Category Archives: Sales

Four Things That Distinguish High Performing, High Growth Organisations From The Rest

Through our ongoing project work we thought it timely to share what we are finding to be four areas of focus that seem to make a material difference to organisational sales performance. 1. The need for their (B2B) salespeople to reposition themselves further up the value chain away from what some CEOs call ‘commodity hell’.… Read More »

High Ownership v Low Ownership in Selling

Question : Why Did You Fail To Win The Business? [geoads] Low Ownership Answers High Ownership Answers They preferred the other product/service. I did not gain effective entry into the sales process, nor meet enough of the key players. We appear to have lost it on price – we’re tooExpensive.. I did not really sell the solution… Read More »

Football Sales Management

It’s about scoring more goals that the other team – the ‘stating the obvious’ school of sales management Imagine if football managers’ greatest insight in their team talks was to simply exhort their teams to win more. They have a very good answer to the follow up question – how? By scoring more goals!  OK… Read More »

How to Sell More … Tomorrow

Go ahead and sing along, just like Annie, and the sun will come out tomorrow.  Or maybe it won’t.  It doesn’t really matter to your sales results (unless you’re in the ice cream business).  What does matter is you and your cheerful belief that it will. There are certain professions where people just seem to naturally know… Read More »

Selling – The Last Bastion of Amateur Practice?

Over the last 20 years business organisations have transformed themselves. This has been done through the application of a much more disciplined, systemic approach to each functional area. These functions have become professional. Production is now a lean form, quality orientated practice with engaged workforces managing their own continuous improvement. Distribution or logistics through the… Read More »

How To Make a Dreaded Cold Call

Even if you are good at selling in a face-to-face situation, using the telephone for a introductory call needs additional, different skills.  Known techniques must be applied in a new way.  If you normally work in an office in a sales function, you may not see yourself as a salesperson.  For you to make an introductory… Read More »

Value Chain Capital

Each business and market segment has its own unique value chain consisting of the combined activities that make up the internal business and external market environment. Segmenting the market place and developing a deep understanding and perspective of the unique value chain enables clients to identify key dynamics that can be optimised to allow the… Read More »