Are you still transactional?

Posted by Ingrid Maynard on 30 January 2018
Are you still transactional?
Don't be seduced into Transactional Selling In B2B sales environments, being transactional leads to lower share of wallet, more objections, lower conversion rates and lower margins.  And yet, if I asked salespeople in B2B sales environments, most would say they focus on the relati...
Posted in: High Performance Sales Sales Behaviors Initiatives Customer and Stakeholder Value Sales Relevance Sales Growth Cadence Mindset Sales Leadership   0 Comments

Performance vs Results

Posted by Tony Hall on 24 January 2018
Performance vs Results
Over many years working closely with B2B sales teams it has always been of great interest to me to understand where the focus lies in managing sales teams. Some managers seem to just focus just on the numbers; a one-on-one review might be for an hour and all that is discussed are the sales...
Posted in: High Performance Sales Sales Behaviors Initiatives Sales Growth Cadence Mindset Sales Leadership   0 Comments

What is Customer Value?

Posted by Paul Davenport on 17 January 2018
What is Customer Value?
So often we hear providing Customer Value is the most important thing you can do!

Businesses attempt to measure the level of Customer Value delivered through well-established methodologies such as the Net Promoter Score (NPS), yet do we really understand what is "Customer Value"...
Posted in: High Performance Sales Sales Behaviors Initiatives Customer and Stakeholder Value Sales Growth Mindset Sales Leadership   0 Comments

Overcoming Objections

Posted by Ingrid Maynard on 10 January 2018
Overcoming Objections
We recently held a breakfast for Sales Leaders where the topic for the session was Handling Customer Objections and Push Back.  We had our biggest attendance numbers so far in the series because, for the most part, it's what most of us wrestle with. Unfortunately, it's not as ...
Posted in: High Performance Sales Sales Behaviors Initiatives Customer and Stakeholder Value Sales Growth Mindset Sales Leadership   0 Comments

Instinct to Insight - Unlock your potential

Posted by Tony Hall on 3 January 2018
Instinct to Insight - Unlock your potential
Why would a business banker want to talk to their customer's sales director? Why the distribution guy? Why the marketing person? Well, it's all about moving from operating instinctively to operating with insight. Many sales people instinctively go about their business, but the ...
Posted in: High Performance Sales Sales Behaviors Initiatives Sales Growth Cadence Mindset Sales Leadership   0 Comments

The leader must

Posted by John Buchanan on 27 December 2017
The leader must
The Leader must 'infuse' not 'invoke' the vision and the overarching strategies. Steve Waugh had just taken over as captain of the Australian Cricket team prior to my appointment as Coach. And, while he was uncertain about the concept of 'invincible', he too shared ...
Posted in: High Performance Sales Sales Behaviors Initiatives Sales Growth Cadence Mindset Sales Leadership   0 Comments

Your Inner Game

Posted by Ingrid Maynard on 20 December 2017
Your Inner Game
Have you ever been in a sales funk? Sometimes, it can seem like it doesn't matter how many calls we make, how many new prospects we meet with, we're not making progress. With a sales target looming, it's easy to grow despondent and start questioning why you chose a career in sa...
Posted in: High Performance Sales Sales Behaviors Initiatives Customer and Stakeholder Value Sales Growth Mindset Sales Leadership   0 Comments

Change Behaviour - Change Results, Fast

Posted by Tony Hall on 13 December 2017
Change Behaviour - Change Results, Fast
In my dealings with hundreds of sales teams over the past 20 years, the one thing that is never a surprise to me is how quickly you can impact your results, by simply changing behaviours. Many people will tell you that it takes a long time to change behaviours I disagree... Here's an e...
Posted in: High Performance Sales Sales Behaviors Initiatives Customer and Stakeholder Value Sales Growth Cadence Mindset Sales Leadership   0 Comments

Stay on top with regular competitor analysis

Posted by Paul Davenport on 5 December 2017
Stay on top with regular competitor analysis
No business operates in isolation, nor is it completely free of competition. All businesses in some way operate in a competitive environment so they need to provide affordable, innovative and quality products and services. However, many businesses undertake an analysis of their competition...
Posted in: High Performance Sales Sales Behaviors Initiatives Sales Growth Cadence Mindset Sales Leadership   0 Comments

Get the jump on your competitors in 2018

Posted by Tony Hall on 29 November 2017
Get the jump on your competitors in 2018
Some of our customers have increased their annual sales through a very simple approach. They plan their ramp up to full speed after the holiday period and get the jump on their sleepy competitors.

Right now is a great time of year to plan how you will get your team up and running quickly as ea...
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Recent Blog

The 7 secret habits of B2B sales high performers - Part 4

Posted by Tony Hall on 24 January 2019
The 7 secret habits of B2B sales high performers - Part 4
Over the many years we have worked with high performing sales people we have always been inter...
Posted in: High Performance Sales Sales Behaviors Customer and Stakeholder Value   0 Comments

Start the New Year with a Review of your CRM

Posted by Paul Davenport on 15 January 2019
Start the New Year with a Review of your CRM
The new year provides many of us with a chance to reflect on the what we have achieved and the...
Posted in: CRM High Performance Sales Sales Behaviors Initiatives   0 Comments

The 7 secret habits of B2B sales high performers - Part 3

Posted by Tony Hall on 25 December 2018
The 7 secret habits of B2B sales high performers - Part 3
Over the many years we have worked with high performing sales people we have always been inter...
Posted in: High Performance Sales Sales Behaviors   0 Comments

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