How high performers adapt their sales behaviors to market conditions - Part 2

Posted by Tony Hall on 30 October 2018
How high performers adapt their sales behaviors to market conditions - Part 2
A preview of the Diamond Sales Behavior Benchmark Study We have been assessing B2B sales behaviors for a number of years and this year we will release our first sales behavior benchmark report. Here are some preview highlights across three segments: 1. Manufacturing 2. Media ...
Posted in: High Performance Sales Sales Behaviors Sales Relevance Sales Growth Sales Leadership   0 Comments

How high performers adapt their sales behaviours to market conditions

Posted by Tony Hall on 23 October 2018
How high performers adapt their sales behaviours to market conditions
A Preview to the Diamond Sales Behavior Benchmark Study We have been assessing B2B sales behaviors for a number of years and this year we will release our first sales behavior benchmark report. Here are some preview highlights across three segments: 1. Business Services
2. Bankin...
Posted in: High Performance Sales Sales Behaviors Initiatives Sales Framework Sales Relevance Sales Growth Cadence Mindset Sales Leadership   0 Comments

The Future of Sales

Posted by Paul Davenport on 16 October 2018
The Future of Sales
The Future of Sales  Salesforce.com recently released an article following extensive research with their customer base.  The findings of that research were particularly interesting as it suggests that whilst how we communicate is changing and AI is beginning to make an impact - C...
Posted in: CRM High Performance Sales Sales performance virtual coach Sales Behaviors Initiatives Sales Growth   0 Comments

Transitioning from great sales person to great sales manager (part 2)

Posted by Ingrid Maynard on 9 October 2018
Transitioning from great sales person to great sales manager (part 2)
In part 1, I looked at why the best sales people don't always make the best sales managers.  But, it doesn't mean that with the right support that they can't become great. So how do you provide the right support to ensure you provide strong sales leadership AND accelerate ...
Posted in: High Performance Sales Sales Behaviors Sales Framework Customer and Stakeholder Value Sales Relevance Sales Growth Sales Leadership   0 Comments

Dreamforce 2018 - Beyond19 Highlights

Posted by Tony Hall on 1 October 2018
Dreamforce 2018 - Beyond19 Highlights

My top 3 Dreamforce highlights Dreamforce is an extraordinary event, with 200,000 attendees, 650 breakout sessions across more than a dozen venues. There were many highlights, but from a Beyond 19 perspective there were three standouts: The next release of Einstein will include ...
Posted in: CRM High Performance Sales Sales Behaviors Initiatives Sales Relevance Sales Growth Sales Leadership   0 Comments

Part 2: Making CRM Work

Posted by Tony Hall on 26 September 2018
Part 2: Making CRM Work
This is the second part of Making CRM Work.  Catch up on Part 1: Making CRM Work 

Following on from our CRM Pulse Study, we recently conducted a Sales Leaders breakfast in conjunction with CGU. We attracted a great mix of sales leaders across a wide range of B2B industries to discuss...
Posted in: CRM High Performance Sales Sales Behaviors Initiatives Sales Framework Sales Relevance Sales Growth Cadence Mindset Sales Leadership   0 Comments

Clarity creates calmness

Posted by Paul Davenport on 21 September 2018
Clarity creates calmness
We are always busy - busy with family and friends and working long hours - to the extent that the word "busy" is now a constant in our vernacular.

As a result of this, we now see more and more people and now in the pursuit of 'calmness' to help them cope with the stress that ...
Posted in: High Performance Sales Sales Behaviors Initiatives Sales Relevance Sales Growth Cadence Mindset Sales Leadership   0 Comments

Get more from your customer meetings

Posted by Ingrid Maynard on 12 September 2018
Get more from your customer meetings
Try telling a sales person to plan and they'll probably tell you that they already do: they schedule their customer visits in their territories, they do their account plans; heck, they may even do a sales plan!

But try suggesting that they also consider planning their customer convers...
Posted in: High Performance Sales Sales Behaviors Initiatives Sales Framework Customer and Stakeholder Value Sales Relevance Sales Growth Cadence Mindset Sales Leadership   0 Comments

Part 1: Making CRM Work

Posted by Tony Hall on 4 September 2018
Part 1: Making CRM Work
Following on from our CRM Pulse Study, we recently conducted a Sales Leaders breakfast in conjunction with CGU. We attracted a great mix of sales leaders across a wide range of B2B industries to discuss how to actually make CRM work. Five key issues were uncovered that are having a negativ...
Posted in: CRM High Performance Sales Sales Behaviors Initiatives Sales Framework Sales Relevance Sales Growth Cadence Mindset Sales Leadership   0 Comments

Real Sales Leadership vs Sales Coordinators

Posted by Paul Davenport on 29 August 2018
Real Sales Leadership vs Sales Coordinators
The role of Sales Director or Sales Manager is to not only manage their team but also to lead and coach each member of their team and the team itself. Sales Directors and Sale Managers are often recruited into their role based on their previous experiences; namely they are promoted into a ...
Posted in: High Performance Sales Sales Behaviors Initiatives Sales Framework Sales Growth Cadence Mindset Sales Leadership   0 Comments

Recent Blog

Gain more insight with each client interaction

Posted by Tony Hall on 30 April 2019
Gain more insight with each client interaction
When we compare the level of client insight between high performing and mid-level B2B sales pe...
Posted in: High Performance Sales Sales Behaviors Mindset   0 Comments

Sales Managers Supporting a More Effective Cadence

Posted by Paul Davenport on 24 April 2019
Sales Managers Supporting a More Effective Cadence
The role of sales manager is a complex one on one hand you are expected to Lead from the front...
Posted in: Sales Behaviors Cadence Sales Leadership   0 Comments

Is your CRM Opportunity Sales Process Driving the Right Behaviors?

Posted by Tony Hall on 18 April 2019
Is your CRM Opportunity Sales Process Driving the Right Behaviors?
When setting up your sales process in CRM, there are several key issues that should be address...
Posted in: CRM Sales Behaviors Sales Framework   0 Comments

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