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The risk of failing to talk about risk
Plenty of time and effort is put into talking up the benefits of our products and services in a selling situation. Salespeople often focus on why the benefits are important to our clients and how our...
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Salespeople need to become financial managers
In late 2012, we published the detailed 49 page 12 Sales Trends Report for 2013 and released a brief summary of each sales trend in December 2012. In it was the sales trend: Salespeople becoming...
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Why ‘point solutions’ ruin sales operations
What is a ‘point solution’? A point solution solves one particular problem without regard to related issues. Point solutions are usually called for when there is a need to fix a specific problem or...
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Tips for using email and web leads effectively in sales
Sales can be made in several ways: Face-to-face, over the phone, web-based, direct mail or via email. With the plethora of internet businesses now transacting sales online you’d be forgiven for...
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What is the lifetime value of customers?
You’ve no doubt heard again and again that your customers are valuable to your business. But do you know just how valuable they are? Can you define how profitable each customer, or each customer...
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Sales psychology essentials: How Theory of Mind works
When we interact and work with people (customers, colleagues, managers, friends, family, etc.) it is important to be able to interpret and understand where the other person is coming from – their...
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Is anyone listening to me? Sales communication is a two-way street
We've talked long and hard about how salespeople need to listen, listen, listen to the client. Not just hear but really listen to what is being said, how it is being said and so forth. Seeking to...
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Never forget, selling is a 'doing' job – a quality doing job
Every week we can learn something new about ourselves, our business, our clients and markets even if we have been in sales for many years. However, we can only learn something new if we take the risk...
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The university of selling
Until now, there has been no officially recognised benchmark for selling at tertiary level nor salespeople who can claim a university qualification as their own.On the other hand accounting, finance,...
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Why managing sales inputs leads to sales disaster
'Selling is a numbers game' has been said more times than any of us care to remember. And yes, numbers are critical to sales; however, some organisations place far too much emphasis on managing the...
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Corporate social responsibility at the sales coalface – no more only 'what's...
Imagine our organisations making people feel good because they bought from us; imagine people changing their behaviours for the better because our organisations showed them how; imagine the kinds of...
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Buyer beware of trademark scams and scammers
As much as we promote and encourage honourable and effective selling and buying practices, it is just as important to keep an eye open for the latest scams and scammers looking for unsuspecting...
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Is your business customer focused or customer centric?
As with many things these days, words or expressions get bandied about with little regard for what they really mean. For instance, when we ask people how they define ‘prospecting’, the overwhelming...
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Customers are in control of the buying process
In December 2012, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. This month we are focusing on the sales trend: customers in control of the buying...
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If questions deliver answers, what questions deliver sales?
It is well known that questions deliver answers. The real question in sales is: ‘What questions deliver sales results?’Asking questions and listening are at the heart of any effective selling...
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Breaking the chain of ignorance: How to up the pace of transformation
In December 2012, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. This month we are focusing on the sales trend "Breaking the chain of ignorance – upping...
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Does your sales team or culture need a detox?
It doesn't take much to sow the seeds of discontent in business today, and the potential for creating dysfunctional, "toxic" sales teams and culture is much easier than you think. There are so many...
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How many clients and sales are you losing out the back door?
Keeping clients onboard and engaged with your business is just as important as your sales team finding new business sales with new and existing clients. However, many businesses do not pay enough...
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Delivering real value beyond product and price
In December 2012, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. This month we are focusing on the sales trend, "Delivering real value beyond product and...
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Are your invisible sales managers losing you sales?
The number one priority for any sales manager is to lead and drive the effective sales performance of their sales team. The only way a sales manager can achieve this is by being available and...
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