Why Customer Lifetime Value and Retention Ratios Impacts Sales
Do you use metrics to track customer value and retention? It is not unusual for me to come across well-established businesses with a turnover of over $10 million and to…
What’s the Value of Organisational Trust in Sales?
It has been the slow erosion of trust: the lateness, the lack of communication, the lack of commitment and the forever and last-minute changing of targets. Since leaving the group…
Why You Must Adopt Sales Enablement Now!
I enjoyed participating in the launch of the Sales Enablement Pro Soiree on 22nd May and reading the report The State of Sales Enablement Pro 2019. The report tracks the…
B2B Sales Methodology and Modern Strategies to Engage Buyers
How is the evolution of the sales methodology is influenced by social media which means buyers are winning the sales race? I believe there is a struggle to shift the…
What VUCA Really Means for Sellers
In a VUCA world, both sellers and buyers experience that change is relentless and its effects are constant, this is the ‘new norm’. The U.S. Army War College introduced the…
Lagging B2B Personalisation is Costing Customers and Sales Revenue
The B2B world has been slow to take full advantage of data as an asset. In a study of fast-growth organisations, McKinsey linked above-market growth with the extensive use of…
8 Steps To Create Your Successful Referral System That Gets Results
B2B sales are taking longer to land, the reason for this is the sales are complete and bespoke with many decision-makers involved or influencing the decision. If there was a…
The Ultimate List of 40 B2B Scale Your Sales Productivity Discovery Profiling Questions
Purchasing is now a group effort requiring sign-off from a multiple of stakeholders; which Scale Your Sales Productivity Profile solves. In a recent CEB study states that an average of…
4 Ways to Manage Your Stress in Sales
The complex business environment with escalating demands and expectations, sales professionals are often expected to be enthusiastic at all time because ‘hunters’ are energised by rejection – not true! Stress will…
3 Strategies to Increase Your Sales Productivity Fast
Want to be more productive in Sales? Then stop selling. Why because it does not work – no one whether in B2C or B2B, no buyer wants to be sold.…