by admin | Aug 10, 2015 | General, Improvement, Sales Enablement, Sales Managers, Sales People
This series was going to be called ‘Pitching 101’, until I realised that we’re not actually just talking about sales pitches at all – we’re talking about presentations. It might be a sales pitch, but it could as easily be a presentation to your own staff explaining...
by admin | Jul 27, 2015 | Improvement, Sales Enablement, Sales Managers, Visual Communication
There’s a sort of catch 22 when it comes to hiring sales talent. On the one hand, a lot of the nicer people are the quieter ones, and there’s no point in hiring shrinking violets. On the other hand, the character attributes that make good sales people can also make...
by admin | Jul 14, 2015 | Improvement, Marketing, Sales Enablement, Sales Managers, Sales People, Visual Communication
“We Have Met the Enemy and He is PowerPoint” NY Times Headline, 2010 An article I read this week told me that the “NASA report on the 2003 crash of the Columbia space shuttle indicated engineers had become too reliant on presenting complex information in jumbled...
by admin | Jul 7, 2015 | General, Improvement, Sales Enablement, Sales Managers, The Changing Face of Sales
Last week we talked about that most-discussed and least-understood of things: the sales and marketing gap. It manifests itself in all sorts of ways, but it’s essentially a hangover from a time when sales and marketing could afford to be completely separate...
by admin | Jul 1, 2015 | Improvement, Marketing, Sales Enablement, Sales Managers, The Changing Face of Sales
Back in the day, we thought that the guys in marketing were the enemy. Salespeople were the grafters, the hungry ones. Driven, results focused, keen to deliver. Marketing types were wishy-washy, a load of would-be writers and artists drinking their coffee black and...
by admin | Jun 22, 2015 | General, Improvement, Sales Enablement, Sales People
Training should only ever be a word in the sales industry. We talk about delivering training,training your sales people to use new resources, training New Hires to get them up to speed with how the sales floor, support tech and commission bands work. We talk about...
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