Managing Your Sales Pipe-line

18 March 2014 by Charles Howden

How confident are you that your sales-pipeline cases will go the distance?

Consultative Selling Activity

10 March 2014 by Charles Howden

So you think your sellers are selling consultatively?

Calculating the Return on Investment

05 March 2014 by Charles Howden

Can your sellers do the numbers?

How much is your search for perfection costing you?

25 February 2014 by Charles Howden

Because an 80% solution implemented right now will always beat a 100% solution implemented sometime never…

Common Sales Mistakes for Technology Companies

17 February 2014 by Charles Howden

What are the three most common sales mistakes for technology companies?

Asking Good Sales Questions

11 February 2014 by Charles Howden

Why can’t your transactional sellers ask good sales questions?

Can you put a £/$ value to each component of your value proposition?

03 February 2014 by Charles Howden

Helping your prospect get a firm grasp of the £/$ value of your proposition moves the sales discussion into the territory of value, and when you are having a discussion at this level, issues around pricing fade into the background. Have you found this?

How are your sellers advancing their sales opportunities?

10 January 2014 by Charles Howden

How are your sellers creating urgency?

Leading or Lagging Indicators – What’s the split in your sales meetings?

03 September 2013 by Charles Howden

It’s almost inevitable that sales meetings focus on sales figures, but where should the focus be? Is it better to spend time pouring over sales figures from the previous period (lagging indicators) past the time that anything useful can be learned from them, or should time be focused on activity for the next period, supported by plans and targets (leading indicators).

What’s your problem, Marketing or Sales?

02 July 2013 by Charles Howden

Do you have enough prospects to sell to? But just can’t close them? In which case you primarily have a sales problem. Or, are you short of prospects to sell to, in which case you have a marketing issue.

Sometimes to change your sales results you need to change your language…

31 January 2013 by Charles Howden

Top sellers and linguistic studies have suggested that the use of the following words and language structures reduce the chances of reaching agreement in a sales context.

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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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