In my last post, The 7 Habits of Insanely Successful Sales Managers, I talked about the common mistake of dedicating too little time to coaching. The truth is, most sales managers don’t employ a consistent coaching practice in their business. In fact, 73% of sales managers spend less than 5% of their time coaching. Which is mind-boggling, as there is no more important skill or activity for a sales manager than coaching your people.Read More
Sales managers have no easy task. You’re responsible for the life blood of your company – new deals, more deals, and better deals. You’re leading a group of very different individuals to perform at their best and beyond. Each alone and as a cohesive sales team.Read More
Next time you’re dabbing sweat from your brow as you enter the hottest point of negotiations in a multi-million Dollar deal, perhaps you can ease the pressure just a little by glancing at a similar negotiations table, where hundreds of billions and the imminent economic collapse of a nation were at stake. That, we think you’ll agree, is real pressure.Read More
Often a conversation with a customer can begin with this question:
“So what is it that you sell, exactly?”
If you sell a technology product, or more specifically, SaaS (Software as a Service), cloud software or anything else that runs in the cloud, sometimes the answer to this question can be a little elusive. Nowadays the most valuable technology companies don’t just sell products. They sell something more.Read More
You’ll notice there’s a common thread that runs through many of my posts. It’s something that’ll seem obvious when I say it, but all too often I’ve seen sales people ignore its importance.
So what is this pearl of wisdom that’s guided me throughout my career?
(Cue drum roll…..)Read More
Every now and again, I look back at old articles I’ve written. My posts are always triggered by my interactions with sales people, sales managers and sales leaders so it acts as a reminder of the key issues facing sales people at any particular time. It often comes as a shock to find that issues which were relevant some years ago continue to remain, and very often have deepened with time. This is very much the case when it comes to a topic I've discussed previously:
What is the hardest thing about selling?Read More
This is the third and final instalment in our series of articles about ‘The Biggest Account Planning Challenges & How To Fix Them’.Read More
When you buy a gift for a loved one, you want to make their eyes shine with pleasure.
So here’s the question; do you go out and buy something amazing but generic, something everyone should love? Or do you think very carefully about that individual for a long time, about their passions, desires, problems, dreams… then go out and choose something deeply personal to them?
This is the second in a series of posts based on a survey we conducted as part of our webinar “The Top 3 Reasons Why Your Account Planning Process is Broken (And How You Can Fix It).”
In Part 1, we discovered that the the #1 rated problem was “Understanding the customer’s strategy and how they define and measure success.”
This post looks at the #2 challenge - “How to conduct account reviews and coaching to drive behavior” - and offers up some advice on how to tackle.Read More
Like so many New Year resolutions, Account Planning is something most people embrace in January and then let drift during the year. So June might seem like an unusual month to revisit this popular topic.
But whether you are ahead of quota, and looking to maintain that momentum, or behind and looking to catch up, Account Planning should be your starting point.Read More