Category Archives: Education in Sales

Why we can all benefit from thinking like a ‘freak’

Why-we-can-all-benefit-from-thinking-like-a-freak

Steven Levitt, the co-author of Freakonomics, SuperFreakonomics, Think like a Freak and When to Rob a Bank, defines thinking like a freak as: “…putting away your moral compass and not worrying about what the answer “should” be, but focusing on what the answer really is. It means thinking hard about causality. It means going beyond […]

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Don’t die wondering, the real secret to sales success – Part II of II: the person

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How many times have we all been tempted to click on a link that offers us ‘the secret of sales success’ only to find a website or article that is promising a silver bullet ‘if only you do this one thing’ which doesn’t help us at all? As I mentioned last week, the business of […]

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Hone your targeting skills to win more sales

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Investing quality time with prospects delivers better margins and displaces your competitors. One of the time-tested methods for surviving a tough or slow economy is to home in on prospects who match the profile of your most successful customers. This may sound like Sales 101 but it’s worth your attention right now because when times […]

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‘How to manage and help salesmen’ – valuable lessons from 1960

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You might be taken aback by the sexist nature of the title of this article ‘How to manage and help salesmen’. However, if you take into account that this title comes from a book written in 1960 by Charles B. Roth you might be a bit more forgiving. I was given this book by my […]

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Is your sales problem really a sales leadership problem?

Is-your-sales-problem-really-a-sales-leadership-problem

Of course every business wants their sales people to prospect more, close more sales, produce more consistent sales results, achieve their sales targets/budgets, have happy, loyal clients, and so on. Some of the most common questions we hear from sales managers, sales leaders and CEOs are:  ‘How do we get our sales people to sell […]

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Why I want to tell you what to do, but I won’t, even if I know better

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We’ve all been there How many times do we want to tell our clients what to do? After only a few sentences uttered by them we, of course, know immediately what their issue is. We’ve seen it 10s or 100s of times before. It seems so obvious to us what they should do. “If only […]

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Why Sales is still the elephant in the room

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Have you noticed that nearly everyone you meet from CEOs and leaders to professionals services firms, not-for-profits and universities, to the people in the street want to do anything but actually sell and talk about sales? Many of them will tell you that they want to grow their businesses, deliver better revenue and profits, drive […]

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How Retail Discount Advertising negatively impacts B2B Sales – Part II

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How to shift the conversation from Price to Value In last week’s post we talked about how –given that every business executive is a consumer, and the amount of discount sales in the retail sector- the expectation of ‘better price’ is impacting B2B sales. We concluded that a more pragmatic approach is needed, based on […]

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The power of Sales Process Maps to deliver best sales practice

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Most new salespeople are thrown in the deep end when it comes to sales induction. “Here go out with Josephine, our best sales person and be like her.” Most salespeople, in general, are given no articulated sales process which means there’s nothing specific to be coached or trained to or to follow. In sales teams […]

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Sales Trend 2 – The Silent Majority

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Sales Trend 2 from our 12 Sales Trends for 2017 report is about the new salesperson stereotype. The history of sales methodologies and sales people is full of twists and turns. With a few excellent –or at least well-intentioned– ways of selling and many others that are the complete opposite. There was a time when […]

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