When we’re able to resume business and whatever that may look like, we know for certain everything will have changed. Our customers, our routes to market, even where we buy our coffee on the way to our desks will be different. It’s inevitable that businesses will see...
I know that every Monday morning we must be closer to getting back to business. But Monday morning is when it’s the hardest to believe it’ll actually happen. It’s harder to focus, harder to keep motivated. Statistically, 1 in 3 sales hires fail and that is costing...
Back to Basics…but We hear the term ‘back to basics’ all the time. It’s used to reference pretty much anything. I’ve seen it used in ads for school uniform, gardening centres and cooking shows. It only works though, when we can visualise what the basics are. When...
If, like me, you’re unable to operate your business as usual because of the most unusual situation we’re in, it’s important to make sure you’re as ready as you can be to bounce back when things get back to normal. It is an anxious time on all fronts. The pressure on...
Keep your sales team in shape – 5 ways to help them in lockdown Working from home is hard. We all do better and feel more focused, when we have our colleagues around us and can speak to our customers face to face. As sales people, who thrive on personal contact, it’s...
What does that actually mean? Simply, that as a sales leader, whether you’re the MD, CEO, Sales Director or Sales Team Leader, you must hold your people to the targets set for them. Most sales team environments are competitive and most sales leaders encourage...
The good, the bad and the ugly of sales hiring and firing. Forbes Magazine (and other sources) suggest 1 in 3 sales hires will fail and they highlight poor sales enablement as one of the main reasons for this. Sacking an employee is perhaps one of the most difficult...
Painting by numbers is very therapeutic. It may not be ‘art’ but it’s an effective way to create a real painting if you’re not a Rembrandt or a Michelangelo. It’s growing in popularity both in traditional paper-based form and digital applications to while away the...
How to identify your target market and create your go to market strategy Even if you already have a Go To Market (GTM) strategy, you should regularly review it. I cannot stress enough, how important it is to review every part of your sales function. The world is...
Generating leads can be an expensive, time consuming activity. Even with a good supply leads and opportunities, poor processes and inferior sales skills can make sure fire prospects vanish and significantly add to the cost, in time and resources, of any leads that are...