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Sales is Dead! Long live Sales!
The first time I saw Arthur Miller’s ’Death of a Salesman’; I came to the conclusion that being in sales would be hell. It is still a mystery to me why I ended up, years later and against all my best intentions, in a sales role. Maybe it was because I got a company...
5 Sales Mistakes to avoid when growing a B2B business
Pretty much every CEO or owner of an established midsized B2B business has the dream to take their business to the next level. There are, however, a range of common and easy mistakes that most businesses make when trying to increase sales revenue. Learn how to avoid...
Thinking about hiring a Sales Advisor? Ponder these 6 check-points!
Choosing the right “Sales Advisor” is crucial to achieving business objectives in a way that plays to an organisation’s unique strenghts and opportunities. Applying the right criteria and asking some pertinent questions is a good start.
3 things to do before you hire sales people.
The quality of your onboarding process for your new sales hire is the biggest factor in getting productivity fast.
Pssst! Want to write another Business Plan? 5 ways to make it better!
Are you thinking about writing yet another Business Plan with the intention to grow revenue? If you work like most organizations, you will look at best-practice, analytics, CRM reports and KPIs, possibly taking industry analyst views into account. The eye is firmly...
To grow your business you hire sales reps. NOT!
The hiring and firing of sales people in complex B2B markets seems to become and increasing issue. It puts the breaks on business growth.
What’s needed are three crucial steps before you hire.
How to Think and Act Disruptively. Innovation is useless UNLESS it creates real value.
Developing disruptive strategies dominate leadership discussions in all businesses these days. The reason ‘why’ is clear. The ‘how-to’ is not.
It is widely accepted that an organisation needs ‘to innovate to be disruptive’.
Down to Earth Business Planning with Blue Ocean Strategy (BOS)
Blue Ocean Strategy is not just about Innovation – it is about Customer Value
Sales Management has never been harder. 7 Essentials.
The question arises: How do you to make sales a core competency that differentiates you in the eyes of the customer, but has also relentless focus on delivering revenue? Here the essentials:
Role plays for Sales Recruitment? Does it work?
Talk about role plays and observe the cringe factor! Leaning back, arms crossed, disrupted eye contact, deep breath……..and there are the muttered words: “That old chestnut. Well, we all know they don’t really work. Do they?
Getting Sales Role – Plays right – Make them REAL
Nothing in sales training has a cringe factor like role play. Why? Because it’s not what really happens. Because nobody takes them seriously. Because it’s terrible to do this in front of peer.
Fact is: if you want to learn new ways of doing things – the simple truth is, we have to practise them. Intellectualising is simple – doing is difficult. So, how can you make role plays a good experience and an effective learning tool.
The emperor’s new clothes – Leadership is about ACTION
Finally, this article “The Four Pillars of Blue Ocean Leadership” by Kim & Mauborgne is challenging the status quo of traditional leadership thinking : “Focus on the values, qualities and behavioural styles that make for good leadership under the assumption that...
The Challenger Sale
"The Challenger Sale"- Great Methodology - Two Big Assumptions"The Challenger Sale" (Dickson/Adams) excites the sales community. It promises an end to therapy questions like "what keeps you awake at night" with endless relationship building methodologies. Indeed the...