Ever noticed what I call ‘Backyard Syndrome‘? Here are a few examples: A company delivers learning services – but its staff never get to go on any training. A builder has a great reputation for the quality of his work – but his own house is a series of unfinished projects A trainer delivers presentation [...]
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Do you want to be a jack-of-all-trades or a specialist? To be successful it is important to understand what is core to your business. Once you’ve understood the core and how to work it most effectively you can decide how much time and resource can be spent focusing on other areas. This is as true [...]
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I conduct lots of sales coaching sessions with different individuals. It is often the case that time is spent reviewing and qualifying their biggest and brightest opportunities. What is interesting is that the level of questioning undertaken with the customer is often at what I would call Level 1. It needs to be deeper. Asking [...]
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Thanks to everyone for the feedback received following my previous post, “Sales 2.0 – are you an early adopter?”. In the post I provided a beginners guide to Sales 2.0 and used LinkedIn as an example of how you are likely to be already using Sales 2.0 technologies in your everyday activities. Nigel Edelshain of [...]
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I’ve always been a fan of using visualisation as a tool to help achieve success. We accept visualisation as a means to achieve higher impact in activities such as sport yet when it comes to sales, the people I coach often view the exercises we work through with some skepticism – at first. Visualisation is [...]
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Demonstrating your product or solution at the right time and to the right people is key to high value selling. If you’re engaged with the decision maker and are following a business fit and value-based sales approach it may be that you don’t show them your solution at all. However, the likelihood is you will [...]
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This is a common subject, particuarly amongst sales managers. I recently conducted a similar exercise with a team who, to their credit, were all interested in how they could become more successful. A US-based organisation Extraordinary Sales Performance Institute recently released a report listing the 12 things top reps do better than anyone else. They [...]
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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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