oi

Category Archives: Sales Results

Using ‘Intelligent Practice’ to enhance Sales Mastery & Results

using-intelligent-practice- to-enhance-sales-mastery-and-results

In a time poor world, many people including sales leaders and salespeople often bemoan the fact that they cannot seem to make time for important things like continued professional development, coaching, and thorough planning thus leaving their evolution and sales results to chance. Rushing through the day, responding to ‘urgent’ matters and deadlines, getting in […]

Be the 1st to vote.

Read more ...

12 things we’ve learned so far about Selling Better in a 21st Century world

My team and I have been studying sales teams, salespeople, sales operating systems, sales strategies, sales processes, and sales cultures across a wide variety of industries in the public and private sectors, N4P and government since 1995 and we have seen and learned a lot of things. Here is some of what we have learned: […]

Read more ...

Less IS More when it comes to Sales Planning & Market Segmentation

less-is-more

Less Is More when it comes to doing good strategy, sales planning and market segmentation. As Michael Porter, Professor and ‘Father’ of Competitive Strategy (Harvard Business School), says: The essence of good strategy is choosing what not to do; The essence of strategy is that you must set limits on what you are trying to […]

Be the 1st to vote.

Read more ...

Sales Trend 6: Moving CX & HX – really it’s all about people now

BarrettSalesTrends2018-logo-Sales-Trend-6-moving-CX-and-HX-really-its-all-about-people-now

Sales Trend 6 of Barrett’s 12 Sales Trends for 2018 is about the ‘human experience’ in businesses and sales. The terms Customer Experience and Customer Centric have been around for some time. These terms are now referred to in shorthand as CX. Now a new term is emerging – HX, the Human Experience. What does […]

Be the 1st to vote.

Read more ...

6 Tips on How to Sell Value and Reposition Price

sell-value-and-reposition-price

One of the most widely reported reasons for a sale to stall is price. Salespeople often get stuck in the price conversation that only leads to the selling organisation discounting their offer, or the prospect going with another provider. But it needn’t be this way. Clients and prospects get into these conversations because there’s nothing […]

Read more ...

Is your organisation your worst ‘Sales Blocker’?

Many articles have been written about the many, many excuses salespeople come up with as to why they haven’t hit their sales targets, why they find it hard to sell, and so on. The accusatory finger always seems to be pointing at the salespeople. And sometimes this is fair, however, there are many reasons why […]

Be the 1st to vote.

Read more ...

Is your sales team Sinking or Swimming?

Even with the wide availability of information, sales training resources and systems to get salespeople up to speed and selling, too many salespeople are still being thrown in the deep end without any support or induction, and are expected to sell. Now, if you are an experienced salesperson you would probably navigate your way fairly […]

Be the 1st to vote.

Read more ...

We all want better sales performance, but what works best?

we-all-want-better-sales-performance-but-what-works-best

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 […]

Read more ...

How Sales and Marketing can excel in a world in flux

BarrettSalesTrends2018-logo-Sales-Trend-8-How-Sales-and-Marketing-can-excel-in-a-World-in-Flux

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. […]

Be the 1st to vote.

Read more ...

Want to find & own uncontested markets? Try Blue Ocean Strategy

you-never-change-things-by-fighting-the-existing-reality-to-change-something-build-buckminster-fuller

In today’s cluttered business landscape and global marketplace, finding uncontested markets to sell into and own, free of competition, at least for the foreseeable future, is getting harder, and harder and harder. Developing innovative ideas that turn into something new, unique and viable, are not easy to copy, and deliver revenue and healthy margins is […]

Be the 1st to vote.

Read more ...

How can we help?

New Article Notification

Receive an email when new articles are added to the blog.

Ads by Google




Categories

Archives