Don’t be a celebrity fail on social media A quick way to assess your B2B sales team on social media capability If you try taking our sales manifesto on-line assessment (free) you will find that the area that B2B consistently seem to struggle with is social media selling. Our current database shows this to be … Read more
Do you find yourself driving along the motorway, hungry and intent on having a healthy snack between appointments? Instead, you pull up at the next service station and gravitate towards a burger or a cake. Or worst case scenario, you are on a minor road with just the local garage for lunch, selling decidedly dodgy … Read more
Switch off and enrich! OK, so this year you have been working hard on engaging with social media in its various forms – boosting your on-line brand, posting insights, making new connections, joining groups etc. etc. All laudable good work. Linked-in has even created a social selling index where you can accurately gauge your … Read more
Has your organisation implemented the Challenger Sales Model? It must surely be one of the most successful sales methodology roll-outs this millennium. Indeed, the godfather of SPIN, Neil Rackham quotes on the book’s cover “The most important advance in selling for many years”. High praise from someone who perhaps did make the most important advance … Read more
Plus ça change, plus c’est la même chose Has selling really changed in the “digital age”? We would answer by saying yes and no! Some things have not changed – see our sales manifesto – for what we believe are the core standards of high quality professional personal selling. Those elements of preparation, influence, integrity … Read more
Is your organisation a top performer, an improver or a rookie in the sales excellence stakes? The financial results case for sales excellence has been well made by others – 8.2% return on sales for High sales excellence companies versus 5.7% return on sales for Low sales excellence companies. (Homburg et al 2012). And yet … Read more
It’s fair to say sales people have not always had the highest professional image. We don’t have to look very far for stereotypes of slippery sales people being economical with the truth and sweet talking their way out of tricky client situations. Whilst every sales role is slightly different, we believe there are a set … Read more
In the restaurant and hotel sector, a quiet revolution has taken place without us realising it because of TripAdvisor. How many of us these days use this website to screen our food choices? Would you really ring a friend and boldly declare that the restaurant you have chosen is rated 3.5 out of 5 on TripAdvisor? And beyond the website itself, when we see the coveted “TripAdvisor Certificate of Excellence” sticker in the café window, don’t we feel a bit more confident to push the door open and order our lunch? Building a brand in this sector is every bit as much about managing your reviews on social to stay above the psychological barrier of 4 out 5.
With budgeting time is upon us now is the moment to consider how it is best to allocate scare funds to evolve the sales / business development function. Why use the Sales Excellence Diagnostic? Any good journey begins with a clear start and end point, and the v7.0 Sales Excellence Diagnostic will enable you … Read more
How much training and development did your front line business development staff receive since the financial crisis? Has it been enough to keep them up to date in a consumer savvy world? As we bite into the calendar year and the destiny of your sales team takes shape, now could be a good moment to … Read more