Part 3: The key behaviours that drive high-performance contact centre sales people

Posted by Tony Hall on 24 April 2018
Part 3: 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 these hi...
Posted in: Call Centre High Performance Sales Sales Behaviors Initiatives Customer and Stakeholder Value Sales Relevance Sales Growth Cadence Mindset Sales Leadership   0 Comments

Capturing the right insights in your CRM

Posted by Ingrid Maynard on 18 April 2018
Capturing the right insights in your CRM
The bane of any sales managers' life is getting their sales teams to update the CRM! The next challenge is capturing the right insights. Once salespeople see how this very action can help them, it has the highest probability of not only being done, but of being done well. Here ...
Posted in: CRM High Performance Sales Sales Behaviors Initiatives Sales Framework Sales Growth Cadence Mindset Sales Leadership   0 Comments

Part 2: The key behaviours that drive high-performance contact centre sales people

Posted by Tony Hall on 11 April 2018
Part 2: 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 these hi...
Posted in: Call Centre High Performance Sales Sales Behaviors Initiatives Customer and Stakeholder Value Sales Growth Cadence Mindset Sales Leadership   0 Comments

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

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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