What is customer value

Posted by Paul Davenport on 4 April 2018
What is customer value
Value means many things to different people and in fact often gets overlooked by people who merely refer to the 'features' of their products and services. What we do know is that high performing business people have three things in common: They have an overriding intention ...
Posted in: High Performance Sales Sales Behaviors Customer and Stakeholder Value Sales Relevance Sales Growth Sales Leadership   0 Comments

Part 1: The key behaviours that drive high-performance contact centre sales people

Posted by Tony Hall on 28 March 2018
Part 1: The key behaviours that drive high-performance contact centre sales people
Since May 2013, many high performance B2B contact centre sales people have completed a Diamond Assessment. These people support their external sales teams providing customer service and both inbound and outbound sales. We have established that there are 7 key behaviours that drive the high per...
Posted in: Call Centre High Performance Sales Sales Behaviors Initiatives Sales Growth Sales Leadership   0 Comments

Planning Sales Conversations

Posted by Ingrid Maynard on 21 March 2018
Planning Sales Conversations
When we think about sales planning, we think of things like sales strategy, account plans and territory plans.

And so you should.  They're essential components to improving sales performance and reaching targets.

There is another aspect to good sales planning though: your co...
Posted in: High Performance Sales Sales Behaviors Initiatives Sales Leadership   0 Comments

Saying no

Posted by Ingrid Maynard on 14 March 2018
Saying no
Yes!  Isn't this what sales is all about?  Say yes and find a way..getting to yesbooks have been written about this very topic.  Indeed, Dale Carnegie recommends that every sales call starts by asking questions that establish a pattern of yes responses.

So, is there a p...
Posted in: High Performance Sales Sales Behaviors Customer and Stakeholder Value Mindset Sales Leadership   0 Comments

Targeting Opportunities that have more potential

Posted by Paul Davenport on 7 March 2018
Targeting Opportunities that have more potential
Have you ever found yourself chasing opportunities that never seem to close yet you have done "all the right things along the way".

This can have significant and long-lasting impact on your business it takes a lot of time for minimal outcome, you may miss opportunities along the...
Posted in: High Performance Sales Sales Behaviors Initiatives Sales Framework Sales Growth Cadence Mindset Sales Leadership   0 Comments

A Sales Performance Virtual Coach is coming to Salesforce

Posted by Media Release on 6 March 2018
A Sales Performance Virtual Coach is coming to Salesforce
It's a revolutionary app to help sales teams fast-track deals with the right behaviour In a pivotal moment for B2B sales capability, The Beyond 19 Diamond Model will soon be launched as an app within Salesforce.   For the first time, B2B companies will be able to seam...
Posted in: High Performance Sales Sales performance virtual coach Sales Behaviors Sales Leadership   0 Comments

Capability or Competency; what do you need in your sales team?

Posted by Tony Hall on 27 February 2018
Capability or Competency; what do you need in your sales team?
There are many capable sales people out there who don't hit their sales targets. So if they are capable what's wrong?

The main issue is their level of competency, whilst they have the capability to do their job, their competency is holding them back.

What we mean by competenc...
Posted in: High Performance Sales Sales Behaviors Initiatives Sales Growth Cadence Mindset Sales Leadership   0 Comments

Why most Sales Meetings are demotivating

Posted by Ingrid Maynard on 20 February 2018
Why most Sales Meetings are demotivating
Let's face it; most sales people (and sales leaders for that matter), consider sales meetings a necessary evil.  Teams that leave sales meetings fist pumping the air are more likely to be doing so because the meeting is over, not because the meeting was great.

Then there's th...
Posted in: Sales Behaviors Initiatives Cadence Mindset Sales Leadership   0 Comments

When the value delivered isn't recognised...

Posted by Paul Davenport on 13 February 2018
When the value delivered isn't recognised...
We have all heard of the saying "if a tree falls in the forest but nobody hears it, does it make a sound?"  Likewise, if our products are of the highest quality, our service is second to none and the price is more than competitive, but the Customer doesn't see the Value, has...
Posted in: High Performance Sales Sales Behaviors Customer and Stakeholder Value Sales Relevance Sales Growth Mindset Sales Leadership   0 Comments

Why do CRM implementations fail to deliver for the sales team?

Posted by Tony Hall on 6 February 2018
Why do CRM implementations fail to deliver for the sales team?
When we engage with new clients, we hear the same story time and again about their CRM. "It's not really working for the business, the sales team don't use it enough, the pipeline doesn't provide us with any certainty of future revenues." Does this sound familiar?

Fu...
Posted in: CRM Sales Behaviors Initiatives Sales Framework Sales Growth Cadence Mindset   0 Comments

Recent Blog

Excellence is a Habit

Posted by Paul Davenport on 14 February 2019
Excellence is a Habit
In the world of business and sales we often hear about the high performers being "good wi...
Posted in: High Performance Sales Sales Behaviors   0 Comments

The 7 secret habits of B2B sales high performers - Part 5

Posted by Tony Hall on 5 February 2019
The 7 secret habits of B2B sales high performers - Part 5
Over the many years we have worked with high performing sales people we have always been interest...
Posted in: High Performance Sales Sales Behaviors Initiatives   0 Comments

Changes in the B2B Buying Decisions

Posted by Paul Davenport on 29 January 2019
Changes in the B2B Buying Decisions
A recent study in 2018, undertaken by Sirius Decisions with Chief Sales Officers, confirmed th...
Posted in: High Performance Sales Sales Behaviors Sales Framework Sales Relevance   0 Comments

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