KPI’s that drive behaviour
Category: Blog | Strategy Implementation
Delivering new sales revenue is a common theme that comes up with the clients I work with. In fact, I can’t think of a client that has more sales activity than they know what to do with, and most are always looking for ways to build or grow their sales pipeline. There a lot of…
Tags: | sales
Do Those Successful At Sales Have To Be Rule Breakers?
Category: Blog | Strategy Implementation
Ask the average person to describe a salesperson, and expect to hear words such as “charisma,” “charm” and, in some cases, “rule breakers.” In today’s business world, salespeople are often seen as personalities who bend the rules and stretch guidelines to meet goals. It doesn’t matter if you’re talking about a real estate agent or…
Tags: | sales
How to master sales…
Category: Blog | Strategy Implementation
When I train companies on sales I am often asked what separates a top performing sales person from the rest of the pack. In most cases, it’s because they apply a number of best practices everyday. Here are 10 best practices I share of top sales performers: They set high targets Top performers don’t wait…
Tags: | sales
Sales Basics: The Follow Up
Category: Blog | Strategy Implementation
It amazes me how many companies I visit and they are treating prospects like commodities. In today’s marketplace you must be different. How can you stand out? Start with consistent follow up in the sales process. Here are four things about the average salesperson I meet in most companies: No Phone Call Why would a salesperson…
Tags: | sales
Don’t sabotage your sales..
Category: Coaching | Strategy Implementation
I have recently been conducting some intensive sales training for clients. During discussions four outdated sales techniques emerged which were still common practice. If you are involved in sales, to any degree, each of these need to permanently banished: 1. Persuading prospects Persuasion: Some call it an art. However in sales, it’s just an overused…
Tags: | sales
How high growth companies are delivering sales growth……
Category: Leadership | Strategy Implementation
With the economic outlook looking positive many companies I am meeting are once again focusing on sales. The goal of increasing sales above your industry’s growth rate should be a primary goal of every aspiring high growth business Here are four key factors and best practices to deliver sales growth this year: 1. Define your…
Tags: | sales
How to Get Meetings with Decision Makers
Category: Strategy Implementation
One of the key issues clients face is how to get in front of key decision makers. Most businesses think that the only way to secure meetings is through luck or cold calling. Yet there is an easier way. The following steps reflect the approach I use myself and successfully implemented with clients. Eventually, all…
Tags: | sales
Getting What You Want, Getting What You Need
Category: Leadership
Here are two lists which should serve as a valuable guide toward helping you make progress in all of your efforts. The first one is from Think and Grow Rich and describes the thirty-one (31) major reasons for failure and incorporates the thirteen (13) major principles through which people accumulate fortunes. As you go through…
Tags: | sales
What are you afraid of losing?
Category: Leadership
All change means loss. We lose something in every change. It’s not change that we resist – it’s the losses. So what are you afraid of losing? What are your people afraid of losing? People are wired to be more sensitive to possible loss than to possible gain. There’s a large body of research here…
Tags: | sales
Simple Tips to Boost Your Referrals
Category: Strategy Implementation
1. Make sure our product/service is being delivered with consistency. You need to give people what they expect. 2. Add some low cost, high perceived value touches to our delivery process i.e. a phone call after each delivery. This makes the difference between satisfying your clients and delighting them. 3. Ask your clients what they…
Share this page
If you like this page please share it.
