Human nature always wants more. More food; more things; more friends; more money; more of everything. And the same often goes for sales techniques. If there is a problem with achieving sales, let’s teach the team more techniques! In a recent post author and web strategist Gerry McGovern explained a similar situation: When scientists started […]
How to delegate effectively and why it’s great for time management
Sales leaders, and executives who manage revenue producers, often have to delegate tasks to individuals within their team. Sometimes that team extends to marketing staff, sales support, or administration roles. A quick quiz If you are a busy manager with a task that must be completed, and that task could be done by another on […]
How to embed learning in your team: the Ex4 method
Lack of implementation. It’s a major impediment to getting the return on investment you want from training. Have you heard about the studies that show up to 90% of what is covered in training is not retained after 4 weeks (also known as the Forgetting Curve first identified by Hermann Ebbinghaus in 1885). Or that […]
Who is driving your sales?
A client of mine was in a difficult situation. He and a partner developed a CD-based (digital product) learning aid to be used in tertiary education institutions. Both partners have “inside knowledge” of what students require, they are well qualified in their field, and they know how to produce the product. So what’s the problem? […]
You cant sell to everybody, so disqualify most
Web content guru Gerry McGovern once wrote … “Every time you serve someone, you make someone else wait.” Gerry was talking about the investment in creating content for web sites. I have re-phrased his words with a sales context. You can’t sell to everyone, so disqualify most Gerry went further by explaining … “Every time […]