The terminology of “leading” and “lagging” indicators is most often used in the world of performance management or economic analysis. But what do they mean? And how can you use leading and lagging indicators to improve sales performance? First, let’s define what we’re talking about. Leading indicator: A leading indicator is an indicator that changes […]
Selling SaaS B2B with Hunters, Farmers, Shopkeepers and Hippies
Selling SaaS (Software-as-a-Service) is still relatively new. Especially when you compare it to selling in other sectors, such as industrial products, which has been pretty much the same for many decades. Most advice around selling SaaS is confined to the idea that when you sell SaaS you shouldn’t sell a ‘product’; rather you should focus […]
9 factors for a powerhouse B2B trade show presence
Although trade shows were predicted to die out due to the ease of communication via technology, business-to-business trade shows are still important for many industry sectors. Sure, nowadays trade shows have to prove their worth to attract exhibitors. And there is a real challenge for shows to remain current and offer an experience that can’t […]
Effective sales leaders can read collective emotions
As a profession, sales is based on developing effective communication skills. This applies both as being a ‘sender’ as well as being a ‘receiver’ of information. And the need for advanced communication skills isn’t only for sellers dealing with clients. Sales leaders are often in situations where they communicate information to groups of people. As […]
10 steps to designing a better sales meeting
Like any other meeting, a sales meeting can be extremely productive or a frustrating waste of time. I was inspired to write this after reading an article on BRW that was about planning meetings in general. I have followed the 10 steps, expanded on each, and translated them into specific actions relevant for planning your […]