5 Great sales books

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

Our standards of professional sales behaviour

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

How we measure and manage in sales organisations

What gets inspected gets respected Research published in 2012 by Jason Jordan & Michelle Vazzana* gives us an excellent insight into what sales organisation can and should measure. Many of us use January as a month for making goals, changing behaviour and achieving new results. The purpose of this article is to pose the fundamental … Read more

Sales funnel management

sales funnel management

What is the profession of business development if not to spot opportunities and convert them to happy, paying clients? In the last month, we had several requests to “increase commercial awareness” in our clients / prospects. Where do we start? What does it actually mean to be commercially aware? It could be argued that the … Read more

Time management techniques for sales

continuous improvement

Who of us in sales is not wrestling every day with time management? In some ways effective time management techniques are no different in sales compared to other professions: In some ways it is very different. We would like to share some thoughts with you to help in this ever present challenge. Due to geographical … Read more

Mend the roof when the sun shines

Think about training & development budget for next year now? Seriously? Well, yes! If you want to make a strategic impact on your sales organisation, now is the time to start thinking about plans for 2014. We have produced a free “budget survival guide” to help you avoid some common L&D budgeting potholes….enjoy! Download the … Read more

Rekindling the fire

Many of the sales team have returned from holiday. Many are slowly deflating in the post-Olympics haze. Many members of the organisation are away, creating a “holiday feel” to August. Therefore it is not surprising that one of the key tasks for sales management in later summer is to fire up the sales force as … Read more