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

Part 1: Why the best salespeople don't always make the best sales managers

Posted by Ingrid Maynard on 22 August 2018
Part 1: Why the best salespeople don't always make the best sales managers
It happens all the time: the star sales performer is promoted to the sales manager.
It's a reward, right?  A promotion? Well, it can be.  But without support to make that transition, sales performance across the team can suffer, and the new leader can feel lost.

Think ...
Posted in: High Performance Sales Initiatives Sales Framework Sales Relevance Sales Growth Cadence Mindset Sales Leadership   0 Comments

Part 3: Why do CRM's fail to deliver to the original objectives?

Posted by Tony Hall on 15 August 2018
Part 3: Why do CRM's fail to deliver to the original objectives?
Over the past few months we have spoken with 20 B2B companies that have a CRM in place (from 2 months to 8 years) to investigate how their CRM system is performing. We conducted a series of 1-on-1 interviews to get a deep understanding of the following five CRM topics: The reasons comp...
Posted in: CRM High Performance Sales Sales Behaviors Initiatives Sales Framework Sales Growth Cadence Mindset Sales Leadership   0 Comments

How To Be Relevant to Really Busy People

Posted by Paul Davenport on 7 August 2018
How To Be Relevant to Really Busy People
With the world changing at an ever increasing rate, the struggle for us to remain relevant in business is one of the greatest challenges.  People now have greater choices and opportunities and have far more distractions, whether they be the endless internal meetings or the tidal wave of e...
Posted in: High Performance Sales Sales Behaviors Initiatives Sales Framework Customer and Stakeholder Value Sales Relevance Sales Growth Cadence Mindset Sales Leadership   0 Comments

Where have all the great sales people gone?

Posted by Ingrid Maynard on 31 July 2018
Where have all the great sales people gone?
I'm serious. In organisations across the country, there's a phenomenon that causes a serious shortage of sales talent in teams.  It's the promotion of great sales people into sales leadership positions. And it can cause problems:
a) Companies can lose great sales peo...
Posted in: High Performance Sales Sales Behaviors Sales Growth Cadence Mindset Sales Leadership   0 Comments

Part 2: Why do CRMs fail to deliver to the original objectives?

Posted by Tony Hall on 24 July 2018
Part 2: Why do CRMs fail to deliver to the original objectives?
Over the past few months we have spoken with twenty B2B companies that have a CRM in place (from 2 months to 8 years) to investigate how their CRM system is performing. We conducted a series of 1-on-1 interviews to get a deep understanding of the following five CRM topics: The reasons com...
Posted in: CRM High Performance Sales Sales Behaviors Initiatives Sales Framework Sales Relevance Sales Growth Cadence Mindset Sales Leadership   0 Comments

CRM across Sales, Marketing and Operations

Posted by Paul Davenport on 17 July 2018
CRM across Sales, Marketing and Operations
CRM has traditionally been viewed as part of the sales and marketing domain however, the CRM should be seen as having the capacity to provide a significant contribution to the wider business through its application to sharing of information throughout the business. When information isn't ...
Posted in: CRM High Performance Sales Sales Behaviors Initiatives Sales Growth Mindset Sales Leadership   0 Comments

Managing your Sales Pipeline - Why don't sales people use CRMs?

Posted by Ingrid Maynard on 10 July 2018
Managing your Sales Pipeline - Why don't sales people use CRMs?
CRM's.  They're an essential element to managing any sales team.  So why don't sales people use them properly?  And why is the wrangle to have a CRM with data integrity such a struggle for many sales managers? Here are 3 ways for sales leaders to address this...
Posted in: CRM High Performance Sales Sales Behaviors Sales Framework Sales Growth Cadence Mindset Sales Leadership   0 Comments

Recent Blog

Are you using Salesforce as an Effective Coaching Tool?

Posted by Tony Hall on 6 August 2019
Are you using Salesforce as an Effective Coaching Tool?
The companies we have observed that are achieving great results from Salesforce CRM have quali...
Posted in: High Performance Sales Sales Relevance Sales Growth Sales Leadership   0 Comments

Key Accounts - Improve your Share of Wallet

Posted by Paul Davenport on 30 July 2019
Key Accounts - Improve your Share of Wallet
We often see Account Managers being content with the relationship with their major accounts, h...
Posted in: High Performance Sales Sales Behaviors Sales Relevance Sales Growth   0 Comments

Setup Your Way of Working to Improve Salesforce CRM Performance

Posted by Tony Hall on 23 July 2019
Setup Your Way of Working to Improve Salesforce CRM Performance
What did you do to update your way of working when you implemented Salesforce CRM? We have...
Posted in: CRM Sales Behaviors Sales Relevance Sales Growth Sales Leadership   0 Comments
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