Blog

Juice up your SPIN selling with a menu list

04 June 2016 by Charles Howden

In a world where most buyers are now at least as well informed as a good seller, how can you give your SPIN selling the edge?

Is your sales plan becoming just a pipe-dream?

30 May 2016 by Charles Howden

How is delivery against your sales plan coming together? Are you getting a firm sense that you are on-track to hit your sales numbers this year?

What is your qualification process based on?

15 April 2016 by Charles Howden

So now the dust has well and truly settled on Q1, how was it for you? And what does a half-filled glass have to do with sales conversion? Most of us have been there. Great opportunities that are expected to close just drifting off into the next quarter…

Flat technology sales? Is your sales model faulty?

14 February 2016 by Charles Howden

You are the CXO / CTO / CFO of an early stage technology company. Your funding has been secured (no doubt after a lot of work and some sleepless nights) and now you are feeling the pressure of having to generate the reliable sales growth you confidentially supported your funding application with.

Are technical engineers your unsung sales heroes?

25 January 2016 by Charles Howden

If your proposition requires the support of technical engineers, I’ll bet that the value this role plays in your sales process is hugely undervalued (because it usually is). Though please tell me I’m wrong!

Can your sellers build a business case?

03 December 2015 by Charles Howden

What?!! Is the response we often get when working with sellers on sales improvement projects. “Why should we open up that can of worms?

Customer Research – Who needs it?

10 September 2015 by Charles Howden

If you are managing a business, or in sales, or operations, having critical feedback from customers about your business delivery is a vital feedback loop to use to make informed business decisions.

How unique is your Unique Sales Proposition?

04 June 2015 by Charles Howden

For a business operating in an established business sector, the chance of being truly unique with their proposition sits somewhere out in fantasy land.

Lipstick on a pig? Who needs “questioning” skills?

25 March 2015 by Charles Howden

How often do sellers tell you they are practising their questioning skills?

Sales capability – In-house or Outsourced?

05 February 2015 by Charles Howden

Why should we go through the effort (make that time and expense) of developing our own in-house sales department? Can’t we just outsource it?

How blu tack can transform your sales results…

02 October 2014 by Charles Howden

When your sellers are prospecting on the phone and they finally get through. What do they say? Listen in and find out. You might be surprised.

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These are a collection of our views about the world of selling, though please feel free to disagree and share you own views with us.

Simply add your view to the comments box below each story. We’d be delighted to engage with you…

CPV have taken the mystery out of the sales process and shown us how to do it for ourselves, now I feel much more in control of our business” – PW, MD Financial Services SME