Sales Strategy

Home / Archive by category "Sales Strategy"
Sales Process Design to Support Fast & Continuous Sales Improvement

Sales Process Design to Support Fast & Continuous Sales Improvement

Sales process design is at the heart of any sales improvement plan Here are three things you must do if you’re serious about continuous sales improvement, sales growth, low risk scaling of the sales function. Sales Process Design Be conscious about this. Too many sales functions rely on the CRM to map the sales process….

Continue Reading
Sales Management Training Courses | Solving Key Sales Problems for Sales Leaders

Sales Management Training Courses | Solving Key Sales Problems for Sales Leaders

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…

Continue Reading
Sales Target Objectives | Are You Getting the Most From Yours?

Sales Target Objectives | Are You Getting the Most From Yours?

Sales target objectives are the typical guide for making sure a business gets the turnover and profit margin it needs. If that’s the definition you’re using it’s not the worse definition. But there’s so much more. Sales Target Objectives Build a Solid Business Using turnover and profit margin only is not a bad position to…

Continue Reading
Ways to Increase Sales in your B2B Sales Team | Improve Sales Results

Ways to Increase Sales in your B2B Sales Team | Improve Sales Results

Every sales leader looks for ways to increase sales results. The fatal flaw is in looking for that one great big sales improvement idea in the hope of hitting the sales jackpot! You know how often that happens? Almost never. Almost never? So it happens sometimes? Of course. I’ve worked with one B2B sales team…

Continue Reading
How to Create Sales Goals

How to Create Sales Goals

Create Sales Goals that match the focus of the overall business. Or maybe create sales goals that motivate the sales function using their earning potential. What about shareholders? How about if you’ve got to also consider stake holders as well as shareholders in the business? Will their needs always be the same? Can you create sales goals and…

Continue Reading
Sales Value Proposition | What does this really mean?

Sales Value Proposition | What does this really mean?

What’s your sales value proposition? Look for the value… Create value with your buyer… Be a person of value… There are loads of statements floating about at the moment about the ‘sales value proposition’ and such associated terms. Listen to any sales guru long enough and they’ll come up with their variation on the theme….

Continue Reading
Sales Process Audit to Boost Sales | Continuous Sales Improvement

Sales Process Audit to Boost Sales | Continuous Sales Improvement

So, do you really need a Sales Process Audit? Urban myth or not, we’ve all heard the story of the business who decided to employ a productivity specialist to make the production line go faster. The aim to make more widgets per hour, so up the production, sell more and make more money. Now, there…

Continue Reading
The Perfect Sales Recipe – What Sales Metrics To Use

The Perfect Sales Recipe – What Sales Metrics To Use

Sales Metrics and sales KPI’s matter,for lots of reasons. Having the right team sales KPI’s and the right individual sales metrics means your chances of achieving sales success are already increased. The following will help you identify some of the challenges around this area, and for a more step by step guide you can download…

Continue Reading
Sales Innovation and Disruption Sessions

Sales Innovation and Disruption Sessions

Sales Innovation Disruption sessions are designed to shake up your thinking so you can do the same to your sector. Are you tired of losing business? Fed up with discounting? Genuinely struggling to educate your prospects as to why they should buy from you rather than your competitors? Then join us for one day and…

Continue Reading
How High Performing Sales Teams Close More Sales

How High Performing Sales Teams Close More Sales

High Performance Sales Closes are like Unicorns. They exist, but no-one has ever seen it. Yeah, you know it. And the truth is – really successful sales people ask for the business, of course they do, but they never, ever hard close, because they just don’t need to. High Performance Sales Pro’s  Have a totally…

Continue Reading
Increasing Sales Results | What to do Before Starting B2B Sales Training

Increasing Sales Results | What to do Before Starting B2B Sales Training

Increasing Sales Results – What to do Before Selecting Your B2B Sales Training Courses There are lots of ways of increasing sales results, you could: Focus on bigger deals Increase, or decrease prices Sort out your incoming sales funnel and sales lead generation Only chase good quality business with your clearly defined perfect prospect profile…

Continue Reading
Free Sales Health Check | Book Now

Free Sales Health Check | Book Now

The Free Sales Health Check – Your first step on your road to sales clarity and focus. Book now for your Free Sales Health Check If you’re struggling to see the real potential of your sales team… When you’re tired of wondering if your expectations are too high, or if the market is really that tough… If you…

Continue Reading
Funded Sales Training, Sales Coaching and Business Development

Funded Sales Training, Sales Coaching and Business Development

Funded Sales Training Funded sales training is now available across the extending Sheffield/South Yorkshire region. Depending on your business size you can receive funding of up to 70% towards your sales, business development and business growth objectives. This can involve working with your sales team, your team leaders, your board or your customer facing functions….

Continue Reading
Sales Detox | There is No Sales Unicorn Unless You Create One

Sales Detox | There is No Sales Unicorn Unless You Create One

When Did Sales Get So Complicated? Simple sales plan? Does anyone still run one of these? It’s a rare day now, on opening my inbox 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…

Continue Reading
Building Highly Qualified Sales Funnels

Building Highly Qualified Sales Funnels

Building Highly Qualified Sales Funnels… Building highly qualified sales funnels is the single most important task in building any growth model, scaling your sales team, and therefor, building your business. Anything else is just risky, costly, as well as unpredictable. Is that what you want? So… How Would You Describe the Health of your Sales Funnel? Spot on…it’s…

Continue Reading
The Relationship Between Risk, Value and Price – Know the Implications

The Relationship Between Risk, Value and Price – Know the Implications

Risk, Value and Price Risk, Value and Price, and how your explore these areas with the buyer are the cornerstones are sales success. Or sales failure. The relationship between risk, value and price in the eyes of the buyer/prospect is complex. That’s a fact. The relationship between risk, value and price in the eyes of…

Continue Reading
Fixed Price Sales Training | B2B Sales Training Courses

Fixed Price Sales Training | B2B Sales Training Courses

Fixed Price Sales Training Courses | B2B Sales Training | Book Now Fixed Price  Sales Training – B2B Sales Training Courses – Train up to 12 sales people for just £1,450 Book your date ASAP….and get next month off to a great sales start…because that’s how quickly you’ll see improvements if you use the sales skills, techniques and…

Continue Reading
Sales Pipeline Management: Do Not Resuscitate

Sales Pipeline Management: Do Not Resuscitate

Sales Pipeline Management: Your Sales Crystal Ball 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…

Continue Reading
Lead Generation for Professional B2B Sales People – Leads ++ 

Lead Generation for Professional B2B Sales People – Leads ++ 

Sales lead generation is a bug bear in any sales team. Every single sales guy in the world today wants the hot leads, the warm data…yet few of them realise that they are sitting on the hottest leads around. If you work in a sales environment where you are selling more than one product then…

Continue Reading
Your Sales Conversion Rates: Your Very Own Sales Crystal Ball

Your Sales Conversion Rates: Your Very Own Sales Crystal Ball

Sales Conversion Rates: The Ultimate Sales Metric…or is it? Lots of sales leaders and sales people monitor their sales conversion rates since it’s a good top line indicator as to how things are going…from staying steady to gently increasing or, heavens forbid, heading south. But, I also know some firms who don’t pay that much…

Continue Reading
Free Guide | Build a Sales Funnel of High Quality, Highly Qualified, High Converting Sales Leads

Free Guide | Build a Sales Funnel of High Quality, Highly Qualified, High Converting Sales Leads

Filling the Sales Funnel? That’s someone else’s job right? Sales Funnel Truth. Experienced sales people and sales leaders know lots of things about sales and how to sell. But they forget stuff too…we all do. And you and I get rusty at the things we don’t do regularly, so if you’re in sales then listen up….

Continue Reading
Problem Solving in Sales Performance and Sales Results Improvement: 3 Easy Steps

Problem Solving in Sales Performance and Sales Results Improvement: 3 Easy Steps

3 Easy Steps to Being a Sales Detective Sales Performance and Sales Results Matter! Making sure that the key metrics are on point all through the month is key, plus having the skills and insights to reverse any decline and accelerate any upward trends is vital. But, before that you’ll need to learn how to…

Continue Reading
What’s Your Sales Process Really Costing You?

What’s Your Sales Process Really Costing You?

Your Sales Process – What’s It Really Costing You? I hate waste. I especially hate waste in the sales process because it just costs so much money and wasted time, talent and resource…and don’t get me started on the opportunity costs. It’s criminal. If I tell you the cost of running an inefficient sales process…

Continue Reading
Sales Meeting: How Not to Send Prospects to Sleep

Sales Meeting: How Not to Send Prospects to Sleep

Prospect Sales Meeting – Wake Up! Your prospective buyer is NOT here to entertain and educate you during a sales meeting. You might wish they were, but they’re just not. Surprisingly, some sales people haven’t cottoned on to this yet. That has some disastrous results, like: Prospects runs the sales meeting! Your agenda gets hijacked by the prospect!…

Continue Reading
How to Improve Sales Performance: The Friday Sales Rant

How to Improve Sales Performance: The Friday Sales Rant

How to Improve Sales Performance: The Friday Sales Rant! You’d be surprised what businesses will do to improve sales performance. You’d be surprised the lengths they’ll go to, the resources they’ll commit and the efforts they’ll expend all in an effort to improve sales performance. Selling their soul? No…but not far off. So, why, why, why,…

Continue Reading
Sales Performance: A Sales and Business Development System to Deliver Accelerated Sales Growth

Sales Performance: A Sales and Business Development System to Deliver Accelerated Sales Growth

Sales Performance: The Best Sales and Business Development System Sales and Business Development Functions are worthless if there is no sales and business development system in place which is used throughout the business. With regard to maximising sales performance, what’s the best sales and business development support system look like? First of all, let’s think…

Continue Reading
Sales Manager – Has Your Job Died?

Sales Manager – Has Your Job Died?

Sales Manager I regret to inform you that as a business we’ve taken the very difficult decision to let you go. We will honour the obligations laid out in our contract and as such, hope you will do the same as a Sales Manager in the business. I would like to take this opportunity to…

Continue Reading
Sales Performance Improvement – Habit Beats Knowledge Every Time

Sales Performance Improvement – Habit Beats Knowledge Every Time

Sales Performance Improvement – Habit Beats Knowledge Every Time Sales Performance Improvement is the key driver for continuous sales improvement…better results, bigger results, faster. If you’re in sales, sales management or running your own business then chances are you’ll be looking for ways to continually boost your sales performance. You’ll be looking for more customers,…

Continue Reading
Competitive Strategy – Do You Just Drop Your Price?

Competitive Strategy – Do You Just Drop Your Price?

Competitive strategy allows you lots of options. Competitive strategy takes more than simply dropping the price. Discover how lowering price is not the best differentiator when you’re trying to boost sales, profits and market share, and why simply distracting the market with cheaper prices is the last thing you should do.

Continue Reading
How To Start Managing Poor Sales Performance Today

How To Start Managing Poor Sales Performance Today

Managing poor sales performance takes effort. Much more effort than managing sales performance when the team are operating in line with expectations. That’s why it’s always ideally more sensible to work hard to keep the sales team performing to target, as opposed to let things slip. That’s really hard work, I know. High performance sales…

Continue Reading
How to Boost Sales Revenues and Profits…Start Your Sales Engine Today!

How to Boost Sales Revenues and Profits…Start Your Sales Engine Today!

How to Boost Sales Revenues and Profits – 10 Ways You Could Be Leaving Money with the Buyer… You’ll know I’m a keen advocate of delivering exceptional value – just check out these two posts to see what ‘delivering value’ is and what it could mean for your business if you decide to go down…

Continue Reading
How to Build Value in Your Sales Pitch

How to Build Value in Your Sales Pitch

How to Build Value – answer that question, specifically for your business, and the sky really is the limit. You’ve seen the figures, the figures that claim 57% of the buyer’s decision making is done BEFORE they invite the sales person in… Whether you believe them or not, the truth is clear… If you’re trying to get…

Continue Reading
How to Increase Price, Win Business and Boost Profits – 3 Case Studies

How to Increase Price, Win Business and Boost Profits – 3 Case Studies

How to Increase Price, Win Business and Boost Profits… Not a catchy title but it definitely covers three of the issues I’m most often asked to sort out. I thought this week that I’d address the issues by looking purely through the ‘How to Increase Price’ lens. To help I’ve outlined three case studies that will guide you…

Continue Reading
Sales Audit

Sales Audit

Sales audit can unlock the true sales potential in your business

Continue Reading
There are Over 135 Ways to Boost Your Sales Results and Sales Performance

There are Over 135 Ways to Boost Your Sales Results and Sales Performance

Sales Results and Sales Performance – Over 135 opportunities to get it right or get it wrong . OVER 135!!

Continue Reading