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Sales Managers! Are you making these 5 critical coaching mistakes?

William Jones July 29, 2015 in Sales Training, Sales Coaching,, Sales Managers

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. 

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7 Habits of Insanely Successful Sales Managers

William Jones July 22, 2015 in Sales Management, sales manager

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.

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5 Crucial Sales Negotiation Lessons From The Greek Debt Crisis

William Jones July 15, 2015 in Sales skills, Sales Training

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. 

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The Secret Selling SaaS - value vs. product

Andrew McAvinchey July 07, 2015 in SaaS, Software Marketing

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.

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Trust Me, I’m A Salesperson

Tim Foster July 03, 2015 in Sales Effectiveness, Sales skills, Sales Process

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…..)

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Stop Being Lazy & Start Putting The Customer First

Tim Foster July 01, 2015 in Sales Effectiveness, Opportunity Management

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?

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The Biggest Account Planning Challenges (Part 3)

Áine Denn June 29, 2015 in Account Management, Account Planning

This is the third and final instalment in our series of articles about ‘The Biggest Account Planning Challenges & How To Fix Them’.

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Tired of ‘Spray & Pray’ Selling? 6 Steps to Target and Close Your Perfect Prospect

William Jones June 26, 2015

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?


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The Biggest Account Planning Challenges (Part 2)

Áine Denn June 17, 2015

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.

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The Biggest Account Planning Challenges & How You Can Fix Them (Part 1)

Áine Denn June 05, 2015 in Account Planning

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.

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