"Sales basics: Write down your goal, plan your strategy and then execute" - Interview by John Smibert
According to Dylis Guyan there a re three classic sales mistakes that less successful salespeople make. We have discussed mistake 3 "Giving up too early" and mistake 2 "It's all about me" in our previous two discussions.
In this discussion Dylis tells us that mistake 1 is "Poor Sales Strategy". She explains how the less than successful salespeople generally don't have clear and committed goals and have...
"Forget about the shiny new toy; think about your business strategy" - Interview with John Smibert
If you are like me you get overpowered by the amount of sales and marketing technology and tools available - and more being released every day.
So I asked our resident expert on marketing and social media technology, Adam Fraser, how to go about choosing the right marketing and sales tools for our business.
He agreed that that the subject was very disconcerting and confusing to most because of...
"A renaissance sales manager helps their people become magnificent" - Interview by John Smibert
Renaissance means cultural rebirth - new growth of activity or interest - particularly in the arts.
In this discussion Sue Barrett states that sales managers need to be renaissance managers.
Sue talked about sales managers of the 1960's and 70's and how the good ones were stweards of their people. They cared for their people, were out there with them, doing the training, doing regular...
It is said that Mark Twain once famously quoted British Prime Minister Benjamin Disraeli who reportedly had said this: "There are three kinds of lies: Lies, damned lies and statistics."
Notwithstanding this quote, however, I have assembled five statistics that - in my view - encapsulate a new B2B selling paradigm. Below is a summary image for you, and further below I add my comments on each of the statistics and their predicted trend impact.
How to Read This Article
The headlines below indicate the...
My firm specialises in working with Sales and Marketing teams in medium and large B2B organisations. We show them how to get the most from their sales and marketing functions to really hit their sales targets.
In our line of work we hear all the time how sales reps complain that Marketing doesn’t produce high enough quality sales leads.
"In our line of work we hear all the time how sales reps complain that Marketing doesn’t produce high enough quality sales leads."
And that seems to be corroborated by IDC’s statistics...
Have you ever wondered why managing change in organisations is so hard to do ? What is it that makes people resist change ?
There was a fascinating article in Fast Company Magazine in 2005 by Alan Deutschman that describes why humans resist change and how change leaders can overcome this inbuilt resistance.
It seems that it simply comes down to just being human.
You see, habitual behaviors have served us well. Over thousands of years they have allowed us to make very quick decisions, using very little energy. That is...
"Half the Money I spend on Advertising is wasted. The Trouble is I don't know which Half."
This famous line was reportedly first uttered in the 19th century by Store Merchant and Postmaster General John Vansant Wanamaker (1838 – 1922). He must have been onto something because here we are, more than 150 years later, still quoting him.
Except that we are no longer just saying this about advertising. No, the saying has extended to business technology, marketing and social media. Sure, there are those that would argue that...
"There is a wrong way and a right way to ask for referrals" - Discussion with John Smibert.
Tony Bonanno claims that many sales people waste time asking for referrals. I asked him why.
Tony said that most people get a very low response rate when they ask for referrals. That's because the question is not being asked in the way that makes it easy for the respondent to identify who might have a need for your product.
He told me that most people ask their customers “Who do you know who...
"Developing and leveraging the customer value proposition" - Interview by John Smibert.
What is a customer unique value proposition? Why is it important and how do we leverage it?
In my last discussion with Bill Carson he told us how to take the customer on a thinking journey. When the thinking journey has reached a destination we have identified a new and valueable business scenario for the customer to which we are going to propose a solution. This raised the question of how this value needs...
"How to achieve a dramatic increase in sales productivity" - Interview by John Smibert
It's not very often I come across somebody who is driving disruptive change in the B2B sales world. Recently I have come across a couple. John Bedwany is one of those.
John has a vision for increasing the productivity of B2B sales organisations by up to 10 times. Over recent years he has implemented his vision in a number of enterprises with outstanding results.
So I asked John to explain...