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
The Sales Process
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
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 very non-committal, and obviously took a lot of calls. She agreed to be on our email list, but I could see that … [Read more...] about Treat People as Human
Closing Techniques
As discussed in the Sales Process chapter of the Build Your Sales Tribe book, 'closing' techniques are normally unsuccessful for larger sales. So, what are 'closing techniques' and should they be used at all in modern selling? 'Closing' deals In the 1992 film 'Glengarry Glen Ross', the Alec Baldwin character gives a lecture which contains many famous lines about 'closing'. You can watch it … [Read more...] about Closing Techniques
