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Sales
Doing sales on a spreadsheet? You might as well be using a laugh & learn
Sales by spreadsheet doesn’t cut it.
When to get off the tools
As your business grows, when is it time to get off the tools and let your team do what you hired them for?
Are your meetings too long or are they actually too shallow?
Meetings aren’t too long—they’re too shallow. Stop optimising for efficiency and start designing for the decisions that matter.
When to move from founder-led sales?
In the early phase, founder-led sales are often the best route. The founders have the passion, knowledge, and authenticity to excel at sales. But when is the right time to move from founder-led sales and bring in a dedicated professional?
Make a better discovery call, part 2
The first of this two blog series, looked at a putting some structure around the discovery call. This time, the attention is focused on the less tangible aspects of how to perform in that first call of substance with a new prospect…
Make a better discovery call, part 1
Putting structure into discovery “Failure to plan is planning to fail”Benjamin Franklin 1790 It may be one of the older quotes you see wanged around on blogs like these, however our mate Benjamin was absolutely spot on when it comes to the B2B…
Warm calling for the win
Warm calling is key to effective BD. I believe the phone is becoming a more useful tool again in B2B business development outreach.
Running a sales pipeline meeting. Do it right and it’s a super powerful tool
The humble sales pipeline meeting can be the source of one of the most simple but effective BD upgrades. How to get it right.
ABC in Sales. Always be collaborating.
Stu PringleDirectorFinding the awkward...
What would I say to my younger self about a career in sales
One of the questions I have been putting to guests over on the RE-TECH podcast, is to ask them what piece of advice they have for their younger selves getting into their industry.
This got me thinking and I thought I should put together some of my own thoughts on this topic.
No lead left behind
There’s a theme here. The eagle eyed will have spotted it. When we are squeezing the value out of the leads it’s not an 80% effort, it’s about following up on every single potential lead every time. On the other hand it may seem simple – that’s because it is – the whole point here is that this is entirely within the circle of influence of the sales manager.
Don’t rush the sales demo. Resist the temptation. Engage plan B
Why is it always the last sales demo...
In case of a BD emergency, break glass
In the ideal situation, in BD nirvana, things are done in the right way. But the reality is not always like that. What if you’ve taken a new role and it turns out the warm pipeline isn’t quite the dream it was sold as.
Save time and money? Total yawnfest
You heard about this new software?...
Want to make an impact as a Sales leader? Think transformational not incremental
According to the OECD, the definition...
For success in Business Development, just speak normally
Starting this one with a statement....
Video demo level 5? Completed it mate.
With us all doing the remote thing, it’s been a case of Zoom, Hangouts and Teams FTW. Oh Skype… what happened? Delivering a successful video demo (or indeed agency pitch) over video takes a little bit of preparation.This is not yet-another-remote-working-tips piece….
B2B Sales right now, late March 2020
I originally published this on...
A consultant’s classic that works for sales
It's as old as the hills in coaching...