How To Build A Winning Sales Culture
Reading Time: 5 minutes Pivot to a success-oriented culture Ask a sales manager or leader if they have worked with a successful sales team, and they will say yes.… Read More »How To Build A Winning Sales Culture
RK
How B2B Sales changed in 2020
Reading Time: 2 minutes Think back to how your B2B sales team operated pre-COVID. Face-to-face meetings likely reigned. Most significantly: you probably communicated very differently to how you do… Read More »How B2B Sales changed in 2020
Bring a stalled sales deal back to the table
Reading Time: 5 minutes Many salespeople act hastily to rectify stalled deals; they might ask for too big a close or fail to address the client’s needs. Acting in… Read More »Bring a stalled sales deal back to the table
Principles for managing complex business partnerships
Reading Time: 4 minutes 1. Build common ground Many strategic partnerships begin without synthesising a shared understanding of success. For a business partnership to succeed for two or more parties,… Read More »Principles for managing complex business partnerships
Nine B2B sales questions you should be asking
Reading Time: 4 minutes B2B sales is about asking the right questions, and listening to their answers. You should ask these questions of your customers at some point in the sales cycle.
4 tips for measuring ROI from your B2B marketing campaign
Reading Time: 4 minutes Are you adopting a revenue-focused approach to planning your marketing activities? If you usually take a data-driven approach, you will need to rethink your current… Read More »4 tips for measuring ROI from your B2B marketing campaign
Do you have a long-term strategy for your business?
Reading Time: 4 minutes If not, I recommend you consider these four points: 1. Identify effective strategies to stay ahead As part of your long-term strategy, you should identify… Read More »Do you have a long-term strategy for your business?
5 Reasons You Need B2B Sales Consulting
Reading Time: 3 minutes I work with business owners who are very comfortable with the concept of hiring a sales consultant. They have made an investment which needs to… Read More »5 Reasons You Need B2B Sales Consulting
B2B sales and marketing alignment: the secret sauce
Reading Time: 4 minutes The goal of your sales and marketing teams is to drive revenue. When they are out of sync, the engine that drives your business will… Read More »B2B sales and marketing alignment: the secret sauce
Sales Management vs Sales Leadership – a question of focus
Reading Time: 4 minutes What is the difference between Sales Management and Sales Leadership? The topic of ‘manager vs leader’ is frequently discussed in business; how is the distinction… Read More »Sales Management vs Sales Leadership – a question of focus
How to build a sales development team
Reading Time: 7 minutes Are the right people playing in the right positions in your Sales Team? The case for specialisation High quality leads power up the sales engine… Read More »How to build a sales development team
7 reasons your corporate strategy will not work
Reading Time: 3 minutes Most leaders think of the reasons their strategy will succeed; they often do not know or do not want to know the reasons their strategy will not work.