Every company has their favourite customers their top revenue accounts. Often, they may have been with the firm for a number of years, they like you and see value in the work you do. That’s why it’s so easy to fall into the trap of complacency. A frequent mistake that must be avoided is to … 
To maximise your sales effectiveness in a virtual environment you must recreate your sales content. What do I mean by that? Well, previously if most of your meetings were face to face with customers, you typically wouldn’t have stopped the conversation to power up your laptop to show visuals, videos or draw on a Whiteboard. It …
No one saw COVID-19 coming, and as a result, your sales content and process must adapt rapidly to the virtual environment. Sales leaders across the world are struggling to pivot their plans and lead their teams. So, here are six keys to ensure you thrive in this new reality. Lead with Value – Expertise & …
Sales managers everywhere realise the power of social media. But often it’s a struggle to leverage this power through the sales team’s activities to ensure it impacts sales results. In a recent webinar with Sara Pearce of Saffron Pea Media, we discussed several keys to achieve this. In this brief post I’d like to share …
Put your own Oxygen Mask on 1st. Over the last six months we’ve all been on an emotional rollercoaster. It’s good to acknowledge this fact and the effects uncertainty have on yourself and those around you. In the first few months of the pandemic you were probably reacting on adrenaline and coping with the sudden …
With exhibitions and events postponed how can we replicate these experiences? How can we create new valuable relationships and meaningful meetings? Over the last couple of months one of the most frequent questions I’ve been asked is… “How can I network and develop new business contacts?” So, this week I was delighted to be joined …
If you feel your world has been turned upside down, you’re not alone. But the things that made you a top performer still work. So, focus on what you can do to create value. “Do what you can, with what you have, where you are.” – Theodore Roosevelt Structure Your Time Effectively. Step 1. …
The truth is most sales managers are poor coaches, often it’s just because they never received appropriate training in this key area. Frequently, after being promoted to sales management for their good sales performance they found their own personal development was not on the company’s agenda. What’s the impact of this on their sales teams? …
