Many SMEs have at the moment a sales revenue problem mostly due to the challenges that have been brought about by the pandemic. The brutal fact is that we will have to reset and redouble our sales efforts. This doesn’t mean doing more of what we have been doing, it means re-thinking what we are selling, how we are selling, and to whom. That is the only way to find […]
Rapid Sales Recovery Read More »
Will selling remotely become the norm post COVID -19 for B2B and Complex B2C field sales teams? The early signs say ‘yes’, but let’s take a closer look at what’s happening. Many things have been tossed up in the air with the advent of the COVID-19 crisis. Take, for instance, the boom in Zoom meetings on every level – keeping people in touch with each other across the street, suburb,
Is Selling Remotely the future of sales? Read More »
Sales is a complex profession. People in this field not only have to deal with the intricacies of being a salesperson -as most people deal with the ins and outs of their profession- but they also have to deal with the less than honourable image that being a salesperson has. But why? Where did it all start? Part I, II and III of the series covered from the 19th century
The History of Sales Methodologies – Part IV of IV Read More »
We are very optimistic about the future of sales education and sales mastery. Three weeks ago we started working with and coaching a tele-sales team of 9 people based in regional NSW. Week one post the first session, sales had already started to improve and by week three, this sales team had their best sales week ever. The sales leader revealed this in the session we had this week and
Selling Better, Faster using Real Time Sales Education Read More »
This post has been inspired by Ben Shute, who wrote about the Holy Trinity of Procurement Skills. The profession of selling requires a whole range of capabilities. It’s hard to know where to begin to define the 3 core elements for sales – the Holy Trinity of Selling. Let’s start with the master categories of Knowledge, Skills and Mindset from Barrett’s Sales Competency Dictionary. Knowledge What do a salesperson and
The Holy Trinity of Selling Read More »
Procurement, whether they are aware of it or not, are the epicentre of innovation and leadership of complex systems management within organisations and across the supply chain, or at least they should be. Their exposure to all elements of the supply chain can and should inform them and in turn other key stakeholders within and outside their organisations of the latest, the easiest, most sustainable, faster, ethical, better ways of
Procurement can be the epicentre of innovation Read More »
There are a myriad of ways you can assess someone – some are legitimate and purpose built for sales recruitment while other methods wouldn’t stand up in a court of law even if they work for you. The starting point should be to know what qualities and capabilities you are recruiting for as per our previous article: ‘What should we be looking for in a good sales recruit?’ This will
How should I assess a sales recruit? 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 »
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 »
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 »