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Category Archives: Strategy

Sales Strategy: Ditch short-termism for robust sales strategies that drive more & better sales now & over the long-term

end-short-termism

‘If you don’t know where you’re going, every road will lead you nowhere’. This famous quote is usually attributed to the master strategist and politician, Winston Churchill. Why have I led with this quote? Sadly, in today’s busy, noisy and complex world, this quote represents a common state of affairs for many organisations’ CEOs, Executive […]

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Sales Trend 2 – The case for long-term focus

BarrettSalesTrends2018-logo-Sales-Trend-2-the-case-for-long-term-focus

Sales Trend 2 of the Barrett 12 Sales Trends for 2018 Report is the case for long-term focus and strategy. It’s no news that most businesses are focused on the short-term, living from quarter to quarter, and that although there’s ongoing argument about whether there’s enough evidence or not to say that long-term businesses perform […]

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Is an Organic Growth Strategy a better way to go?

organic-growth

How do I grow my business? How do I get a better ROI? How do I get more profitable sales? How do I attract and convert more customer? These are some of questions entrepreneurs, business owners, CEOs and sales leaders ask on daily basis. And rightly so. We need to ask questions of ourselves and […]

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

purposeful sales system

I know, I know, I know. How many times have we seen the ‘Secrets to Sales Success’ plastered over the internet only to be left disappointed? Usually, these ‘secrets’, once you look into them, either leave you feeling duped because of the unethical biases they take, or you are left with lots of little bits […]

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Rethinking our economy… How do we sell in a Circular Economy with Doughnut Economics?

achieving doughnut economics

Go out on a limb It’s hard not to notice that we all have quite a bit on our agendas; lots of things competing for our time and attention; too many things that are likely to leave us feeling overwhelmed, overloaded and often confused. People are asking lots of questions, e.g.:  Which way to turn? […]

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Why Sales is still the elephant in the room

The-Elephant-in-the-room

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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HOPE is not a Sales Strategy

Is-hope-a-sales-strategy

Whilst hope isn’t a sales strategy, without the right ingredients failure is certain The protocol for developing a sales strategy is fundamentally different to that used for other business strategies. Even the thinking that drives a sales strategy is somewhat different to that which drives marketing strategies. Here are a few guidelines: The golden rule […]

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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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