Sales Process
How do I find the time for a Sales Mentor?
When it comes to working with a Sales Mentor, you might have many unanswered questions such as will they make me more efficient? What service do they actually offer? And what will I need to do when working with one? That’s why in this post we’re diving into all things Sales Mentors to explore how…
Read MoreShould you be using AI in sales?
When it comes to deciding whether AI in sales can positively impact a business, there are many factors that must be considered. We’ve said many times that sales is all about people: It’s about the talent you recruit into your team and about the way you train and lead them. It’s also about the quirky…
Read MoreIs a Sales Mentor strategic or tactical?
How do people react when you explain what you do? It’s always interesting to see whether the response is enthusiastic or politely passive. But more than this, do people actually get it? You know in detail what you do – and in the context of your industry it makes complete sense. But most conversations are…
Read MoreWhat are the benefits of a part-time Sales Director?
Many growing businesses don’t consider the advantages of hiring a part-time Sales Director. Business owners think of employing a Sales Director as a binary decision: when we’re big enough I can employ a Sales Director. Until then I’ll manage without. The problem is, this is not how your customers behave. As your business grows there’ll…
Read MoreThree steps guaranteed to boost sales team effectiveness
If you’re really short on time, the ways to boost sales team effectiveness can probably be summarised in three words: Direction, leadership and skills. Business owners often stress about recruiting the right sales person – then spend more time worrying about whether they’ve done the right thing. Yet in our experience the biggest determining factor…
Read MoreThe importance of sales funnel metrics
Sales is all about the numbers, right? If you’re in a sales job and you’re falling short of budget then you’ll have questions to answer. In some organisations if you miss target for three months in a row you’ll be out of the door. It’s a target-driven environment and results count. But this is all…
Read MoreInfluencing customers without pitching
Why? You might ask ? When it comes to influencing customers without pitching, just think – how many times have you met someone at a networking or business event and been forced to listen to them drone on about how important they are? At what point did you mentally switch off and start looking for…
Read MoreDoes My Business Need A CRM System?
Whether you’re already using one or you’ve been putting it off for a while now, at some point most business owners are going to ask: does my business need a CRM system? They can seem like more trouble than they’re worth, but the key is to remember that they’re only as good as the information…
Read MoreWhat’s Customer Lifetime Value and why is it important?
Sometimes, companies will be all over you when you’re making your initial purchase but will disappear as soon as you’ve made your decision to buy. This may be because they don’t understand the importance of customer lifetime value.
Read MoreWhen’s the best time to start selling?
Short answer: The best time was yesterday, so if you’re too late then start today. This is a discussion we’ve heard a few times recently. It’s often asked in the context of a new product or service. Maybe it’s not fully formed or there’s more work required to perfect the offering. Quite naturally this might…
Read MoreThe Face Race. Where next for hybrid sales?
Have you played the new etiquette game yet? You’re meeting someone for the first time in a while and handshaking seems a bit uncertain whilst bumping elbows all feels a bit artificial. Then you meet a friend in a pub and before you know it you’re in a good old-fashioned hug. Weird eh? It’s easy…
Read MoreWhat is Value-based selling?
You’ll probably have a very accurate idea about what your business costs you. The bricks and mortar (or your desk, laptop, printer and supply of chocolate Hob Nobs) Your people – either on your payroll or as associates or suppliers. Your manufacturing, purchasing or tech development costs. What you spend on marketing your business and…
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