Credibility is part of the sales process, which is often overlooked or taken for granted. Why would you bother to check? Any sales professional probably learned about credibility on their first training programme. Smart appearance, positive and helpful communication, logical reasoning – what else is there to add? You’re credible. Read the rest of this entry »
Talk Your Way through a Sales Stalemate
September 26th, 2011You know that moment when a ‘must win’ sales negotiation starts to feel uncomfortable. Your customer is proposing damaging terms and you’re forced into a position where you’ll have to make a choice you don’t want to make. Read the rest of this entry »
Tough times demand tough decisions
June 8th, 2011In my business I meet many leaders of industry. Some of the ones who stand out to me over the last few years are the guys who’ve ridden the most challenging waves. Read the rest of this entry »
In the ongoing storm, what’s the difference between an effective leader and a successful leader?
May 12th, 2011There is a tornado of change around us and the only way to survive this economy successfully is to lead your organisation effectively. Recently I’ve been thinking about what makes the difference between an effective leader and a successful one and if it’s possible to be one without the other… Read the rest of this entry »
New MH 2011 Sales Study warns – don’t sit back and watch sales slide
April 3rd, 2011Hopefully you’re up and running after an encouraging start last quarter. Of course there’s always someone else – a colleague or even a competitor who’s also had some success with seemingly little effort. But as you watch them sit back complacently, stay on your guard. Take a look at the results of the new Miller Heiman Sales Study 2011. It’s clear that if you lose focus with over confidence, then business can start to slide away very quickly. Read the rest of this entry »
Still Barking Out Orders?
September 21st, 2010Comments on postings from Miller Heiman CEO, Sam Reese Read the rest of this entry »
Tags: Miller Heiman, sales coaching
Posted in: News | No Comments »
Physically fit is not enough… You’ve got to be mentally fit too
July 4th, 2010Dare I mention the ugly subject of the England World Cup failure? After Sunday’s disappointment, the subject of recovery and training is a big one. You can expect the media to be full of speculation in the coming months Read the rest of this entry »
Tags: coping techniques, losing sales
Posted in: News | No Comments »
Sales. Is it a dirty word?
May 23rd, 2010How many sales people do you know with a degree in selling or in sales management? Are there many universities who offer a degree in sales process? Read the rest of this entry »
Tags: accredited sales programmes, Business Development, marketing, sales management, sales process, sales success, selling
Posted in: Uncategorized | 2 Comments »
We need to hit our numbers
April 12th, 2010As soon as we know our sales target for the year, most of us start to think about how we will achieve it. “Which contracts are likely to close?” “Which look risky?” and “Do I have a sales process to help me?” Read the rest of this entry »
Tags: forecasts, public sector, sales process
Posted in: News | 2 Comments »
“If I spray the shotgun pellets around enough, surely I will hit something.”
March 11th, 2010Early findings in the Miller Heiman 2010 Global Sales Best Practices Study show that in 2009, many sales people returned to the ‘shotgun approach’ – a clue, perhaps, that things were more difficult in 2009. Read the rest of this entry »
Tags: global conference, Miller Heiman, Sales Best Practice
Posted in: News | No Comments »