Category Archives: Sales

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 »

80 Ideas for Sales Meetings

Sales Managers are often nervous of kicking off yet another dry sales meeting.  Here’s some ideas that recent participants have shared for adding an element of discussion and debate at sales meetings. Topics marked * are great for getting people talking and sharing ideas – get a flipchart or whiteboard ready to capture ideas or have… Read More »

Marketing is Not …

Marketing isn’t just another name for: Selling Advertising Common sense Business Many companies who attempt to embrace marketing often make one of the following mistakes: Sales Department Marketing The Sales Manager adds or changes his/her job title to include the word marketing.  The actions taken are usually to do with price and discounting, but ignore product/service decisions,… Read More »

Selling…Innovations in Influence

Our new sales course is the product of our research into what’s really working for sales people in the field right now, bringing the best practices we’ve seen together with the theoretical framework to create a two-day sales course that gives sales people the skills, knowledge and confidence they need to influence more effectively, creating greater sales… Read More »

The AIDA Sales Approach

Preparation is important with everything in selling, but nowhere is planning so essential as when making an approach to a new prospect. Every Call will be difficult – according to the product or service you are offering and the benefits involved. Use the following format to control your Call but remain flexible within the overall… Read More »

Channel Management – Working With Distributors

Beware Black Widows and Vultures! Working with distributors creates a whole menagerie of animal-like selling and buying behaviours. ‘Pure partnership’, ‘consultative selling’ and ‘key account’ principles do not always apply quite so neatly in the world of the reseller and a different perspective must be taken to ensure sales success. Working through distributors and wholesalers… Read More »

What Can Really Be Achieved In A One-Week Sales Effectiveness Diagnostic?

Actually, a lot! Prioritising where to focus scare resources to improve the output of a sales organisation can be challenging. The one-week Sales Effectiveness Diagnostic is designed to give you immediate actions to improve sales based on comparisons with latest sales best practice research. With an intense programme of field visits, data review, interviews and… Read More »

An Early Definition of Salesmanship

What is the earliest definition of Salesmanship you have come across? What about this 18th Century  quote about a London auctioneer. “…there was something interesting and persuasive, as well as thoroughly agreeable in his manner. He was very animated, and it may be justly said eloquent, in his recommendation of any article to be announced… Read More »