Manchester September 25th. More firms than you would ever imagine both small, medium and larger organisations, still have little or no visibility and control over their sales revenue. They often fall into two camps, either they have no CRM system at all and rely on a myriad of spread sheets and disparate reports to attempt … 
Most would agree that capturing important customer information is vital to growing and protecting their business. The harsh reality is that frequently little or sparse information of real value is captured in the CRM system. One reason for this I believe is that most salespeople have never really been trained to understand and identify what …
This past week I’ve been catching up a client who has made dramatic improvements to their conversion rate. Originally, when we first met they told me “We have loads of inquiries coming in and our sales people and running to keep up with the quotations, but we are still seeing a drop in our win …
Whether you are a sales manager or a salesperson what are you doing to drive sales results? This week I’d like you to stop and think for a moment about the time, energy and effort you are putting forth to win your sales opportunities versus the time you invest in yourself. If you are a …
Many companies are still not moving fast enough in adopting a sales focus that delivers value to buyers. The training their salespeople receive still encourages them to lead conversations based on the attributes and capabilities of their product or service. Whilst this may have worked in the past it’s a real turn off to today’s …
Being a sales professional is unlike any other career. You have a level of freedom that doesn’t exist in most professions. But along with this freedom also comes responsibility and that’s why it’s outside of most people’s comfort zone. It’s a role where you are accountable for the results you produce month in and month …
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% …
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 …
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 …
When you look are the various options available to improve sales performance, improving your hit rate has to be your number one focus. It’s the key to working smarter rather than harder! The interesting thing is, even a small incremental improvement can have a significant impact on your sales results. For example: If a sales …
