Two Minute Pre sales Meeting Booster
It is the time of year where most sales people will be focusing on how they are going to achieve their objectives for next year. We often prepare for meetings, […]
Persuasion – Why Do People Buy?
People buy when there is a gap between their current situation and their ideal situation. It is essential at the pre-presentation (sales investigation) stage that we find out the gaps […]
What Kind Of Customer Are You Targeting?
Not all customers behave the same way because they are motivated by different things. Cost-Oriented Customers Focus largely or exclusively on the cost of the product or service, will want […]
Integrating People with Technology To Drive Transformational Service Delivery
Effective service delivery can be transformed by the effective and clever integration of appropriate technology. Anybody who has ordered over the internet and received an instant confirmation email showing everything […]
How Value Chains Mature – The Dangers of Creeping Commoditisation
Many organisations are dealing with the issue where parts (all?) of their market-place are commoditising, i.e. where the customer perceives the product/service they are purchasing is sufficiently understood by them […]
The Difference Between Those In Sales Management Positions That Can Add Value And Those That Can’t
This year has shown that in tough times some approaches are more effective than others, some sales leaders really do shown a navigable path through to improved performance, whilst other […]
Are You In The Zone?
We are all familiar with being in our Comfort Zone, but what about the other performance/behaviour zones that can help you focus on being more effective and understand why you […]
Being In The Matrix – There Is No Spoon*
Matrix structures are sometimes the only effective way of deploying a multi-dimensional strategy. The problem is they are beyond many organisations’ maturity to successfully execute. In fact some attempts have […]
Time Management
As a salesperson, how many hours do you believe are available on average to you each year for selling? No. of days in a year = 365 days Less weekends […]
Ten Growth Areas in Key Account Management
One of the most dynamic areas of the sales process is Key Account Management (we’re using the term generically, there are differing variations like Global Account Management, Enterprise Wide Selling […]