Tag Archives: Links

How Do You Define Value?

The concept of value is an endemic factor of business life. Every organisation is selling ‘value’; every purchaser (whether another business or consumer) is looking to buy ‘value’. So what exactly is value? When helping clients with the development of their customer values propositions (CVPs) we a simple but powerful equation: Benefits – Costs = Value… Read More »

Six Essential Requirements Of Real-Time Sales Management Information

Knowing more than your customers, before your customers, in a joined up way is now a business given. Below are the primary data sets any self respecting sales organisation should have a handle on: Customer Data The holy grail. A 360° view of what they are bought, buying, and thinking of buying by product/service line,… Read More »

Seven Steps To Building Peer Group Pressure

Peer Group Pressure is the glue that binds high performing team together, creating a self sustaining level achievement within a supportive framework. The Benefits Management can spend less time checking and policing, more time developing building and coaching people A greater sense of belonging is achieved, the inclusiveness informing coherent and aligned behaviours The team… Read More »

Six Signs of Real Solution Selling

The  concept of solution selling has become devalued to the point where everybody is ‘selling solutions’. See Private Eye (www.private-eye.co.uk)  for some of the most extreme and ridiculous examples. In our work we have found bringing clarity to clients’ value propositions in relation to how they view solutions is hugely beneficial in making their sales… Read More »

Why Does Management Get Setting Annual Sales Targets So Wrong

One of the major success drivers of sales performance can be measured by the amount of ownership salespeople have for their targets. The logic is inescapable; if salespeople really own their numbers then they will work tirelessly to achieve them. The opposite is also true, if they don’t own the numbers they will spend all… Read More »

Some News From The Frontline – How Field Based Salespeople Need To Stay Sharp

In tough times buying power moves further up the purchasing organisation. Salespeople need to develop strategies to follow the money. Price is becoming a huge issue. Salespeople need two things in their sales tool box. (1) The ability to sell a value based proposition. (2) The ability to negotiate. Salespeople are emotional people. When times… Read More »

The Challenge In Finding Good Salespeople

This hardy perennial keeps being coming round, in good times and in bad. The question has gained added urgency because a lot of apparently ‘good’ salespeople have been found to be seriously lacking when business doesn’t come flowing in on a wave of business optimism. Order takers are exposed when the going gets tough. The… Read More »

The Difference Between Those In Sales Management Positions That Can Add Value And Those That Can’t

This year has shown that in interesting times some approaches are more effective than others, some sales leaders really do shown a navigable path through to improved performance, whilst other less able managers add no value at all through their visible anxiety and single dimensional approach. We have captured the main difference in a table… Read More »

Starting Your Own Business?  A Way Back To Employment Or To Escape A Job You Don’t Like

After dreaming about winning the lottery the next most popular lifestyle dream is working for yourself.  Just last week the Government minister, David Willets, suggested graduates should think about starting up their own business last week as an alternative to struggling in the current job market. Often our work involves working for clients who started their… Read More »