One of the most interesting and enjoyable exercises I perform before I engage with a new client is to conduct a full audit of the prospect’s commercial functions specifically the sales and marketing teams. One of the first results I always look for are those from the “Attitude to Change” assessment: It measures three personal characteristics, which have […]
What’s it Like in “Me Only Territory?”
The very best consultative sales professionals operate exclusively in “me only territory” and that demands an explanation, so let’s begin by examining the traditional sales environment .. For the sake of this explanation, let’s use a baseball park (not that I know too much about baseball): So traditional salesmen and women are operating left field, […]
What Does Your “Ideal Customer” Look Like?
“All customers are good” – No they are not! “All business is good” – No it isn’t! Think “Pareto” Use of ‘Pareto Thinking’ is highly relevant and important when applied to salespeople. For example, 20% of salespeople’s activities will create 80% of sales achieved, which has enormous consequences on how to optimise and manage lead […]
Sales Leaders need to be “Models of Excellence”
Unfortunately, most salesmen and women believe that a successful career in sales culminates in sales management, and yet there are of course far less management positions up for grabs than sales positions. As a consequence, salespeople with this attitude concentrate on making sales rather than investing in themselves in order to become Top 5 % […]
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