There’s a moment every Sales Leader dreads. The board meeting.The QBR.The corridor conversation that suddenly turns into a forensic review of why the numbers aren’t where they should be. You walk in knowing the story isn’t pretty.You walk out hoping you still have the authority, the backing, and the time to fix it. And in…
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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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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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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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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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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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Sales bonus schemes can cause some heated discussions, that’s for sure. Get it right and it’s a joy. Get it wrong and you risk upsetting the team and accused of ‘changing the goalposts’ Earlier this week I had a half day session with a business owner to review the bonus and reward structure for the…
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Sales Conversion Rates Lots of sales leaders and sales people monitor their sales conversion rates since it’s a good top line indicator in terms of converting the ‘potential opportunity’ to the ‘actual order’. It’s asset utilisation at the starting point for sales – whether that’s a marketing campaign, a cold outreach, event attendee or an…
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Sales Manager vs Transformational Sales Manager? I’ve always had a tonne of appreciation for a good Sales Manager, they are rare and often under-rated. A good Sales Manager juggles the commercial tension from above, whilst satisfying the needs of the sales team. Tirelessly stuck in the middle, trying to broker the best outcomes for both….
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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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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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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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Simple Sales Forecasting helps sales leaders to drive continuous sales improvement and remove the peaks and troughs from sales performance. Stabilise sales performance and sales results
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Selling is complex. Markets change rapidly. Competitors evolve. And there is always someone willing to discount to shortcut the sales process. So, this is for you of you’re a sales leader seeking inspiration. Today, I want to share with you some of the quick wins I’ve used over the last 20 years to help immediately…
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Is Your Customer’s Buying Experience Making It Easier for Your to Make Sales in the Future? Or is it a smash and grab to net sales revenue today? Buying from you should be a frictionless process for your prospects and customers. If prospects and customers want to spend money with you, when your competitors are…
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Sales ROI is your biggest safety net as a sales professional Sales is one of the fastest evolving industries….and it’s not likely to slow down anytime soon And with that realisation, add in that Buyers are getting more demanding Competition is increasing Budgets are getting smaller AND No-one wants to make a decision for fear…
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How to Close Profitable Sales – Because it costs you a lot to close cheap business! Discover how to close profitable sales because it: Get it wrong and welcome to: Knowing how to close profitable sales is the difference between a high stress, low margin sales environment and a solid, stable sales machine. How to Close…
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High Converting Sales Pipeline or Sales Plug Hole? What have you got… High converting sales pipeline, an ok-ish sales pipeline, or a sales plughole? It’s ok if you don’t know. Many organisations don’t. It’s a classic failing in under performing sales functions. Sadly, that’s an opportunity missed to really extract the highest level of sales…
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Handling sales objections needs to be a key skill if you want to succeed in sales, and you want to enjoy being in sales. It’s a simple skill to master, sales rejection is not real, sales resistance is legitimate so discover how to work with it and benefit from those prospect objections
Continue Reading4 times per month – Modern Sales Improvement Strategies to Improve Sales Performance in B2B Sales Teams. For: Sales Leaders, CEOs, and CFOs. Specifically designed to provoke deep and valuable conversations around sales performance, sales improvement, low risk growth and minimising waste in the sales function, and to share sales improvement strategies that are currently…
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Sales results tell a story… In fact, the world is built on stories. Yours, mine, everyone’s world is based on a collection of stories. It’s how we make sense of things we don’t immediately understand. Stories help us learn. Help us process information. Hard wire information into our memories. It’s how we relate to each…
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Sales Management Training Courses courses often conjure up the picture of long courses filled with lots of great theory and knowledge building, folders three inches thick, flip charts and pages of great ideas. That’s great. But how many of those great ideas make it back into the business? How much of that great theory ever…
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The first rule of being a sales professionals is that you achieve sales targets, consistently, ethically and predictably. That’s the basics, just to be in the sales game. But it takes effort. The very best sales pro’s make it look (almost!) effortless. Some get there by sheer hard work, some by talent and most by…
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