Are your sales approaches delivering the right results? Discover the new sales reality.
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July 27, 2017
What Is the Future for Your Sales Approach?
July 27, 2017
Is Your Sales Reporting Leaving You in the Dark?
Recent research has found that only 20% of customer sales information is being recorded in a company’s CRM system. This seems like a shocking statistic when you consider that senior management is relying on this information to enable them to make major decisions. To illustrate: Can you imagine looking at a painting where only 20% … 
June 21, 2017
Is Phubbing Costing You the Gift of Interaction?
Over the last few months, I’ve had several conversations with senior executives about an insidious challenge they are seeing develop with the use and proliferation of mobile device technology. The issue is ‘Phubbing’ and it has been receiving increased attention in the media recently due to its negative impact on personal relationships. The term describes …
June 7, 2017
Do You Need a Winning Comeback Performance?
At the half way point in the year, sales managers and their teams will be analysing their YTD sales results against target. Some will be rushing ahead and that’s great. But that’s not always the case. If you need to play some catch up, this week I want to share some tips on forging your …
June 1, 2017
Are You Using Incremental Gains to Power Your Sales Growth?
Making consistent small improvements can deliver a massive impact to your overall performance. Sports teams provide a great example: England v France Feb 2017 Six Nations, think of how each phase of play may only gain the team 4 or 5 meters. It seems punishingly hard work. But as they progress down the field into …
May 12, 2017
Are You Making Your Meetings Count?
Today I want to share with you my top tips to ensure you are aligned with clients in your meetings and you are always moving forward to the next step. Too often I see sales people starting meetings with prospects without sharing or agreeing an agenda. The conversation is left to drift in any direction …
May 5, 2017
Are You Making Their Eyes Shine?
This week I watched an amazing TED talk by Benjamin Zander – The transformative power of classical music. It contained a great lesson for all of us as sales leaders. Often, it’s easy to lose sight of our role and how we can truly impact the lives of others. Ben speaks about a transformative moment …
April 19, 2017
A Great Sales Lesson from Sergio Garcia at the 2017 Masters
Last weekend we were entertained by a wonderful sporting experience in the 2017 Masters Golf tournament. Watching Sergio Garcia win his first major at the 74th attempt was amazing to witness! As one of the world’s top 10 professionals I’d always assumed he’d achieved this goal previously since turning pro back in 1999. So, I …
April 7, 2017
How Do You Give Advice?
As a sales manager one skill to master is the ability to give advice in a way that helps the other person to develop their own potential. Here are three key principles to excel in in this area. Discern the Real Situation. In order to give good advice, we must understand the circumstances and viewpoint …
March 31, 2017
How easy are you to deal with?
I just returned from a recent trip with clients in Europe and I wanted to share with you some of the insights we had, as I feel they can add value to all our companies. We were discussing the key values that drive this company, and one that was important to them was the aspect …
