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Sales Training: Avoiding the BS
I was having lunch in the City with a friend the other day. He loves what he does and is very, very good at it, but he was fuming. He had just come out of a morning-long training session, and it had been a waste of his time. "It's bullsh*t" he said, "I spent a...
Persuading Vs. Communicating Value in B2B Sales? Come On…
I read an article on LinkedIn this week that I just can’t shake. Not because it was so enlightening, revolutionary, or boundary-pushing, but because it was stupid and it annoyed me. The piece was an interview between two guys who should know better—old...
Too Many Tools Spoil the Sale
Frequent readers of this blog might be rolling their eyes and going "Oh, he can't go round calling people tools, that's just not on..." but rest assured I'm not. This week we're talking sales tools - programmes for tracking almost every minute metric you could...
Being the Third Wheel: Selling to ‘Taken’ Prospects
GREAT NEWS. Your sales team scored a meeting with their dream prospect, the sort of client that would send them flying through their quarterly reviews, smash their numbers for the year, and probably earn them some sort of mini-break. At least. But...
Dominating Share of Mind in B2B Sales
With a faster, more competitive marketplace and sales departments globally being staffed by the sort of vacant-eyed reps that are currently weighing the industry down, share of mind is more important than ever in B2B sales. The sales landscape is constantly...
Why are there so many TERRIBLE Salespeople?
If you’re a sales leader, this is a question you’ll have asked yourself time and time again. Probably with your head in your hands, a stiff drink on the desk, and last quarter’s numbers glaring at you from the computer screen. I read a set of 2014 stats this...
3 Salespeople Slip-Ups That Can Sink the Whole Ship
You’re a pretty good sales leader, right? You might be a manager heading up a decent sized team, or a director overseeing a sprawling, globally-dispersed sales force. The point is, you’re good at your job, and you’re doing good things. But something is...
Why Your People Fake Their Forecasts
With sales forecasts, just like with weather forecasts, accuracy is the only thing that matters. If people are prepared (even if it's for the worst storm in a century, or the sort of shit storm that could end careers) they can do something about it. Batten down...
Where’s All the Character Gone? LinkedIn & Playing it Safe
Over the years, I've heard a lot of people talk about the dangers of playing it safe. The format changes but the essence stays the same: fortune favours the brave, impossible is just a word, bigger risks yield greater rewards. And it's all true. The most...
