Leadership in Uncertain Times

By / / Attitudes & Behaviours, Business Acumen, Education in Sales, Sales Leadership, Sales Management

In December 2012, like in the previous years, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. Throughout the year we will look into each of them a little deeper. This month we are focusing on the Sales Trend “Leadership in uncertain times”.

Extreme uncertainty is the new norm.  Living in a constant state of fear and anxiety only leads to more fear and anxiety. Research shows that highly distracted or stressed people don’t and can’t innovate and change and without purposeful leadership and reason …

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Mastering the Sales Management Essentials

By / / Attitudes & Behaviours, Business Acumen, Coaching, Education in Sales, Sales Coaching, Sales Forecasting, Sales Leadership, Sales Management

What are the Sales Management Essentials and how do we master them?  Well firstly Sales management and leadership is not about selling!

In fact when one examines the role of the modern sales leader it quickly becomes evident that there just isn’t time to sell. Equipping sales leaders to perform the tasks for which they are responsible, and sustaining the momentum of the sales force in its drive for incremental value and volume, at the same time as continuously improving the customer experience, is a challenge that demands a high degree of maturity, dedication, …

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First, people buy the salesperson

By / / Attitudes & Behaviours, Communication, Complex Selling & Transactional Selling, Customer Service, Education in Sales, Sales Skills

Here’s a simple reality… Prospects and customers buy the salesperson first during every sales call – or they don’t buy at all.

In any major sale, especially Business-to-Business (B2B) or complex Business-to-Consumer sales, the prospect or customer makes a predictable series of buying decisions that lead to a final purchasing decision. The first and perhaps the most important of these is:

                ‘Do I buy what this salesperson is saying?’

This decision is always made before the prospect or customer will seriously consider factors such as your product or service offering and price.  Yet many

First, people buy the salesperson Read Post »

On your marks… Get set… GO!

By / / Attitudes & Behaviours, Education in Sales, Life Skills, Sales Training, Self Development, Self Promotion, Success

A prosperous life after elite sport is critically important to elite athletes as many of them have dedicated the best part of their lives (some into their 30’s) pursing excellence in their chosen sport often leaving education or business pursuits on the side.  These elite athletes know that achieving excellence in sport requires dedication, determination, discipline and sacrifice.  So what do you do career wise after a life in elite sport?  Or what can you do business wise while still pursuing your sporting goals?

These are just two of the many questions asked by the ACE (Athlete Career & Education) advisors …

On your marks… Get set… GO! Read Post »

The polarisation of selling & buying

By / / Attitudes & Behaviours, Complex Selling & Transactional Selling, Education in Sales, Sales Driven Organisations

Watch out for polarisation of sales strategies and sales teams as the middle ground begins to disappear in 2012. We will see leaders re-think their sales force structures and go-to-market strategies as products commoditise and real margin value shifts to ideas, education, innovation and results.  ‘The Polarisation of selling & buying’ is the 9th Sales Trend for 2012 voted by our readers.

In the 21st Century a sales-driven organisation needs …

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Hot bath turned cold – ditch the Rah Rah

By / / Attitudes & Behaviours, Coaching, Education in Sales, Sales Coaching, Sales Culture, Sales Results, Sales Skills, Sales Training

Have you ever heard the expression “Hot bath turned cold’? Perhaps not, however if you have been involved in the sales training industry or sales management it is a term that is synonymous with the quick, sheep dip, Rah Rah motivational sessions that business leaders and sales managers run for their sales people in the hope that they will sell more.   Sadly the opposite is true.  At the very best these ‘hot bath’ motivation techniques can provide entertainment value, however at worst they can do more harm than …

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What customers really want from their suppliers

By / / Attitudes & Behaviours, Competition, Customer Service, Education in Sales

Most salespeople will be quick to tell you that their customers say what they care most about is product and price. It goes further. When salespeople lose out on a deal the first thing they tell management is that the product quality wasn’t up to scratch or the price was too high.

Yet the studies we have conducted and most of the feedback we get from our clients’ customers is that the most important thing is having a What customers really want from their suppliers Read Post »

How do your clients really perceive you?

By / / Attitudes & Behaviours, Business Acumen, Communication, Education in Sales, Mindful selling, Prospecting, Role Clarity, Sales Coaching, Sales Culture, Sales Leadership, Sales Relationships

Perception is reality. So what do your clients really think of you? Would you be happy with how they perceive you? Are they thinking any of the following when they think about you and your company?:

  • ‘I’m so glad I’ve met you; my life/business is better off for knowing you.’
    or
  • ‘Oh that guy (gal), yeh they’re pretty good’
    or
  • ‘They’re nice but I don’t always have the time to chat with them’
    or
  • ‘That arrogant so and so’
    or
  • ‘Aghhh, I don’t trust them, get them out of my office now’
    or
  • ‘Who?’

    • Good relationships take time and effort to build and create something really valuable …

    How do your clients really perceive you? Read Post »

    Stop talking Price and talk Value instead

    By / / Attitudes & Behaviours, Brand & Reputation, Complex Selling & Transactional Selling, Education in Sales, Sales Tips

    We have been exploring the increasing spate of businesses and sales people complaining about ‘price’ being their biggest issue when it comes to not closing enough sales.

    “Our prices are higher than our rivals. That’s the main reason for us losing business opportunities…” We have heard that statement at just about every sales training course we have ever run.  Not just in Australia, but across much of the world.

    In our opinion using the price argument is a lazy excuse: blaming high prices for the failing to get a deal is an easy way out for

    Stop talking Price and talk Value instead Read Post »

    Solution Selling Isn’t as Dead as Some People Thought!

    By / / Attitudes & Behaviours, Business Acumen, Communication, Customer Service, Education in Sales, Mindful selling, Sales Culture, Sales Driven Organisations, Sales Skills, Sales Tips

    Once upon a time, a long, long time ago, salespeople had a clearly defined role. They called on prospective customers, asked a lot of questions in an attempt to understand their customer’s needs, and in many instances they inadvertently helped their customers crystalise their thinking and clarify their needs. At that time salespeople controlled the sales process and comfortably directed their buyers. And buyers were happy to be led because they didn’t know any better.

    Back in the 1970’s salespeople had an important role to play in providing …

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