Most sales teams don’t fail because of effort, they fail because they mistake activity for progress. If this is happening in your team then here’s how to spot it early and fix it fast. You know your sales team have the skill, will, tenacity and knowledge to hit sales targets. Yet for those who miss…
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Growing a sales team isn’t always the silver bullet leaders think it is. If you’re a CEO, CRO, Sales Director, or Sales Leader under pressure to deliver results, the instinct might be to hire more salespeople and hope the revenue graph points up. But here’s the harsh truth: if your current sales team isn’t already…
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Carol Griffiths MBAHi, welcome to Morton Kyle Limited. Morton Kyle is a UK-based B2B sales improvement consultancy that helps CEOs and Sales Directors fix underperforming sales teams, improve forecast accuracy, and scale predictable revenue growth, as Founder and Lead Consultant, I’ve spent the last 30+ years in the sales trenches with global brands, challenger firms,…
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Your B2B sales coach is on your side when you challenge yourself to be the best sales person, sales leader, sales specialist you can be, for yourself, your team and your clients. High accountability, results focused, on your side to get the tough jobs done together
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The Sales Improvement Workshop – using the S.A.V.E.R sales growth framework covers – increasing sales revenue, margin and conversion rates. Designed to elevate sales performance, support long term sales transformation. and deliver sustainable sales success to every sales team
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Sales Leader used to mean managing the the sales team, now that’s changed. In demand Sales Leaders are Sales Improvement Trouble Shooters – driving growth, sales transformation with a strong RevOps focus. Data driven sales improvement leaders will own the sales management space over the next
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The B2B Sales Improvement Digest – free subscription – for Sales Leaders, CRO, RevOps, CEO, Sales Director – get the best digest of proven sales improvement methods you can start using today
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Sales Audit is your first step to gaining control of your sales function. It’s the building block of any sales improvement effort, and the basis for unlocking your businesses full sales potential
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Improving sales performance in just 90 days. STOP making it easier for your competitors to grow! Every single day you tolerate a leaking sales process you give them your lead, your sales revenue, precious margin and an easy flow of leads and opportunities that makes them stronger and you weaker…Do you really want to keep doing that? I didn’t think so…book a call today and make the first step in strangling the leads and cash you’re sending to competitors
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Improving sales results like revenue, margin average order value, conversion rates, sales cycle duration are easier than you think. What stops most sales teams from achieving the sales results they deserve is that they don’t have a system for tracking these sales metrics in a way that drives sales transformation. That changes today – book a call to discuss
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Sales Results – everyone looks at them, everyone has an opinion, and everyone wants the upwards swing! But, in reality, sales results can be just like April weather in the UK… You know what you’d like, and what seems reasonable, but that doesn’t mean t you won’t get all 4 seasons in one afternoon! So…
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These B2B sales qualification and sales discovery questions will help you close as more sales – often increasing your sales close rate by as much as 27% Why? Asking great B2B sales questions is the key to success in selling. Get that right and you’re half way there because The quality of your sales qualification…
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Mention ‘sales improvement’ in any B2B sales environment and the room splits in two – one group who know exactly what to do, and the second group who wonder just where to start. This article speaks to both, and in the words of Abraham Lincoln “Give me six hours to chop down a tree and…
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Results and process driven Interim Sales Director and Fractional Sales Support to B2B sales teams. Helping Sales Leaders, CRO, RevOps and CEOs unlock sales revenue, margin and conversion – done with you / done for you solutions available. Book a call to discuss.
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The rules of predictable sales performance science will save you being caught out. Giving you sight and full control of the sales results your sales function deliver.
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Your sales and business development system should be so simple that it’s easy to see where it’s not working as it should. That means any fix is easy and fast. Over complicated sales, marketing and business development pathways rarely get the sales results they should. Find out why here
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Your organisation operates in a competitive space, so optimising your sales process is essential for growth. Dive into our comprehensive guide, as we walk you through the 21 crucial stages of a sales improvement audit. Learn how to identify bottlenecks, uncover hidden opportunities, maintain sales optimisation and boost your sales performance
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Sales leaders, are you ready to supercharge your sales pipeline management? In this comprehensive blog post, we’ve compiled a list of 30 essential questions that every sales leader should ask their sales representatives. By probing into various aspects of the sales process, you can gain valuable insights, identify bottlenecks, and foster a culture of continuous improvement. Let’s dive in and explore how these questions can help you optimize your sales pipeline and drive exceptional results.
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Improvements in sales results and sales growth can be huge under the right circumstances. More often they are incremental and hard fought for. Some sales improvement strategies can only be judged – win or fail – post event…that’s what I want to share here…. The choice – sales training vs sales coaching in high performance…
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I wanted to share this Sales Leader’s Checklist because it’s one of the foundations of our Sales Leadership and Management Program and part of S.A.V.E.R Sales Growth Engine – and it always get’s rave reviews….so here you are! You don’t need anyone to tell you the role of a sales leader comes with unique responsibilities…
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Is looking at Sales Improvement Strategies at the top of your leadership agenda this year? Recent research states that the primary concern of CEOs today is the stability of their revenue streams. This suggests stability over growth. This is telling in itself. No competitive organisation should be aiming for stability in a competitive space. It…
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Sales performance analysis is crucial to an organisation for several reasons. It provides valuable insights and data-driven decision-making capabilities that can significantly impact the success of a company, and it improves agility to any changemes or movements before they become trends. Sales Performance Analysis | What to Measure? What gets measured gets managed! We’ve all…
Continue ReadingSales prospecting over the last 4 years has become increasingly tough Connecting with decision makers is the number one sales frustration with many sales teams. That is a proven fact. Some people will hide behind their email. Others won’t picks up calls from telephone numbers they don’t recognise. But whilst all the gurus out there…
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Selecting your sales metrics, your sales key performance indicators (KPI), can make a big difference in how your sales team perform, how they thrive and how they build efficiency and effectiveness into their every day sales activities, habits and sales mindset. This is especially useful in any sales improvement or sales turnaround situation, but also critical around any sales training intervention or coaching situation. If you’re not actively managing the critical sales metrics – how will you know what you’re doing is working, and what to do to make it work better?
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Managing Poor Sales Performance Every sales leader dreads it. You’ve built a team, invested in training, given them targets, tools, and opportunities. Yet the results don’t match the effort. The pipeline looks fat, but the deals don’t close. Discounts creep higher. Margins slide. Forecasts turn into fiction. Managing poor sales performance is one of the…
Continue ReadingAs a Sales Improvement Consultant / Trainer my aim is to help you get the best sales results in the shortest time, in the most cost effective way. I help you find and fix sales leaks in your sales process. Identifying unconverted orders, sales revenue and margin that would otherwise leak out of your business…
Continue ReadingGood B2B sales call structure should be natural, flowing and conversational whilst still hitting the key fact find/info staring milestones. A sales structure that is clean, clear, flexible and buyer centric will help the sales person and the buyer
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There are at least 135 levers to pull to improve the sales results in your sales team. Unlock 100 Proven Levers to Double Your Sales Revenue – For the first time ever – released as a free download Knowing what lever to pull on, how and when is key to maximising sales, revenue and margin….
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Sales Reps who are really Order-Takers won’t convert at the level they should with buyers who need to speak with industry experts who add value, show a deeper buyer understanding and who have the status of trusted adviser. Consultative selling, solution selling, being an educator, leader, creative source for the buyer is exactly what order takers fail to deliver. What’s having order-takers in your sales team costing you?
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Sales improvement is a big challenges,for anyone is a sales leadership or sales management position especially when it comes on the back of having to run the day to day sales function. That’s why Morton Kyle have designed a suite of sales improvement and sales trouble shooting solutions to help you navigate to the easy wins, repair the costly sales leaks and start the process of introducing continuous sales improvement and sales performance management into your business development function
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Carol Griffiths MBAHi, welcome to Morton Kyle Limited. Morton Kyle is a UK-based B2B sales improvement consultancy that helps CEOs and Sales Directors fix underperforming sales teams, improve forecast accuracy, and scale predictable revenue growth, as Founder and Lead Consultant, I’ve spent the last 30+ years in the sales trenches with global brands, challenger firms,…
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Sales Innovation Disruption sessions are designed to help you see your offering, your space, your value an d competitors through the eyes of your buyer and your prospects. Too often buyers / prospects views change much faster than the views and perspectives of suppliers. When the rate of change in the buyers industry is high,…
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High Performance Sales Closes are like Unicorns. They exist, but you don’t really sees the magic until after it’s happened – and then you realise. Sadly, too many sales leaders think that being able to close is the difference between hitting the sales target and missing it! This is not the case, Lack of closing…
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Business assessment means lots of things to lots of people. Some strategic boards will simply look at Revenue, Margin, and Cashflow as indicators to how the business is doing…and that makes sense. But what about what you need to increase sales results and sales performance? And to look at leading factors into sales performance, rather…
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Benchmarking sales performance is where is it all starts. Undertaking any kind of sales improvement initiative without first getting a base line of what your current sales function is achieving, and by what means they are achieving, is akin to map reading in the dark! Why Should You Be Benchmarking Sales Performance? Because it’s the…
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