In the meantime, if you have any questions, contact firstname.lastname@example.org or 0779 002 1885
In the meantime, if you have any questions, contact email@example.com or 0779 002 1885
There is no getting away from it, unless you are in a very specialist market, new business development and new business is the life blood of any business.
No matter how good your business is, if you’re relying on simply servicing existing customers then by definition your business may be exposed, over exposed some could say, to competitive forces.
So, for many, the skill the business displays in the field of new business development may fully dictate the value, growth, profit and market share of the business.
There is a clear and direct relationship.
Firms that are typically great at generating profitable new customers, generating new business, continuous new orders, and who can keep those customer happy and free from attack by competitors, by definition will enjoy greater business success.
So, if you or your business, are not getting the business results you want, need or feel you deserve, then take a look at the business development skills, focus and direction within the business.
Here are some of the reasons your business development efforts might be repelling buyers, instead of attracting them.
Any one of the above can switch your buyer from hot to cold very quickly, how about if your buyer experiences a whole handful? Imagine the impact then.
Don’t Be a Business Development Disaster
There is a whole world of skill in being a great business development expert.
You’ll find success comes easy, and the good news is, you only need to learn the skills once.
If you’re based in Sheffield or Yorkshire, then check this out – The Sales Improvement Workshop.
If you’d like your own specifically tailored sales improvement workshop – hit the link Fixed Price Sales Training
For a confidential chat about how to unlock the sales potential within your sales team, the contact details are below, call or email to book your confidential chat
firstname.lastname@example.org, 0779 002 1885
p.s. if you’re serious about boosting your business development efforts then join us here. Totally free, no spam and you’ll get sales and business development insights straight into your inbox. Every week. Just hit the link The Advanced Business Achiever
Ready commit to being the ultimate sales and business development professional? Check this out TurboCharged Sales – the business development program for ambitious B2B sales professionals.
Join us now – just one day to boost the sales results in your business, increase sales conversion rates, shorten sales cycles, and ultimately increase turnover and sales margin – just hit the link – The Business Development Workshop – Sheffield
Ask any business leader about the relationship between the business development skills of the sales team and the sales results of the business.
You’ll not find a single sales leader able to disagree. They’ll all tell you there is a very direct, very important and ultimately business success defining relationship between the strength and level of skills of the business development effort, turnover and margin.
Here’s another thing they’ll tell you…if they could fully realise the extraordinary sales potential that exists within their team then they could dominate their sector, and smashing target would never be an issue.
You’re probably the same?
All that sales potential. Sat in your offices. All costing you a small fortune. Some performing. Others performing not so much.
All that sales potential, just waiting to be set free.
What would that look like for you? For your business? Your industry reputation?
Find out here – start your journey – The Business Development Workshop – Sheffield
Spend just one day attending the Morton Kyle Limited Sales Workshop and discover everything your need to DO to make sure sales targets are smashed, sales conversion rate goes through the roof and you’re no longer having to discount to get the order signed.
If you really want to find out how much you could really bill if you fully realised your sales potential then this is the sales and business development training course for you.
You see, sales potential is great to have but it won’t get you very far. Whether you’re a sales person, a sales team or a business, your sales potential will never make you rich. At some point you have to release that potential. You have to DO something with it…
Here’s your chance – reserve your seat now – The Business Development Workshop – Sheffield
Don’t wait! This course is run monthly. It gets filled quickly.
And for a short time we’re running the following promotion
Here’s how you sign up to reserve your seat now – The Business Development Workshop – Sheffield
If you want to run this course for your sales team internally as a closed course – hit the link – Fixed Price Sales Training
If you want to discuss a bespoke sales improvement and business development course for your sales team, then email email@example.com or call 0779 002 1885
firstname.lastname@example.org 0779 002 1885
p.s looking for regular Sales and Business Development hints, tips, training, success stories and how to fact sheets straight into your inbox (all spam free) weekly? Check this out – The Advanced Business Achiever
p.p.s. If you’re looking for a Sales Improvement Program to embed in your sales team and your business – check out TurboCharged Sales – the 21 day step by step guide to boosting sales performance on a rinse and repeat cycle.
Every business leader craves real, meaningful and timely sales insight. If that’s what’s bough you to this page then check this out
Meaningful sales insight is so important, especially since much of the information floating about will leave you mired in superstition and folklore…not so good when you’re aiming for sales improvement.
I’m a scientist at heart. That means all things are semi-predictable and there is typically a cause and effect at play somewhere along the line, you’ve just got to dive in far enough to find it.
That’s why sales myths like this just blow my mind (and not in a good way) so here they are – busted once and for all.
MYTH 1: It Takes 7 Touch Points to Make a Sale…
Sure if you’re THAT incompetent…hell, let’s make it 25 and really over egg the pudding.
First Fact – the longer the sales cycle the greater the chance of the competition joining the party. That what you want?
Second Fact – with more touch points, I guarantee, you won’t be increasing the sense of urgency, you’ll subconsciously telling the prospect he’s got all the time in the world.
Third Fact – who has that much time to WASTE?
Fourth Fact – ok budgets are on hold for specific release dates, decision makers are sometimes wrapped in endless buying criteria cycles and decision making nightmare. BUT…if your sales contact plan is predicated on 7 touches you might be giving the sales cycle just a bit too much time
Sales Insight 1: Understanding the decision making process and the buying process is key to shortening the sales cycle.
To find out how to REALLY SHORTEN the sales cycle, kick the competition out and engage the prospect in the SHORTEST possible time – check this out
You’ll all have seen the stats claiming that most sales people give up after 2 follow up attempt. The same stats that claim most orders are placed after 12 follow up attempts. Is this true?
So what do these stats actually tell you?
Any, all, some, none of the above could be true.
Do I believe the stats? Maybe…
Do I think it’s good use of a sales persons time to chase 12 times? Rarely…
I’d rather have a process that didn’t rely on that…if you’d like the same process – check this out
Sales Insight 2: Getting in principal decisions/agreements at every stage of the buying cycle/decision making process is critical to ensure your buyer is not simply a chattering head with no intention of committing.
Internet businesses are springing up all over, telephone numbers are disappearing from websites, everything is done via a contact form or an email.
Why is that important? Well these firms boom, record sales, mega growth and wow. All supposedly on the back of email and online interactions. That’s amazing.
And it’s turning the heads of B2B sales people because they got to thinking that people buy from emails, that people will read 12 page email brochures, that buyers click a few buttons and send the purchase order.
Oh if only.
Sales guys think a great email is as good as a great sales conversation. NO WAY!
I’ve seen good sales people fail miserably because they forget (displacement activity) to pick up the phone every single chance they got. I mean really tanked. Off a cliff tanked.
Likewise, I’ve seen mediocre sales people smash sales targets because they worked the most effective sales channel harder than their email writing, social media surfing, LinkedIn connectors!
Sales Insight 3: Look – both routes work. But neither route works to the exclusion of the other.
Sure, social media is great for research, relationship building, building highly qualified lists of prospects. But it’s the sort of activities that can be done at any time, BUT not during core selling hours and not to the exclusion of picking up the telephone.
I did a sales audit last week. Some sales guys were spending as little as 20 mins a day on the telephone and the Sales Director wondered why sales results were nowhere near what they needed.
Strangely no-one could really identify where the rest of the day went. They just knew that it went. The figures showed that wherever it went, it wasn’t on generating sales, feeding a pipeline or creating value that prospects were prepared to pay for…so, go figure.
We need to understand what sales channels work best, and work those, because that’s where the sales results are.
The Sales Improvement Workshop is designed specifically to get the juice back in to talking to prospects. Get the sales function having proper sales based conversations. Sharing sales insight. Delivering business development and sales techniques that will destroy all the myths that are leading to sales people losing focus.
This course can be delivered internally or it’s run monthly in Sheffield. Just call or email to discuss which option is better for you, contact details are below.
Book Your Sales Audit. If you’re looking to improve your sales results, then before you do anything, book your Sales Audit. It’s the fastest way to identify all those areas that are stopping you getting the sales results you deserve. Delivering sales insights that allow for targeted and focused sales interventions…instead of buying into the the sales folklore and myths currently derailing your sales results.
email@example.com 0779 002 1885
p.s. You can also subscribe to a free weekly sales insight and business development newsletter. I’s great for supporting daily sales huddles, internal sales training and sales coaching sessions. Subscribe here – The Advanced Business Achiever
Simple sales plan? Really?
It seems tough to open my inbox some days without getting a flood of information on new sales techniques, tips on how to be a better influencer, how to close every deal first time and make all your prospects swoon at the thought of getting a call from you…
it’s just wow…
Nearly 20 years ago I read quite a bit of this stuff. Yes, STUFF!
I was a proactive sales person, keen to be at the top of my game, every little bit helps and you can’t out earn your learning right? So I dutifully got stuck in…
Some of it worked, most didn’t. I learned a lot…how to test new approaches. Elements needed revising. Some ditching totally…but the new insights pushed me on so it was all worth while.
Now…could I do the same if I was an ambitious sales person? Not a chance.
There’s just too much information. Swamped in it. And that’s coming from someone who can scan and speed read with the best!
Absolutely too much to concentrate on.
But should it really be that complicated?
Especially when all we’re really looking for is a simple sales plan that works for us, and that’s the same whether you’re a lone sales person looking to get a higher level of sales output (MORE BONUS), or you’re a sales leader building a sales function that delivers (MORE PROFIT, MORE MARKET SHARE. MORE CUSTOMERS).
So, after all this time, I think there are three strands at the crux of this:
Does that make you feel any better? Any more motivated?
Better, maybe not.
Motivated, then I hope so.
Because it’s full and total permission to create your best ever sales pitch, your best ever sales process and your world class sales funnel which will deliver the financial rewards you need, and because, well, if you don’t do it then no-one will do it for you!
And that’s the crux of it.
But toachieve that you need total and absolute clarity on what it is you’re doing and how each activity relates to your ultimate one and only goal…because that will dictate YOUR simple sales plan.
Once you can isolate every single element of your sales recipe and the activities that sit behind it, you’d be surprised at how simple sales really is…and therefore how simple sales improvement really is
Once you have that total and absolute clarity then you can start the improvement process AND see results. Quickly.
As an individual sales person, that relies on you knowing your sales recipe, and how that relates to your results and ultimately your bonus.
As a sales leader, it still relates to your sales recipe – but this time it’s reflected in the activities of your whole sales team.
To fully understand more about the Sales Recipe and what it means for you – check this out The Sales Recipe – What Sales Metrics to Use
Once you’ve developed your simple sales plan, the plan that works for your, gives you the sales results you want, when you want them, as often as you won’t them…then you’re in danger of becoming legendary.
Now doesn’t that sound better than the alternative?
Where you engage in meaningful and relevant sales activity…
You have as much chance of getting a customer as getting a rejection.
You have as much chance of succeeding as failing.
Your chances are equal.
Need more proof?
The Equal Odds Rule was published by a Harvard psychologist, Keith Simonton in 1977.
Check out James Clear for more information.
So get dialing! Get talking! Networking! Profile Building!
If you’re not dialing, talking, networking, profile building you’re not in it!
Extra dials, the more rejections you’ll suffer, therefore the more success you’ll enjoy.
The Equal Odds Rule is simple. You’ve as much chance of success as failure, and it’s really that complicated, or that simple, depending on how your brain is programmed.
BUT too many sales people aren’t even in the game, not at all. They just think they are, and that’s where it’s dangerous, for them, their employers and their sales forecasts.
They don’t believe that the harder the dial, the more they dial, the more people they speak with, the more people they meet with, the more networking they do (online and offline)…they just don’t get the Equal Odds Rule and it’s predictor of their fate… or their success
It’s not about saying no to maxing the level of activity, it’s now about just one thing…
Activity = Failure/Success can be replaced by Relevant Activity = Failure/Success
What’s your WEEKLY relevant activity schedule look like? For example…
How much time do you spend
It’s not my job to point the finger and tell you what you should do or even what your Relevant Sales Activity should be, because I have no idea about you, your ambitions or how you currently work, instead I’d ask you to reflect on how you spend your time and how you could better spend your time to make sure you weight the odds in your favour in the Equal Odds Rule.
You have as much chance of winning as losing…you just have to be in the game.
To what extent are you really in the game?
Whether you believe the Equal Odds Rule or not, just think about it, there is an inevitable fact.
The more you are out there as a proactive sales person, the better you will get at your craft, the greater your skill, the better your professional profile, the higher your status, the better your sales skills will be.
You’ll get all of your ‘failures’ out of the way, by default, you’ll improve your chances of winning.
Work the Equal Odds Rule because you can’t lose.
You can take control of your own sales career now and focus on the absolute and critical sales success factors, and create your own relevant sales activity – just hit the link here – tell me more
Sales Pipeline Management is the key to predictable and stable sales performance.
That means sales growth, sales security, certainty and the ability for any business to produce accurate sales forecasts.
So today, whether you’re a sales leader or a sales person, let’s think about your sales pipeline.
How do I know?
Because proactive sales pipeline management is a daily task. For sales professionals their sales pipeline is their true north.
The sales pipeline feeds the sales forecast…so managing the sales pipeline is a high priority task.
The sales pipeline is the holy grail of sales crystal balls.
It should be.
The profile of a typical sales pipeline will show you it’s a mixed bag; for example.
Just a fragment of what you might find in a typical sales pipeline…the good, the bad and the ugly is just a cliche, so how about the prospect, the chancer, and the waster?
I’m not jesting when I tell you that your sales pipeline should be your Holy Grail. It REALLY should be your sales crystal ball.
No-more guessing. No more getting half way through the month and realising the sales target is just not going to happen this month.
No. A great, well managed, quality based sales pipeline gives you and your business all the sales intel they need to remove risk and to provide the basis for a health sales result at the end of every month.
Plus, it’s a great start for a replicable sales and business development team…but that’s an aside.
Today, when you look at your sales pipeline, think about this:
Think about getting rid of all the dead beat prospects, all the prospects that are just taking up space, the ones that your eyes fly over without registering any more, the prospects that give you hell and always want something for nothing, the prospects that take forever to pay, the firms that only use you when your competitors have put their account on stop.
Say no to continually calling those prospects that don’t respond to calls, ignore emails, tell you time and time again that they’re the decision maker when you suspect they’re not.
Reposition those prospects that have said yes 10 times and never sent the order, say goodbye to the prospects who give you grief or just call you in to batter you on price with threats to go to your competitor.
Make today the day you say ENOUGH!
Your time is precious. You can earn whatever you want when ever you want, if only you can manage your time.
A poorly managed sales pipeline is a killer.
Undiscerning sales pipeline management will definitely diminish your ability to close business effectively and efficiently.
Poor sales pipeline management will also compromise the quality of the sales you close.
Instead of carting around 600 questionable sales prospects (for example) be very cute and very commercially attuned to where you’re spending your time (and therefore your money), and clean out all the gunk…all those prospects that you’ve been nesting in the hope they’ll somehow wake up to the value you could deliver.
Give Up On Being A Sales Stalker
Surrender the wasters to the universe…at best your competitors will pick them up and get mired in the prospect’s maybe promises.
At worst, you’ll have set yourself free. Free to concentrate your fabulous skills, efforts, talents, time and money on prospects that are worthy of that investment.
So with pride, with head held high, and a huge sense of relief and rebirth slap those DNR stickers all over the prospects that are clueless, spineless, not interested, not worthy and just stuck. Instead, march forward with the brave, the enlightened and the glorious, because that’s what you deserve!
Your sales pipeline is your key to sales glory, endless commission and a genuine joy of doing a great sales job…and your discerning sales pipeline management skills are crucial to you achieving this.
You owe it to yourself.
Fly higher and devote time to the prospects that have the potential, insight, budget and mindset to work with you.
Don’t compromise on the quality of your sales prospects or the quality based criteria in your sales pipeline.
Your sales pipeline management could be all that stands between you and huge sales success.
For further insights on sales pipeline management as well as information on how you can boost sales and super charge your business development efforts for free – hit the link – The Advanced Business Achiever
If you want to know how to fill your sales funnel and sales pipeline with high quality sales leads – check this out Leads ++
And if you want to discretely discuss sales improvement in your business – contact me, Carol on 0779 002 1885 or firstname.lastname@example.org
You can also check out the blog for articles on improving sales performance, building replicable and scaleable sales and business development systems as well as sales pipeline management. Act fast, because this is the fastest easiest way to boost sales performance – Morton Kyle Sales Improvement
For further insights into sales pipeline management, sales funnel creation and creating accurate sales forecasts – check this out – tell me more
You can also check out the Morton Kyle Sales Audit for a super fast insight into the real reasons you’re not getting the sales results you want, need and deserve.
Here are some of our most recent sales improvement reports – all free, instant downloads
Lead Generation that’s Fast, High Impact, Easy AND Generates High Quality, Profitable Sales Opportunities at Zero Cost.
Suitable for: Professional Services, Law Firms, Accountants, Insurance Firms, High Volume Sales Call Centres, Resellers, Software Houses, Business Service Providers, Brokers, Multi Channel Sales Teams, any business with more than 3 products or services to sell.
If you’re dealing with customers and prospects on a daily basis then I GUARANTEE, you’re in charge a zero cost source of high quality leads.
You have access to a sales lead generation machine!
The truth is, you’re sitting on a HUGE asset.
Yet, so few businesses make the most of that asset to help then dramatically improve their sales lead generation.
Very few businesses turn that very valuable asset in to cash, profit, market share, competitive advantage, stable growth and sales certainty, because they just don’t know it exists!
Don’t be one of those businesses, because you don’t need to be hunting for business in the dark anymore.
Don’t Make the Same Mistake.
Create high quality zero cost leads while competitors go chasing questionable business.
Don’t be the business that:
Can you even begin to imagine hope much all of the above costs? I can’t, but I know it’s a lot of money and even more opportunity going to waste…right under your nose.
Of course, sales lead generation is the life blood of every business.
Now you can cross sell, up sell, and generate leads in every single sales call, visit, customer service call, complaint call…in fact at every interaction with the customer or prospect, you can generate well qualified leads…
As many as you want…
Whenever you want…
You’ll see how easy it is to generate leads confidently, professionally and successfully on every single call.
Yes – every single sales, customer service or customer interaction.
It’s the fastest way to fill your sales funnel with leads, so you can get qualified sales leads into your sales pipeline whenever you want.
And the extra good news:
As if you need any more reasons BUT, this is all at zero cost.
This is the easiest way to:
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That’s right – Zero Cost Lead Generation
Find out more here – just fill in the enquiry form below and I’ll send you everything you need to know about creating an infinite source of leads and sales for your business
Or you could just continue struggling…
If you’ve any questions or queries – email email@example.com or call 0779 002 1885
Want further insights into sales improvement? Because hitting this link will start the sales improvement in your business. Get weekly sales and business development newsletter – The Advanced Business Achiever
Strategy Overload, Strategy BS and Strategy Words Without Meaning!! I’ve seen it all over the last 4 months.
I spent three weeks in summer looking through some very ambitious sales strategy and business plans for a company that has huge ambition and even bigger potential.
Huge potential. In fact, off the scale potential.
Little competition. Great product. Demonstrable ability to deliver. Fabulous reputation. Outstanding service ethos.
As you would expect when the business needs to break through to the next level, then their senior business leaders put tremendous effort into pulling the business plans together.
That’s cost serious time and serious money.
We drafted, redrafted, discussed, argued, challenged, tested, refined, redesigned, road mapped, reflected, showcased and shredded…until the final business plan was alive and kicking.
At which point, the senior business leaders confirmed they’d all created a plan they knew they could achieve, something they could have faith in, fully recognising that if they didn’t take action now, then one of their hungry competitors would.
The value of a well designed sales strategy is not just making sure that it works on paper. That’s one aspect.
But it’s also about seeking alignment in the thinking of the key players.
It’s a chance for everyone to have their input into the sales strategy, everyone can say their piece, share their concerns before reaching a workable consensus.
So, by the time everyone has signed off on the sales strategy, you know everyone is on board.
That’s it. Committed to. In love with. Totally sold on what needs to be done…
None of that is as important as the bit that comes next.
This is the most important bit.
It’s this question.
One single question.
That question comes when it’s time for action.
Time to make the dreams come true.
This is when I know whether the senior business team are really in, or if they’re just saying they’re in.
At this stage boards will ask one of two questions:
Two completely different mind sets and two completely different trajectories to success (or not).
Of course, the ideal sits somewhere in the middle of the extremes…well, you’d like to think that, in an ideal world.
Because this is the truth, if you’re wholeheartedly behind what you’re going to do and you’ve been sensible, realistic and conservative with your projections, transparent in your risk analysis and have a business model you truly believe in them money is rarely as big an issue as time is.
Because the best sales strategy in the world is pointless if you don’t believe in it enough to make it go as far and as fast as possible.
Action is key. Action drives everything else. Action matters when the words are just words.
Think about it next time you have to commit to business changing actions.
In the meantime:
You can download a selection of free reports on how to improve your sales performance – just hit the link on our blog
Plus you can sign up to a free weekly digest of practical and proven sales and business development improvement strategies – hit the link – The Advanced Business Achiever.
Sales Pipeline Abuse!
Let start off by explaining what a sales pipeline is, it is:
Your pay check for the next 12 months and beyond.
The difference between you going on holiday or having to explain to the family why it’s another staycation.
Choices and options – do you spend your birthday in NYC or Rotherham…
You see where I’m going with this don’t you?
Do you treat your sales pipeline so shoddily when it’s so important?
Fill it full of half-baked, second rate, tyre kickers?
So many that the good, healthy, profit generating sales prospects either get lost totally or struggle to get the attention they deserve in order to prosper.
It’s because of this one single thing…
Being busy is more important that being effective…chasing a lead is chasing a lead, whether it’s a waste of time /effort or not…
Disagree with me?
Great…it means you know better.
So, this is NOT about time management, it is about how you manage your sales pipeline.
Some firms will map their sales pipeline so that it matches the buying process of their buyers.
Some firms have their own loosely structured sales pipeline.
So, to generalise between those two extremes, you can think about your sales pipeline as your sales forecast in motion.
The sales pipeline can represent a series of stages in the sales and buying process.
At the top of the sales pipeline the sales prospects are relatively unqualified…the nearer those sales prospects move to the end of the sales process the more details become attached and the higher the level of qualification as the discussions turn from possible sales to discussing prices and potential delivery dates.
You can see how it works.
Some firms will attach very specific qualifying criteria to each stage in the sales pipeline. Other firms are much more fluid around what happens at each stage.
In the former, you’ll see prospects held back in the sales pipeline until the sales person can qualify certain information – it may be around budget, sign off date, understanding/mapping the buyer process, meeting the key decision maker or some other business critical insight
A sales pipeline is a flowing source of information.
It moves often, maybe daily, maybe several times daily, weekly, monthly, depending on your sales cycle duration, order value and sector.
Either way, the crux is, it moves.
It doesn’t bulge out of control…at every one of the sales stages – there is a chance to decide if you keep that sales prospect in the sales pipeline and progress them to the next stage or if you ditch the prospect or simply take them back to a previous stage in light of new information.
Your sales pipeline directs all your daily activity.
Not enough sales prospects in your sales pipeline due to drop at a certain stage? Better get on with topping up the sales funnel then.
To many sales leads dropping out? Maybe need to tighten up the sales qualification criteria at the start of the sales process.
Sales prospects dropping out due to one factor? Maybe need to look at how expectations are being managed earlier on in the process.
Inaccurate sales forecast? Maybe a tighter sales pipeline with more specific criteria.
Your sales pipeline and the sales forecast it creates is vital to your business…it’s the resource planning, funding, operational blue print, so accuracy, management, maintenance are all vital.
Also, consider this, rejecting or ejecting unworthy sales prospects early on saves a mountain of time, money, resource…because dragging an unwilling and unqualified prospect through to the sales close at which point they reject your proposal is dangerous and it’s a money pit with no end in sight…actual costs plus opportunity costs all start to mount up.
Be diligent about the sales leads you progress early on. It may cost thousands to get a sales prospect to the end of the sales process, if the chances of conversion are low, ensure you qualify hard at the start of the sales process.
Look out for a new blog on sales conversion rates tomorrow.
In the meantime, here are a selection of free guides to help you create a robust sales pipeline. They’ll help you create a profit generating sales funnel – free instant download – just hit the link.
Just hit the links above and the reports are available for instant download
0779 002 1885
p.s. For free weekly insights into what’s new in sales, business development and profit creation – sign up to the Advanced Business Achiever – it’s free.