The future of the individual ‘solo’ salesperson is coming to an end for most businesses. What is taking their place is an integrated team of people working on sales together. Sales leaders do not need teams of individual B2B salespeople, they need people with a diverse range of skills working as integrated teams across a range of sales disciplines and capabilities. Teams who can cover areas such as sales and […]
Sales – the new team sport Read More »
The overall current economic and market conditions are soft at best according to the latest reports. And even though the Federal Government is putting a positive spin on the latest quarterly figures by comparing us to other countries who are worse off than us, it doesn’t help those of us who are finding the current conditions challenging. Just ask any retailer at the moment and they will tell you just
7 things you can do immediately to improve your sales results in challenging markets Read More »
If you had to put a percentage weighting on the following questions what would your answers look like? How much of your individual success so far is solely down to your own efforts? How much of your individual success so far is as a result of the success of your community – where you were born, what family you were raised in, what school you went to, networks, friends, government
Debunking myths for the Common Good Read More »
Maintaining momentum in a sales career requires a proactive, disciplined approach. There are many things to consider and put together to achieve an effective selling week and sales year. The onus is on us, the salesperson, to make the most of what we have. Enlightened, highly effective salespeople recognise that they need to invest in themselves, invest in their own learning and continuous development, make the most of what they
How to keep your sales wheels turning Read More »
There’s so much to read to keep up with what is current and what is emerging in business and in the world in general. There are lots of things that we would like to integrate into our business, but it can take a lot of time. So from time to time, it’s a good idea to go back to basics. Getting back to basics in the B2B sales space means:
Back to sales basics Read More »
Anyone can have an idea. Ideas are cheap and they are plenty. The challenge is turning that ‘amazing’ idea or invention into a commercially viable business entity. Many people throw their hearts, souls, energy and wallets into developing their idea. Designing, crafting and forming it. Then thinking about ways how they are going to market their idea to customers using marketing strategies and tactics. They are looking from the inside
One main reason most start-ups fail Read More »
What is the correct title for a salesperson’s role? What should I call myself? This is a contentious issue… And a question we get asked frequently. The answer will depend on why you are asking the question. Are you asking because: You think the title ‘sales representative’ doesn’t adequately describe what you do. You are uncomfortable being called a ‘salesperson’ or ‘sales representative’ for whatever reason. You think ‘salesperson’ or
What is the correct title for a salesperson? Read More »
This statement was coined back in the late 1800s by Robert Louis Stevenson. It shows how everyone needs to consider selling as part of their professional life. It doesn’t matter what your work is, hairdresser, accountant, lawyers, engineers, trade, everyone. We all live by selling something. In our lives, we are all exchanging things of value. Whether what we exchange is of value to others should be determined through effective
Everybody lives by selling something Read More »
When trust in business, and organisations in general, is low, no one is more affected by it than salespeople. Salespeople are at the frontline of the business. They are the visible face. So when things go pear-shaped, the ones who lose credibility and trust are salespeople themselves. The famous Edelman report and a study conducted by Roy Morgan reveal that trust in businesses is at the lowest it has been
Trust me, I’m a salesperson Read More »
Sales is integral to business. Without sales we don’t have a business. But running a sales operation, leading the sales effort and guiding and directing a sales team can be a constant juggling act. Sales operations have many moving parts and they all require constant vigilance and effective decision making. The execution risk is always high. Sales operations and teams are also fragile ecosystems. Set up well to perform to
The Sales Juggling Act Read More »