We all need to occasionally phone somebody up who we have not met before with aim of securing a meeting. Maybe if telemarketing is your day-job, this is an everyday occurrence! But perhaps you are: Leading a start up company A partner in a professional services firm A salesperson with a new business responsibility An […]
View Post Cold Calling, Sales Training, Telemarketing, TriggersWhen I talk to commercial leaders they frequently focus on the issue of margin. And that’s not surprising – arguably, it’s one of the most important ways in which businesses can protect their profitability, long-term growth and ultimately marketplace survival. Without healthy margins, profitability drops. Without profitability, no business has a future. But although those […]
View Post Business Development, High margin, Negotiation, SalesSales Management is a tough job…. Today’s business environment is increasingly complex, and as a result, Sales Managers are being given more and more responsibilities. With aggressive sales goals, new technology adoption, territory management, forecasting, and all the other day to day activities, it’s all too easy for Sales Managers to focus on these important […]
View Post Developing Sales Leadership, Sales managementIt’s often easy as a salesperson to make assumptions about what buyers are really looking for. It’s much more powerful though when you experience it yourself! As some of you reading this will know, Judith and I have recently moved our home and office from the green fields of Surrey to the urban delights of […]
View Post Differentiation, Empathy, Sales, TrustLeading talented people is challenging. Managing Generation Y (‘Millennial’) people – typical those between the ages of 18 and 25 – has many managers frustrated and confused! From discussions with a wide range of leaders who attend Greenbank programmes they often talk about needing a different approach with the latest generation of team members. One […]
View Post Leadership, Leading Millennial PeopleOne of the main characteristics of Value Based Selling is that the sales professional takes control of the sales process from start to finish – this includes of course the all important negotiation phase. So what are the top tips that Value Based salespeople do well? Background Many confident sales people find negotiations tough – […]
View Post NegotiationWe have completed some really interesting sales transformation work in the last few months and a key theme keeps recurring with many of our clients… “How can we sell on value in a market where both low-cost competitors – and some customers – seem determined to make it all about price?” Or as a sales […]
View Post Law, Project management, Sales“Buyers are treating us as a commodity”, “It’s all about price, price, price”, “we don’t have anything unique”…..given how often we have heard these statements over the last few years, I’d be surprised if these were not also common phrases around coffee machines in your B2B sales department…. There is no such thing as a […]
View Post SalesThe downturn is making it tougher than ever to make a sale and the companies you serve are probably slashing budgets. You may even find that senior executives — maybe not the managers you’ve traditionally dealt with — are now the decision makers. But you can motivate those executives to allocate funds for your offering […]
View Post Sales