22 December 2012 by Charles Howden
If your sales training is not delivering results for you, you could start by considering these six questions:
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.
22 June 2012 by Charles Howden
Are the hockey sticks out at your sales meetings yet?
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”).
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.
06 March 2012 by Charles Howden
How often do your sellers tell you “Our buyers aren’t buying, there’s a recession going on!”
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.
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.
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.
15 February 2011 by Charles Howden
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