"Good sales managers communicate effectively up, down and across" - Interview by John Smibert
Have you ever experienced a sales manager who is not a good communicator?
Most of us have. It's not fun. They just seem to expect their sales team to know what is expected of us - and they get balled out when they make a wrong assumption.
Often their communication is also ineffective up the chain as well which creates even more issues.
For these reasons I thought it was very relevant...
“First agree your role before riding shotgun” – Interview by John Smibert.
One of the most important and productive activities of a sales manager is to ride shotgun with his team members when they call on customers. Yet if it's not productive if its poorly executed.
In my last 2 discussions with sales management guru Bill Carson, we have laid the groundwork for this by discussing '5 facets of sales coaching' and then 'performance coaching'. Now we look at the different...
Do you know how many prospects you're losing because they think you can’t help them, because they believe you’re too expensive or because they believe your solution isn’t very good.
How many prospects are qualifying themselves out without ever contacting you or giving you a chance to talk to them?
You’ll never know - but it’s certainly happening. Especially if you're relying on content marketing and marketing automation as your primary means of lead generation. Why?
Because people have short attention spans,...
While you’re reading this one of your competitors is working on a sales opportunity in your target market that you don’t even know exists.
Every year you lose large deals that you could have won. Either because you didn’t find out about them until they were over or because you got into the deal too late and you were just there to make up the numbers.
How many times has one of your sales team called a company that's a perfect fit for your solution only to be told “we just signed a contract last week” or “we’re...
“Does traditional salesperson incentives drive the wrong behaviour?” – Interview by John Smibert
Modern B2B selling is a team effort. Then why do we pay the salesperson commission?
In the discussion on the video below Graham Hawkins he told me "the concept of division of labour is used in just about every other business function, except sales". "he also pointed out "we've got to put our best team on the pitch every single time in order to be successful".
That got me...
“Is it wrong to simply to ask for a referral?” – an interview by John Smibert.
In my last discussion with John Dougan , titled "Reciprocity: The forgotten Sales Strategy" he mentioned 'referrals' as one key thing that a customer will regularly provide as a way of giving back.
So in this discussion I asked John to share the strategy he recommends to maximise the quantity of quality referrals obtained.
Why are referrals important? Based on research a referral provides...