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Back to sales basics

I like to keep on top of what is current, what is emerging, and what is still an idea. This is why I make time each week to do research as it helps me navigate my way around the present and into the future. However, I am finding there is so much to read, so much to get my head around, and so much to integrate into my business that […]

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The Flight to Ethical Selling – how the banks can avoid a royal commission

Everybody lives by selling something and so it is true for the banks and financial services businesses; however, it seems that too many people in some divisions of some of the banking, financial planning and insurance institutions have confused ethical selling with unethical selling practices. Not all banks and financial institutions, mind you, but enough of the big ones to erode trust so badly that people are baying for a

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Metrics for measuring Solution Selling

As many formerly product-focused companies migrate to selling solutions, most overlook one critical component – the way they measure sales performance. Sales people, using a solution-selling approach, generally nurture larger, more complex and lucrative deals; they are engaging in business-level discussions with key executives in prospect companies and invest heavily in building long-term, trust-based relationships with key decision makers. But in many instances, companies measure their success using the old

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Learning Agility

Salespeople traditionally find themselves in conflicting spaces. A classic situation is the challenge to bring the diverging interests of clients (e.g. lower prices, discounts) and the organisations these salespeople are representing (higher prices, better margins) together. In that capacity, they have to be skilled as mediators, translators, and problem solvers. Currently, a very different polarity is demanding attention from sales people as well as sales managers and L&D specialists supporting

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‘How to manage and help salesmen’ – lessons from ’60

You might be taken aback by the sexist nature of the title of this article ’How to manage and help salesmen’. However, if you take into account that this title comes from a book written in 1960 by Charles B. Roth you might be a bit more forgiving. Much of what is written in this book is about honourable business practices, fair and decisive leadership, care for customers, effective coaching

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