the inaugural 12 Sales Trends Annual Business Breakfast hosted by Barrett.  Focusing […]

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Industry Experience and Product Knowledge aren’t enough

same

As much as people want Sales to be considered a science the reality is that Sales has always combined a collection of facts with human judgments (or estimates). What this means is that there is no analytic approach that can single-handedly guarantee sales success. Result – Sales is likely to always be a mixture of […]

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What’s influencing your customers’ buying decisions?

shopping cart with question mark

Product demand and brand scores are down and the reasons are tough to manage. There are a multitude of factors influencing buyers, some are within our control and many are not. Factors such as bad experiences with retailers and intermediaries, mediocre service levels, the increasing number of competitors with similar products and brands, cheaper pricing […]

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So What Does Being Strategic Really Mean?

Hand drawing a game strategy

With sales under pressure to perform in a market where differentiation has almost disappeared and so many products and services are becoming ‘commoditised’,leaders and management are looking for an effective alternative. Everywhere you turn these days companies are (or want to be)’strategic‘. The challenge is, many business leaders and their management generally don’t say what […]

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