Is looking at Sales Improvement Strategies at the top of your leadership agenda this year? Recent research states that the primary concern of CEOs today is the stability of their revenue streams. This suggests stability over growth. This is telling in itself. No competitive organisation should be aiming for stability in a competitive space. It…
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Building your competitive selling strategy a critical first step in improving sales performance, but…. Too often it’s over complicated, knee jerk and identical to competitors…and when that happens Then so starts the race to the bottom! So, why do so many teams get wrong? Why don’t sales results reflect ambitions? Why is every month a…
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Sales Reps who are really Order-Takers won’t convert at the level they should with buyers who need to speak with industry experts who add value, show a deeper buyer understanding and who have the status of trusted adviser. Consultative selling, solution selling, being an educator, leader, creative source for the buyer is exactly what order takers fail to deliver. What’s having order-takers in your sales team costing you?
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There are plenty of people out there that want to tell you how to create a sales plan. Loads of graphs, spreadsheets, software platforms… Any number of things that will give you what you want. And make it look pretty too. Whatever you want… But… 99.9% of them, you can dismiss. You can dismiss them…
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Sales performance – everyone looks at it, everyone has a view on it, and everyone wants the upwards swing! But, in reality, sales performance can be just like April weather in the UK. You know what you’d like, and what seems reasonable, but that doesn’t mean t you won’t get all 4 seasons in one…
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