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 and developing long term, strategic sales. The … [Read more...] about How to build an effective commercial sales team LIVE with Steve Schrier
Everything else you need to know
Every now and then there may be a topic or area that just needs to be discussed. Find any miscellaneous topics in this section.
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 answer. If you don’t know what you need to measure, you … [Read more...] about Metrics: What Should be Measured
Legal Agreement Basics
Things to understand for your sales legal agreement basics with customers. Rather than replacing years of law school, which I never attended. The following is an attempt to give you a framework against which you can check what you have now. Or use the information to generate a new legal agreements. Here are some legal agreement basics to consider. Some of these can seriously affect the … [Read more...] about Legal Agreement Basics
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 match their ideal customer profile, to explore whether they can start a process, to ask the right … [Read more...] about Energy in Selling
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 - selling the next version of what we are involved in. After all, the next version will fix all the problems of this … [Read more...] about Sell What You Can Deliver
The Death and Re-Birth of the Salesperson
Sales in the Information Age The information Age is changing many things. Marketing connected to Artificial Intelligence (AI), technology and massive amounts of data is increasingly exploiting the Information Age to mean that most buyers are empowered as never before. Simple sales are disappearing. In this world ‘sales’ people are no longer required in many business-to-consumer (B2C) and … [Read more...] about The Death and Re-Birth of the Salesperson
