Why the CEO is Responsible for The Sales Transformation
The CEO must lead the sales engine and not relegating the essential operations to a functional area. The revenue objective is to delight the customer, but this is not efficiently…
What’s the Difference Between a B2C and B2B Customer?
Gallup research showed that almost 70% of business to business (B2B) customers were totally disengaged with their vendors. The problem arises when the vendors forget that they are dealing with…
Information is Not Power in Sales, Collaborative Investigation Is
Information is not knowledge, to make a decision you do not need more information, you need more insight. But where does this come from? Information is abundant; what there is…
What is Wrong with Selling on LinkedIn?
I had planned to talk about why sales is not a function but an organisational mission, but I have become irritated by the number of people claiming sales expertise. They…
This Will Make You Stop Traditional Sales Training
If your sales team is not hitting quota the industry response is that more training is the answer! If you want to modernise your team to embrace the new habits…
Why Digitalise Sales, When You Can Enable the Buying Process
Scale your sales client list is primarily small companies with a turnover of less than £50 million. What surprised me was that these smaller companies define many more roles, and…
Are You Delivering Your Buyers Expected Experience?
Understanding how buyer behaviour and expectations have changed and are driving the future of sales. In a VUCA world, buyers do not have time or patience; they devise ways to…
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…
What Does Personality Have to do With Sales Success?
We are in the era of inbound selling of “always be serving” instead of “always be selling,” the personality lever is much more critical than in the past, and as…
Why Buyers Need Sales Consultants Not Sales Reps?
Sellers must transition into advisory, service-oriented organisation, basing the entire sales process on the buyer journey, rather than the seller’s objective. I have attended many conferences in the past month…