Welcome to the Sales Tribe Blog, the companion website to the book Build Your Sales Tribe – Sales in the Information Age.
This website offers an array of topics to support CEO’s, Investors, Entrepreneurs & Sales Management with sales success in the Information Age.
How to build an effective commercial sales team LIVE with Steve Schrier
If you’re trying to grow your company and you’re not growing fast enough, work out how much time people are spending on new business sales, on actually managing customer success. Because that’s normally the sticking point. It’s really hard to generate new business and it requires a different skill set to managing customer success…
Continue Reading How to build an effective commercial sales team LIVE with Steve Schrier
Metrics: What Should be Measured
Knowing your metrics is a vital but often overlooked part of any successful sales skillset. It all starts with knowing what to measure. Are your sales strategies working? Is your team delivering its full potential? Who are you carrying and who is performing? These are all extremely important questions, but many companies don’t know the…
Legal Agreement Basics
Regardless of the size of your business or the type of contracts you have, your commercial arrangements are fundamental to the success of your business. Here we help understand the legal agreement basics.
Why Skills are More Important Than Talent
Talent isn’t everything. To ensure lasting and sustainable success you need to know how you find and develop skills.
BOLDLY GO WHERE OTHERS DON’T
One of our biggest customers was located in a country to which we had to fly out once every quarter to meet them. We had an excellent relationship and it was always a good meeting. Usually followed by a nice dinner or social activity that perpetuated the relationship. Most other suppliers also visited this customer in the same way. …
Energy in Selling
It isn’t easy. People who have the energy in selling are naturally good salespeople. There is no shortcut to selling – there is no hack! The top people work hard to craft great deals. They need energy to show up every day. They need energy in selling to keep reaching out to find people who…
Sell What You Can Deliver
In these times, we tend to look through the lens of technology at many things. We ‘version’ our lives as if we are software project – version 1.0, 2.0 on so on. We talk about our ‘operating system’ and ‘rebooting’. It is therefore very easy to get into the mode of selling the future -…
Treat People as Human
We were trying to pitch to a big potential customer. I had identified the person I needed to speak to, in order to at least make a pitch. I had cold-called her many times, left her a lot of voicemails. Eventually managed to speak to her on a handful of occasions. She was friendly but…
Making Sense of the Information
This is the information age – it’s easy to create, distribute and publish information. Not just bad information, lots of good information. Consider when you are buying something how you go about it. You have a wealth of information instantly at your finger tips which seems authoritative and trustworthy. A recent report by Gartner. They…
Being Experts
Complexity is the opportunity These days things are complex. Markets, businesses and business models are changing irrevocably. Those with the ‘domain’ knowledge generally are not sharing it. There is a lot of nuance that can change situations greatly and make big differences. Navigating this environment for a buyer is hard. If they are not immersed…
