Blog
Some key extracts from this interview on LinkedIn with Frank Cespedes from Harvard Business School. see below for the full LinkedIn interview and also the HBR site for the book from which the full insights and details come. Because selling is changing it’s also a good time to clarify
Blog
What is the first rule of Sales? (I'll leave you with 3 thoughts for Friday) The first rule of selling is always be crystal clear on the value you’re adding. Jill Konrath, (International Speaker, Sales Strategist and Bestselling Author of SNAP Selling and More Sales, Less Time)
Blog
Some extracts below from a really great article on Sales Transformation... For me this is key now in 2021. Don't think a new CRM or new Sales Hire is going to change or transform your business. You have to do it.. as the Owner or Directors of the
Blog
What is a consultant anyway? is it someone who comes to study a problem and remains to become a part of it? This is the opening line of the book Million Dollar Consulting, by Allan Weiss which I reviewed here. Consulting covers a wide range of services from doing the
Blog
Mature Sales Operations shows that a single seller or account exec can't and shouldn't fulfil the many roles that their managers expect them too. Not convinced? Have a look at the Sales Enablement Roles Matrix at Demand Metric, I rely on them to check in with
Blog
A Leadership question : Are your people are doing the best they can.... with what they have …. Right now? Are you able to assume this as a leader? Of sales or any staff in general or people in your life? Like with many parts of Brene Brown - Dare to Lead,
Blog
Ask yourself if you lead or are led by any of these behaviors and consider if you are working as Darth Vader or can lead as Ben Kenobi... #5 : Being a Knower and Being Right! Some (traditional) Leaders mostly feel they have to know all the answers and lead from
Blog
I recently sent out the following paragraph to a few close connections as part of my outbound emails around sales coaching, and sales recruiting. “Hi, Are you able to find Business Development Talent? Finding the right people that you trust to send out to your clients to represent your brand
Blog
I was asked by a colleague for a book list, so I decided to post it here and review for all the ones I've most enjoyed on Kindle and Audible. So here they are some choices from the oldest read to the most recent. These are mostly all
Blog
Your customer relationship management system - Are you using one? Effectively? If you have any size of sales team and you are running your opportunities in a spreadsheet, its a red card from me that your sales maturity is down in the "undefined” area as below from the Sales
Blog
A Guest post from Tania Oliver from White Space Creative. See more of their work and services here Contact Tania on her details below and let her know you came from B2B! The marketing tools of the past applied to nascent consumerism are the root cause of the irrationality apparent
Blog
When I re-listened to the introduction of this, Allan reminds the reader that this is specifically written for the solo practitioner or the boutique consultancy, both of which I love and this blog is for! It’s another book that I managed to get through on Audible. I am finding