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 […]
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 […]
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 […]
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 […]
The best content format to engage technical professionals
Content format infographic below Selling technical products, software and services usually involves giving prospects access to information that educates them about the product, and inspires them to use it. This information is now commonly referred to as ‘content’ (as in ‘content marketing’). The content has a purpose. Your prospect is looking for help to make […]