I’ve had a packed week. Lots of travel, customer meetings, writing reports, working late every night & delivering two half-day customised sales development workshops. On the one hand I am reflecting on a good week, on the other I am acutely aware I have done very little prospecting. It’s easy to feel busy when you’re [...]
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I spent time with a new client earlier this week whose sales force is 90% telephone based. What impressed me was the volume of calls going out (okay, that’s the job – I know). However, this got me thinking about my experiences over the last 8-10 years where ‘activity’ levels often (not always I hasten [...]
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Key to a successful career in sales is having the ability to cross-sell. It’s generally agreed that it’s easier to sell more to a current customer (happy, of course) than it is to persuade a new prospect to take the plunge and buy from you. Sales managers are often guilty of glossing over the detail [...]
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A friend recently had her top ’90′s Indie tunes played on Dermot O’Leary’s BBC2 radio show . I’ve been thinking about it ever since so thought I’d share my top 8 here (5 fast, 3 slow – those are the rules). I was going to make a half-hearted attempt at linking the fact you can listen [...]
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How much do you know about your customer’s goals and objectives, their challenges and concerns? Anything? On a scale of 1 – 10 where 10 is “everything” what sort of interest have you taken in them and their world? Are you more concerned with securing meetings to go and talk about your product and how [...]
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The easiest thing to do in this economy is to stop spending money unless it’s absolutely critical. Interestingly what falls into the “absolutely critical” bucket varies from company to company, big and small. Training seems to often falls outside this bucket. I’ve always thought this strange considering 99% of all businesses, if not 100% rely [...]
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Thanks for taking a look at my blog. My intention is to use this space as an opportunity to provide reflections on the world of high value sales. Although there are many terms out there – strategic sales, solution sales, high value selling etc in my experience to be successful it really boils down to [...]
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