Reading Time: 3 minutes Create a collaborative sales culture Over the last few years, I have seen a decline in the ‘hero’ salesperson archetype. This is changing the makeup… Read More »Building a sales team for long term success
Reading Time: 5 minutes Impersonal automated ‘Spray and Pray’ messages If you have ever purchased a ‘one size fits all’ clothing article, you have experienced the fashion industry’s version… Read More »Don’t display these bad B2B sales behaviours
Reading Time: 4 minutes Are the best salespeople born with this rare gift, or are they made? Perhaps you have had a positive experience with that ‘one in a… Read More »Are the best salespeople born or made?
Reading Time: 5 minutes Pivot to a success-oriented sales culture Ask a sales manager or leader if they have worked with a successful sales team, and they will say… Read More »How To Build A Winning Sales Culture
Reading Time: 2 minutes Sales changed drastically in 2020. Think back to how your B2B sales team operated pre-COVID. Face-to-face meetings likely reigned. Most significantly: you probably communicated very… Read More »How B2B Sales changed in 2020
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
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.
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
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
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
Reading Time: 5 minutes Why should you increase your average deal size? Increasing the number of transactions you close can be an inefficient way to achieve your B2B sales goal.
Reading Time: 4 minutes Top sales performers leverage outcome-based selling, a consultative approach that is about understanding customer pain points and priorities.