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.

Conversational Selling

25 April 2014 by Charles Howden

We’re frequently asked “who in our business should learn how to use conversational selling?” And the answer is easy – directors, partners, customer facing staff, and, of course, sellers!

How do your sellers keep at the top of their sales game?

01 April 2014 by Charles Howden

I love asking this question, because it is as much your sellers’ responsibility for developing their own skill-sets, as it is for you to facilitate the process.

What are the 6 key behaviours of top performing sellers?

25 March 2014 by Charles Howden

When we are recruiting top performing sellers for our clients we follow the reliable maxim, “recruit the attitude, teach the skills”…

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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

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