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When I was thinking about what to write for my last blog of 2022, I found this quote from Dwight D. Eisenhower: “Planning is everything, the plan is nothing.” The difference between “planning” and “plans” can be summed up in one word: Change. The two phrases that best sum up our business lives are “expect […]
According to Wanda Allan, author of Follow Up Sales Strategies, 80% of sales are made between the 5th and 12th contact, yet 90% of sales people make three contacts or less. I am sure you that you have heard this or similar quotes as there are many of these formulas around. Whether it’s making 5 […]
Brian Tracy has developed a technique he calls value selling, saying that, ‘If you focus on value, the price becomes less important. If you don’t focus on value, the only thing you can talk about is price’. When you sell value, you focus on the benefit to your client, aiming to paint a vivid picture […]
One of the big changes in the sales landscape over the last ten years has been the move towards closer integration between sales and marketing teams. Sales integration allows marketing and sales teams to work together generating awareness of your products and services to a target audience, and then converting those leads into orders. In […]
One of the main business stories, in many industries, this year has been the difficulty in recruiting staff. This is especially true in sales. There are many reasons behind the lack of exceptional salespeople available but, the main question is how do you maximise your chances of attracting the best candidates for your role, and […]
You have great products and services, and a team to support your drive to growth. What you need to do now is connect the two, and that is where sales enablement comes in. Simply put, sales enablement is the process of providing the sales organisation with the information, content and tools that help salespeople sell […]
The ActionCoach formula for change is a brilliant insight, it says, (D+V)x F > R You don’t need to be a mathematical genius to crack it, just read this Blog. So, what do the letters stand for? D is for desatisfaction V is for vision F is for first steps R is for resistance The […]
One of the main questions a business and its advisors needs to ask is, “what do we need to do to achieve the desired level of growth?” In other words, how do we get where we want to from where we are now. The answer is gap analysis. Gap analysis involves the comparison of actual […]
Looking for the missing pieces in a puzzle is something that we are taught from a young age. Have you noticed how much time you spend dealing with questions such as: What could the business improve upon? What could you do better? What is missing from your current offering? Could your team do more? Whichever […]
A leading American sales strategist Mike Puglia said: “Establishing trust is better than any sales technique.” When you are looking at developing a strategy for sustainable sales growth the quality of the relationships you have developed with your prospective clients will be critical to your success. Building those relationships and the trust that goes with […]
