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Is your sales problem really a sales leadership problem?

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If you look at the overwhelming content on the internet about sales problems and issues it focuses mostly on salespeople and their performance…. “how to sell more” is the most common search term.

However, very little effort is directed towards sales leadership and frontline sales management.

According to international research on Sales Training and Sales Force Effectiveness, many Sales Leaders and Frontline Sales Managers are given very little or no support when it comes to being a competent, effective ...

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No Pain, No Change = No Sale

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It happens often that what may seem so obvious to us may not be obvious to the client or on their agenda at all.

Perceived pain

Why? Simply put, if the client or prospect does not perceive or admit to having an issue, a problem, a challenge, some difficulty they want to overcome, or even an opportunity they want to ignite then they will not perceive the need to change what they are doing now.

And even if they can see ...

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Sales is still the elephant in the room

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Sales, anyone?

Have you noticed that nearly everyone you meet from CEOs and leaders to professionals services firms, not-for-profits and universities, to the people in the street want to do anything but actually sell and talk about sales?

Many of them will tell you that they want to grow their businesses, deliver better revenue and profits, drive better customer experiences, be taken more seriously by their clients, build better relationships, attract more customers, etc.

To achieve these things they will tell ...

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The power of Sales Process Maps to deliver best sales practice

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Most new salespeople are thrown in the deep end when it comes to sales induction.

“Here go out with Josephine, our best sales person and be like her.”

Most salespeople, in general, are given no articulated sales process which means there’s nothing specific to be coached or trained to or to follow.

In sales teams we often have the blind leading the blind when it comes to achieving sales best practice.

Why?

Because most businesses do not have an articulated sales process ...

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The Silent Majority

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Sales and salespeople

The history of sales methodologies and salespeople is full of twists and turns. With a few excellent –or at least well-intentioned– ways of selling and many others that are the complete opposite.

There was a time when the salesperson was the only one with information about new products—from the end of the 19th century to mid-20th century; they were the experts and customers were in their hands when it came to making a buying decision. This ...

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New metrics

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When we talk about sales metrics we usually think units, volumes, quota, members signed, calls made. Generally speaking, these metrics would have been put in place in an organisation at the time that the sales team was established, and (maybe) changed from time to time, usually from quota to number of calls or units, and so on.

The current state of markets and most industries are quite different from the time when the use of these metrics was best ...

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Selling is everybody’s business – How to get started

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Everybody lives by selling something

After thousands of hours of study and many years honing technical skills to be a competent professional in your chosen field, it can come as a rude shock that you now need to sell your services and capabilities as well.  A competent selling capability isn’t a nice-to-have skill, it is an essential business and life one.

The topic of selling and growing a business doesn’t often feature in university lectures.  In fact, selling is in ...

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If you complain about price being a barrier, wear a bicycle helmet

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Salespeople who complain about price as a barrier need to wear bicycle helmets.

The next time you feel you are losing deals because of price, take your prospect to a cycle shop and ask them if they were to ride a bike, which one of the helmets they would buy – the one that’s on sale for $10 or the sleek, ventilated $150 model that meets all testing standards?

The bet is they’ll opt to buy the $150 model. Why? ...

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Getting prospects to talk to you

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Making prospecting calls to new prospects and existing clients is still one of the most important sales and business development activities you can do on a daily basis. Even with all the digital communication and marketing options at hand, most businesses still need to have someone prospecting for them to build and forge real business relationships. Top performing salespeople make sure prospecting is part of their daily repertoire.

Prospecting is a process and as a business development person you ...

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Who is responsible for prospecting and relationship management in your business?

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This is an interesting question given that a business which doesn’t sell can’t remain in business for long and that affects everyone within it.

Prospecting, new business development and relationship management are key topics to discuss, especially as it relates to who in the organisation is responsible for these activities.

It’s usually very easy for non-sales people to take a hands off view around the sales function and point at the sales team as the ones solely responsible for these ...

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