Sled dogs work in teams. Just like your sales team. The human giving directions to the sled dog team is called the “musher”. And the musher is much like the CEO, MD or General Manager giving the orders about which direction the company must travel. However, for the sled dog team it’s actually the lead […]
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 […]
Avoid this missing link to create a powerful client retention strategy
Client retention is overlooked because it’s not sexy. It’s not as exciting as bringing in new clients. And maybe it can even sound boring. But developing a powerful client retention strategy that you can actually implement on a consistent basis is far from easy. And there is a missing link that can undermine your retention […]
Convert cold calls into conversations using the Triple C strategy
Cold calling is so 20th century – along with fax machines, Walkman portable cassette players and putting a boom box in the back seat of your car because you didn’t have an inbuilt sound system. No-one likes the idea of a “cold call” The whole mindset around the old way of making this sort of […]
How to improve sales results using leading and lagging indicators
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 […]