Sales tips

The rise of Ethical Selling

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The History of Sales Methodologies Whitepaper, revised & updated

Selling is a hot topic, especially the louder calls for more ethical, fairer, purpose driven business and selling practices.

This got us revisiting our whitepaper, The History of Sales Methodologies – why some work and others don’t which we published in 2013. We wondered if there were enough significant changes in the last 6 years to warrant an update and revision. And there are.

The History of Sales Methodologies, revised and ...

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Using Intelligent Practice to improve sales results

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In a time poor world, many people including sales leaders and salespeople often bemoan the fact that they cannot seem to make time for important things like continued professional development, coaching, and thorough planning thus leaving their evolution and sales results to chance.

Rushing through the day, responding to ‘urgent’ matters and deadlines, getting in and out of sales meetings as quickly as possible, doing the bare minimum with CRM and reporting, with little or no time for reflection ...

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12 things we’ve learned so far about Selling Better

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My team and I have been studying sales teams, salespeople, sales operating systems, sales strategies, sales processes, and sales cultures across a wide variety of industries in the public and private sectors, N4P and government since 1995 and we have seen and learned a lot of things.

Here are some of what we have learned:

  1. Selling is everybody’s business and everybody lives by selling something
  2. Selling starts with opportunity and purposeful optimism
  3. Selling is the vehicle that allows opportunity to flourish and ...
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7 things you need to know to master the Craft of Selling

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We can agree:

Everybody lives by selling something – whether it be ideas, initiatives, visions, products, services or solutions.

Selling is ubiquitous – ever present in our daily lives, internally and externally. 

Selling is the vehicle that allows opportunity to flourish and people to prosper.

Nothing happens until something gets sold.

However:

As ever present as selling is in our daily lives, most people learn how to sell by default, not design.

Often thrown in the deep end, they work it out as they go, ...

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Personal Branding is a must have asset

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As technology and the internet have evolved, our access to information has also vastly grown. Never before has it been so easy to find out so much about a product or a person.

With a simple Google search, one can find pages of information regarding someone’s career, achievements, education, and even what they have shared online.

This ease of access to data has made the buying process significantly easier and less risky for everyone involved. The buyer no longer needs ...

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The 5 Dimensions for Sales Alignment, Harmony & Success

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Leading a sales team and operation is like bringing together an orchestra where there is a fine line between success and failure, being harmonious or out of tune.

As sales professionals, we can often find ourselves either ‘firing on all cylinders’, ‘kicking goals’ and ‘getting the job done’ or feeling ‘not quite right’, ‘out of sorts’, or ‘off our game’ and often not really sure as to why. Putting our finger on what makes us successful or not isn’t ...

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6 Tips on How to Sell Value and Reposition Price

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One of the most widely reported reasons for a sale to stall is price. Salespeople often get stuck in the price conversation that only leads to the selling organisation discounting their offer, or the prospect going with another provider. But it needn’t be this way.

Clients and prospects get into these conversations because there’s nothing else for them to perceive as value besides the number next to the dollar sign.

The price is an arbitrary figure with no inherent ...

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Is your organisation your worst ‘Sales Blocker’?

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Many articles have been written about the many, many excuses salespeople come up with as to why they haven’t hit their sales targets, why they find it hard to sell, and so on.

The accusatory finger always seems to be pointing at the salespeople. This is sometimes fair; however, there are many reasons why salespeople are prevented from carrying out their sales duties effectively.

Let’s explore these blockers to better sales performance and see how we can remove them from ...

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Is a Net Promoter Score a valid predictor of customer loyalty?

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In your business travels you may have heard of the acronym NPS. It stands for Net Promoter Score.

Developed by Fred Reichheld of Bain & Company and Satmetrix in 2003, NPS is a management tool designed to gauge the loyalty of a firm’s customer relationships. It serves as an alternative to traditional customer satisfaction research and claims to be correlated with revenue growth. In short, it is a single question measure that asks customers to rate their intention of ...

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Are your salespeople stumbling at hello?

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We all want better sales performance and there are different ways to get there. A good starting point to understand what your team needs to sell better and improve their performance is assessing where they need help.

For example, through an attitude and activity based questionnaire you can measure if people avoid making phone calls to prospect, if they hesitate to prospect, and self-promote for new business. You can also identify how much initiative, energy and drive an individual ...

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