Category Archives: Sales Strategy

Solution versus Product Selling

product-versus-solution-selling

Today it is almost impossible to meet a product salesperson in the business-to-business sector. Everyone sells ‘solutions’ hoping they can charge a premium or perform some miracle that will instantly differentiate them from their competitors. And management – often ignorant of the subtle differences between selling products or services and selling solutions – become frustrated […]

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Are customer surveys useless?

are customer surveys useless

There is no doubt that automation saves time and money. It improves efficiencies and very often eliminates human error. But what happens to companies when they try to automate all of their customer interactions in an attempt to cut costs and yet still give the appearance of caring? In other words, what bad business decision-making […]

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Why we need Progressive Approximation to design an effective sales strategy

asymptote_progressive_approximation

In the world of big data, the abundance of information, complex systems and the need to use good judgement to make sound decisions, many people, often overwhelmed by too many variables, default to single moments of truth, black and white solutions, and the promise of the ‘right’ answer in an attempt to solve the challenges […]

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What you need to drive your sales strategy

rush-hour-driving-your-sales-strategy

The frequently used business model of having sales under marketing, and therefore not having a separate sales strategy is no longer effective in today’s complex market place. Sales strategies developed by non-sales driven executives tend to be little more than tactical ways to support the marketing drive, brand equity, corporate philosophy and/or the value/volume targets. […]

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How to give every salesperson the best start to their sales career

This is how most salespeople are inducted into their sales careers: “Welcome to our team, Rebecca. It’s great to have you on board. Here is your list of ABC accounts and the products brochure which outlines all the products we sell. I also want you to meet our best salesperson, Ben. He is awesome. As […]

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Without a Strategic Sales Force, you are doomed to fail

strategic sales force

A strategic sales force – one driven by a focused sales strategy and robust sales operation framework rather than a panel-beaten corporate / marketing strategy or territory plan for capturing incremental share of spend, is a highly treasured asset. A strategic sales force will deliver better results for the organisation’s customers and as a result, […]

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Sales Trend 5 – The Way We Sell Around Here

Sales Trend 5 from the Barrett 12 Sales Trends for 2016 Report is ‘The way we sell around here’. The Sales Dream – A low cost, high performing sales force that delivers more sales at better margins to increasingly loyal customers. Sounds like some utopian vision. Not necessarily. This sales trend highlights the best practices […]

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Sales Trend 4 – Sales & Marketing Unite

Marketing and Sales Unite

Sales Trend 4 of Barrett’s 12 Sales Trends for 2016 is Sales & Marketing Unite. For too many years there have been various degrees of finger-pointing and strained relations between the Sales and Marketing departments, and in too many cases open hostility. The ‘us and them’ approach has kept these two important disciplines at arms’ […]

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How to create a new sales routine that delivers results

if-you-do-not-change-direction

We all know that creating a better sales team, better sales culture, better sales leadership and better sales strategy that delivers better sales results does not happen by attending the occasional sales training workshop. Though it doesn’t stop sales leaders from opting for the ‘quick fix’ annual sales workshop to show that they are ‘doing […]

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12 Sales Trends for 2016: Sales Trend 1 – Beyond Profit Erosion

12-sales-trends-2016-trend-one-Beyond-Profit-Erosion

Sales Trend 1 of Barrett 12 Sales Trends for 2016 is “Beyond Profit Erosion”. After decades of revenue and profit growth markets are no longer what they used to be. The current situation of profit erosion has been decades in the making with a combination of factors including: Low interest rates and the abundance of […]

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