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

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

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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