In recent months, I have deliberately chosen to start each week by writing down this statement:
‘Be open to great opportunities’
This statement appears at the top of my To Do list book that I take with me everywhere.
It is handwritten and highlighted with yellow highlighter.
I have chosen to do this for several reasons:
What are YOU doing to create space for opportunities? Read Post »
We all want better sales performance and, as I mentioned last week, there are different ways to get there. A good starting point to understand what your team needs to sell better and improve their performance is assessing where they need help.
For example, through an attitude and activity based questionnaire you can measure if people avoid making phone calls to prospect, if they hesitate to prospect, and self-promote for new business. You can also identify how much initiative, energy and drive an individual devotes to proactive sales prospecting and the amount of energy spent …
Are your salespeople stumbling at hello? Read Post »
Most of us will agree that as sales leaders we want better and more consistent sales performance. The approaches on how to get there, however, vary greatly.
Some tactics offer a temporary lift in sales while other strategies deliver more sustainable changes and lifts in performance over the long term.
We’ve outlined three different approaches organisations take to improve sales performance and their impact.
Effect
Result score out of 10
Popularity
9
Long term effectiveness
2
Team building
7
Risk
5
Return on investment
3
This is by far the most popular choice amongst sales managers and business leaders. However, the question that needs to be asked …
We all want better sales performance, but what works best? Read Post »
I have been writing about Trust in sales and business for many years; however, this year has seen a rise in my output on this topic, especially with the fallout from the Banking Royal Commission with posts such as:
The Flight to Ethical Selling – how the banks can avoid a royal commission
What does Selling Better mean for customers and shareholder return?
What are the biggest issues facing CEOs and sales leaders today?
Yet, trust is the heartbeat of business, sales and society.
Without this life force pumping vitality through our collective systems every day …
Trust is the heartbeat of business, sales and society Read Post »
Sales Essentials Video Tips Series
Sue Barrett explains the importance of not pushing for your prospect’s time.
…
Do You Have a Moment to Speak? – SEVT Read Post »
In this sales trend from the Barrett’s 12 Sales Trends Report for 2018, David Hubbard explains what sales and marketing can do working together to excel at generating revenue.
Who’s in flux? The Buyer. They have dramatically changed how they identify, evaluate and purchase solutions over the past 10 years, and they continue to evolve. Every member of the buyer team for B2B and considered B2C purchases has instant mobile access to the information they need throughout each stage of their purchasing process. Even when they are fully engaged with us, they are constantly interacting with our competitor’s information.
As a …
How Sales and Marketing can excel in a world in flux Read Post »
Sales Essentials Video Tips Series
Sue Barrett discusses how you can maintain your competitive edge in the ever changing world of sales.
…
Keeping Your Competitive Edge Read Post »
Have you ever tried to persuade someone about the merits of a new idea, service or initiative?
Most surely you have. Countless times.
People do this all the time, since we were born; in our personal, professional and community lives. It is part of being human.
So how did your efforts go?
Did you get their attention?
Did you manage to convince them to adopt your idea?
Did you both get what you wanted out of the exchange?
Did you feel satisfied that you made a positive impact?
Maybe. Maybe not.
It all depends on how well you were able to enlist all the skills and qualities of good …
Selling isn’t only for salespeople Read Post »
Sales Essentials Video Tips Series
Sue Barrett explains how you can help to avoid losing sales and close sales more confidently.
…
How to Confidently Close Sales – SEVT Read Post »
Have you ever worked with someone who was really effective in one role but then promoted to other roles, usually management, and ended having no idea and no real capacity to fulfil that role in a competent manner?
Chances are your answer is ‘yes’.
This is a common occurrence in many organisations where people are continually promoted until they are no longer effective in their roles – basically they rise to their level of incompetence. This is referred to as the Peter Principle which was highlighted by Dr. Laurence J. Peter in 1969.
Basically, the problem arises when the skills that makes someone …
The alarming findings about the Peter Principle & Sales Managers Read Post »