Industry sectors are always evolving. These days they evolve quicker than ever. Are your team using the same sales strategies and benefit messages they were using 5 years ago? Or even 2 years ago? Are you competing on the right factors for now? An example of the way shifts in selling strategies can quickly evolve […]
B2B sales management strategies to motivate and retain a Gen Y team
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 Sellers have not been replaced by digital and social media.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 […]
The 4 brainwashing techniques used by shonky sales people
Have you ever been in a situation with a sales person, for business or personal purchases, where you felt you were being manipulated but couldn’t quite tell why? Proven brainwashing tactics That uncomfortable feeling you had might have been triggered by one or more of these 4 classic mind control tactics.¹ The ‘foot in the […]
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 […]
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 […]