Blog

How well is your sales training working?

22 December 2012 by Charles Howden

If your sales training is not delivering results for you, you could start by considering these six questions:

Are we moving into a post Adwords world?

23 July 2012 by Charles Howden

If you’ve been using Adwords for the past five years, you will have noticed an increase in the cost of running your campaigns, and more significantly, you may have experienced a reduction in the number of leads that your spend has created.

Hockey sticks and sales meetings

22 June 2012 by Charles Howden

Are the hockey sticks out at your sales meetings yet?

When recruiting, how do you find out how well your candidate can sell?

07 June 2012 by Charles Howden

When you hired your last sales professional, how did you satisfy yourself that they could actually perform a selling role? And in particular, the “last three foot” part of the sales process. The face-to-face progressing of a sale through to the agreement stage (for transactional selling, let’s call that “closing”).

Changing your sales model

05 April 2012 by Charles Howden

We often work with companies to help them change their sales model, usually the desired direction is moving from a transactional model, to a consultative one.

Should a recession affect your sales?

06 March 2012 by Charles Howden

How often do your sellers tell you “Our buyers aren’t buying, there’s a recession going on!”

Is your sales planning a box ticking exercise?

03 November 2011 by Charles Howden

This is usually the time of year when Sales Managers and Directors are pulling together next year’s sales plan.

Will your business achieve your 2011 sales plan?

27 May 2011 by Charles Howden

Are you getting a firm sense of whether you are on-track to hit your sales numbers this year? If sales delivery is not matching your starting sales plan, you’ll probably know about it by now.
Often, this is a question of sales execution.

“Selling” a price increase – Capability

03 March 2011 by Charles Howden

Last week we looked at the two areas that can make it hard for sellers to “sell” price rises to their buyers, the first being Motivation (and I left you with a process you can use to help them move their beliefs about prices) and the second area being Capability. This week we’ll look at a process your sellers can follow which will remove the capability issue.

“Selling” a price increase – Motivation

15 February 2011 by Charles Howden