Are you optimising your CRM?
So this month I said I would cover CRM. I assume that all of you are using a CRM system to track sales and customer activity, leads and opportunities. Whichever system you are using there are…
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Challenger Sales Methodology – What should we be doing differently?
What does Challenger Sales methodology teach us about how we need to approach prospects and clients differently in a new buyers world.
Want to be a Sales Director
Very nice to be approached by The ISM to write this blog on how I have arrived at this point. Current Interim Sales role at Mind Tools. Name: Matt JeffersonRole: Sales DirectorCompany: Mind Tools LinkedIn Website: https://www.mindtools.com/corporate I am Matt…
First Steps to Coaching a High Performance Sales Team
So you have just started a new role or inherited a sales team what do you do? First you start with the who – the people, then the how – the sales process, and lastly…
The 14 Sales Questions We Need to Ask
1. Do you have a clear sales strategy and is it still relevant and appropriate for what you sell, who sells it and whom you sell it to? 2. What is your compelling sales proposition?…
Improving your Sales and Marketing Performance
I suppose the first point to make is that we can all improve our sales and marketing performance but clearly some businesses are winning at the moment and many others are struggling. What you were…
How do you become a Sales Led Organisation
When talking to many Company Directors about their sales journey a number of issues become evident. Two of those greatest issues are selling solutions rather than products or services and becoming a marketing or sales-led…
Coaching Great Teams
As I watch my North London football team capitulate again and England narrowly lose to New Zealand in both forms of Rugby I think about leadership and team coaching. As members of a team whether…
Sales Heavy Hitters vs Sales Leaders
During the last few years of downturn there has been much discussion about leadership, or lack of, and how this is impacting not only local markets but the global economy. What are you doing in…
Sales Under-Performance – Don’t leave it too long!
The truth is that once a Managing Director decides to hire an external sales consultant to review their sales team or sales department they have often left it too long. The company has been in…
