Can Stock Photo Inc. / photography33“Coaching for behavioural change provides a better return than skills coaching” – an interview by John Smibert.
I recently published a great discussion with John Dougan about how to apply sales coaching in practice sessions in order to achieve consistent application of skills. In that discussion John mentioned that changing behaviour is much more important than skills development. So I asked John back to explain why and to tell us how we can coach to change...
“Are you misleading yourself when you measure your pipeline” – Interview by John Smibert
For years we have emphasised that it is vital that we measure our sales pipeline or sales funnel. We know must be putting enough leads in one end, measure the quantity at each stage as it flows through, and forecast and measure the orders and revenue that flows out the end. Surely this cannot be wrong!
In this interview author Graham Hawkins threw me a curved ball by suggesting that we should not measure our...
“The customer wants to see that you are a domain expert” – Discussion with John Smibert.
It is becoming more and more important for professional salespeople to develop a strong personal brand in order to be seen as credible and potentially valuable to meet with.
Cian McLoughlin, has built a formidable personal brand so I asked him to share some of the strategies he has used to achieve this and what he recommends for salespeople.
He shared what he did to demonstrate his domain expertise and to...
“Low win rates cost us dearly - why do we accept it?“ - A ‘Talking Sales’ discussion with John Smibert
John Bedwany claims the sales world is failing and we need a radical change. In this hard hitting discussion he raises his sales productivity issue number 3 - the low sales win rate - (or close rate) that most of us face with our pipeline.
His research shows that the majority of organisations are operating with a disastrous sales close rate of between 1 in 3 and 1 in 5.
In his words “We have...
“Lead the customer to a realization” – interview by John Smibert.
According to Dean Kelly salespeople need to change the conversion. In this discussion I asked him what he meant.
He said “traditionally salespeople turn up and talk about themselves or their product, so “change the conversation” is flipping that on its head and making the entire conversation focused on the client.
Dean suggested two objectives in the sales meeting. “Number one, to help the client...