What should my team expect from a successful sales coach?
December 31st 2008 06:13
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Why hire a Sales Coach when I already have a Sales Manager?
December 31st 2008 06:08
MATURE CONTENT
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Why hire a Sales Coach when I already have a Sales Manager?
December 31st 2008 06:07
MATURE CONTENT
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Inspirational Sales Training
December 29th 2008 05:37
In a successful sales-focused company inspirational sales leadership always flows from the very top of the organisation all the way down to the frontline and through to your customers. Whether you’re a Managing Director navigating competitive markets, a Sales Manager responsible for driving the results of your sales team or you’re a sales person on the front line responsible for hitting challenging sales targets. Achieving success will hinge on your ability to connect with people and inspire them to take action!
Why most Sales training doesn’t work?
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Why most Sales training doesn’t work?
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Creating the right Value Perception for your Customers
December 29th 2008 02:27
Value Perception (VP) is the opinion your potential and current customers have of your product or service. This perception determines the value it adds to them in line with the problems it needs to solve or aspirations they want it to fulfill. Also evaluated is your offering’s relevance and importance, over and above that of your competitors. So why is the customers Value Perception so important? Because:
How your customers perceive your value determines your value
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How your customers perceive your value determines your value
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Are your Customers Crazy?
December 23rd 2008 05:21
Do your sales people sit back at drink o’clock on a Friday afternoon and share war stories of prospects and customers doing strange and unpredictable things? Are your sales people, more times than your Sales Mangers cares to admit, left scratching their heads as prospects seemingly operate by their own sets of rules, making it up as they go, with a complete disregard for the sales person’s best interests and good intentions? That being the case this next section is written for you, in an attempt to help you or your sales people demystify your customers and indeed potential buyers.
To some people the question ‘Are your Customers Crazy?’ may seem odd and perhaps a little crazy itself at first glance. But over many years, I have come to the conclusion that for too many sales people customers can and are experienced as indeed crazy and mysterious creatures! I’ve lost count of the numerous stories heard from the lips of frustrated sales people about deals falling over at the 11th hour for no apparent reason. Clients fabricating obscure stories in an attempt to wiggle out of contracts and change the terms of the sale after agreements have been made. Deposit cheques bouncing! And prospects defying physics and vanishing into thin air after months of cajoling, pre sales account management and proposal writing. Sound familiar? Lets explore these apparent strange happenings further[ Click here to read more ]
To some people the question ‘Are your Customers Crazy?’ may seem odd and perhaps a little crazy itself at first glance. But over many years, I have come to the conclusion that for too many sales people customers can and are experienced as indeed crazy and mysterious creatures! I’ve lost count of the numerous stories heard from the lips of frustrated sales people about deals falling over at the 11th hour for no apparent reason. Clients fabricating obscure stories in an attempt to wiggle out of contracts and change the terms of the sale after agreements have been made. Deposit cheques bouncing! And prospects defying physics and vanishing into thin air after months of cajoling, pre sales account management and proposal writing. Sound familiar? Lets explore these apparent strange happenings further
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6 Posts dating from December 2008
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