The world of B2B sales has changed; and it hasn’t. What hasn’t changed is: The importance of personal communication and self-management skills for sellers. Clients place high value on sellers having Account Management and Solution Selling skills. Sellers have not been replaced by digital and social media. We now have social selling. Buyers want sellers […]
How to increase sales by managing the Sales Improvement Ecosystem
One of the big challenges for leaders within the technical B2B sector (such as technology, industrial products or services) is how to best manage the ‘revenue engine’ – or sales function – of the business. Sales management is a tricky responsibility at the best of times. There are so many hard and soft factors that […]
4 recurring patterns of great sales leaders
Being a sales leader can be a tough gig You have internal stakeholders to satisfy. You have a sales team to lead, educate and motivate. You have clients to delight. And to be successful can mean spending a significant part of each day with clients, either in the field or in digital meetings or working […]
Why sellers need to learn and re-learn
By definition, an expertise-based business relies on its knowledge and insights to attract and keep clients. For sellers in expertise-based businesses it is easy to become over-reliant on the bank of ‘product’ knowledge within the business. Especially when that knowledge has been at the core of the sellers field of expertise for many years. Differentiate […]
6 steps for giving effective feedback to your sales team
Busy sales leaders should be looking for efficient ways to get things done. I understand that. But when it comes to giving performance feedback I think being focused on efficiency isn’t always the best option. This is why. In a recent article on HBR.org (from Harvard Business Review magazine) called Giving Effective Feedback When You’re […]