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The Whiteboarding Approach
For many, the idea of using a whiteboard to help socialize and share a value proposition with a customer will be a new one. Whiteboards are popular tools within the tech community, and are most often used by people as they brainstorm or think through their...
Fake Forecasts & What You Can Do About Them
Sales forecasts, like weather forecasts, are useless unless they’re accurate. They’re not a wish list. They’re not a platform for bravado and bullshit. They’re just there to tell leaders what they need to know. Accuracy is essential. If leaders are...
Are After-Sales Surveys a Waste of Your Time?
After-sales surveys are thought of as an invaluable part of the sales process by most large-scale B2B sales organisations. They’re at the heart of after-sales service, gauging buyer satisfaction and helping your people with deal and process reviews. They...
Sales Objections: Spotting Them & Stopping Them
Sales objections don’t just spring from nowhere. You might find that in deal reviews your people are telling you that’s what happened - everything was ticking along nicely with the prospect and then BAM – and it can feel that way to front line sales...
No One is Getting the Results They Want. Why? It’s Simple.
The more Sales leaders I meet, the more I'm struck by one thing - no one is getting the results they want. That's partially down to numbers being pulled out of thin air by finance teams under the cosh from investors demanding relentless growth. But even...
Leadership & That General Election Decision
Theresa May has called a snap election. You may have heard that already. It’s a good call – negotiating and implementing Brexit will be easier with a larger majority and a clearer public mandate. And the Tories are pretty much guaranteed more seats since Labour...
Sales Improvement, Shoulder Pads & Bullshit
You don't need me to tell you that a lot of sales improvement, training and enablement just doesn't work. You don't need me to tell you about the buzzwords, the false messiahs and the over-excited gabbling of professionals both in and beyond your organisation...
People are Useless & Robots are the Future
People get complacent and lazy. They're bad at focusing on repetitive tasks, bad at getting their heads around new ones. Lack of sleep or a family crisis affects their performance. Statistically, as few as 10% of your salespeople can comfortably and...
Six Days from Customer Tweet to Nationwide Change: Could Sales Do That?
Back in December, Tesla owner Loic Le Meur was unable to charge his car because of other Tesla owners using the supercharger as a place to leave their cars while they shopped. Le Meur tweeted a complaint to Tesla CEO, visionary and tech golden boy Elon...
