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 Sellers have not been replaced by digital and social media.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 […]
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 […]
3 debunked learning and training myths that still fool sales leaders
In the quest to make sales training more effective and gain traction with participants, sales leaders often get caught up in plausible but totally unsupported thinking about the way our brain works. These erroneous beliefs can cause a sales leader to make the wrong choice about training, and to overlook critical options to improve sales […]