Confront, avoid or “snuggle up” and …who coaches them?
Most sales leaders expect to coach their teams, but just how effective is the coaching they provide? Read the rest of this entry
The Sales Leader as Coach
November 1st, 2013
Stephen Newman’s Blog
Category Archives: Library
Four success stories which could change the way you sell….forever!
August 22nd, 2013
We love ‘thank you’ messages from customers. One email told us our client (transportation sector) had won a contract worth €1.6 billion against a strong, preferred, competitor. The sale looked really difficult but they did it. How? They tell us our Value Wheel workshops made the difference. They influenced the customer’s expected decision. Read the rest of this entry
Put Your Energy Where it Matters
February 25th, 2010
Are you measuring something that’s not mission critical?
2010 Miller Heiman Sales Best Practises Study
January 26th, 2010
- Highlights of Results
- World-Class Sales Organizations defined
- Headlines from the 2010 Study
- Selling activities that differentiate World-Class Sales Organizations.
Accurate Sales Forecasts
January 26th, 2010
There is nothing more frustrating than submitting sales forecasts which turn out to be wildly wrong. Let’s be honest, a high proportion of sales people do not like to disappoint their boss (or themselves) and forecast more prudently. It’s easy to prefer pleasant surprises to unpleasant shocks.
Two Ways to Sell Beyond the Close
January 26th, 2010
There’s nothing like getting a decent bonus after you win a major contract for your company. However, like most successful salespeople, you’ll understand that while getting the order and receiving a cheque is essential, it is never enough
After the Call: How to Keep the Momentum Going.
January 26th, 2010
Doing an assessment after each sales call is valuable for two reasons
Three Tips to Improve Your Sales Calls
January 26th, 2010
You’ve got a hot prospect. You need a face to face opportunity to sell your product and services. So you call up, without an appointment, hoping to catch the decision maker in a rare unscheduled moment. “I was in the vicinity, and thought I’d just say hello.” Well, at least you tried
What Makes a Winner?
January 26th, 2010
From a Miller Heiman study on Winning Sales Organisations (WSOs) 72% of respondents rely on well-defined methodologies for deciding which opportunities to pursue. That’s almost a third better than other respondents. “!In other words, nearly half the non-WSOs have no standard system for identifying the best opportunities” says Miller Heiman COO Damon Jones, “That’s like fishing wherever you want and hoping that something will bite on your hook”
What does World-Class look like in a Sales Organization?
January 26th, 2010
- Trends in Improving Sales Performance
- Defining a World-Class Sales Organization
- Top 12 Sales Initiatives for 2011