The Hidden Key to Predictable Growth in 2025 - Empowering Sales Managers
In today’s fast-paced sales environment, success is often measured by the performance of individual sellers or the sophistication of sales technologies. But what if the real key to predictable, scalable growth lies elsewhere—specifically, in the hands of your sales managers?
Unlocking Sales Success: The Power of Storytelling in Modern Business
In today's competitive sales landscape, the ability to tell compelling stories has emerged as a pivotal skill for sales professionals. Business storytelling transcends traditional sales pitches by weaving narratives that resonate emotionally with clients, thereby fostering deeper connections and driving sales success.
Managing Longer Sales Cycles in Tougher Times
These days, sales are taking longer than usual. With inflation, higher interest rates, and shrinking budgets, buyers are more careful, focusing only on must-haves. Sales professionals are noticing the effects — more delays, more objections, and fewer big-ticket purchases. The challenge isn’t just the extra time it takes to close a deal but also the fact that deal sizes are shrinking as companies cut spending wherever they can.
How to Ask Better Questions in Sales
In the realm of sales, success hinges not merely on the products or services one offers but significantly on the strategy employed to engage and understand potential clients.
One pivotal aspect of this strategy is the Art of Questioning.
Strategic questioning can transform a mundane sales conversation into a powerful dialogue that uncovers needs, builds trust, and ultimately closes deals. This blog delves into the essence of effective questioning strategies, drawing insights from 30+ years of experience as a sales leader, and a plethora of real-world examples.
Elevate Your Sales Conversations: The Power of Insight
In the ever-evolving landscape of sales, one truth remains steadfast: the ability to hold meaningful, insightful conversations with clients is a game-changer. Research from Gartner, the RAIN Group, and FPS (Fresh Perspective Sales) reveals what sets top-performing salespeople apart and illuminates a path forward for those looking to elevate their sales game and build lasting, value-driven customer relationships.
Building a World-Class Sales Culture: Strategies and Insights
How do you build a Sales Culture that rocks?!
We all know the business world is more unpredictable than ever. Companies that were once giants are disappearing, and it's not just a trend—it's the new normal. Since 2000, over half of the Fortune 500 companies have either gone bust, been bought out, or vanished. And by 2027, about half of the S&P 500 firms will have been replaced.
Is adaptive sales coverage the key to market dynamics?
The shock of COVID-19 crisis is well over. Most organisations have seamlessly moved into a new normal, at least for the time being. There is an acceptance that market dynamics and customer buying patterns are highly volatile. Economic instability and recessionary forces are impacting all. Cost cutting while essential, is a short-term survival initiative. Revenue generation has to move the forefront of change.
The Importance of Creating and Maintaining a Sales Playbook
Imagine setting off on a road trip without a map or GPS. You might reach your destination, but it would likely involve a lot of wrong turns and wasted time. A sales playbook is your map. It guides your team through the sales journey, providing clear directions and strategies to navigate obstacles and reach your goals efficiently.
I am in Sales, but I’m not on LinkedIn! Should I be worried about Networking?
In the competitive world of sales, networking is not just an ancillary activity; it is a fundamental aspect of success. The power of networking lies in its ability to create meaningful connections, foster professional growth, and open doors to new opportunities – as well as obtain introductions to target prospects.
Turn Rejection into Connection: Expert Tips for Handling Cold Call Objections
Cold calling can feel like navigating a maze in the dark. You dial a number, introduce yourself, and—bam!—you hit a wall. The person on the other end isn’t interested or says they’re busy. It’s easy to get disheartened, but with a structured approach, you can turn these cold calls into warm conversations.
Stay Ahead: Boost Customer Loyalty Through Change Adaptability
In today’s fast-paced marketplace, adaptability is not just an advantageous strategy—it is a necessity.
Businesses are required to navigate through rapidly changing technological landscapes, evolving customer expectations, and ever-intensifying competition. A seamless adaptability to change determines not only business survival but also the ability to thrive and innovate.
Leading the Decision Journey
Navigating and leading the decision journey for customers in a multi-layered and complex deal can be challenging for any business. However, with the right approach, it can also be an opportunity to demonstrate value and build long-term relationships with customers.
Not winning enough NEW business?
Sales is the lifeblood of any business, and winning new deals is crucial to achieving growth and profitability. However, if you're facing the challenge of not winning enough new deals, it can be frustrating and demotivating.
The good news is that there are steps you can take to address this challenge and improve your sales results.
A Birds’ Eye View Makes Sense For Buyers
Photography has always been a hobby and when opportunity arises, I usually grab my trusty Nikon and head out looking for that elusive shot. However, my whole perspective and passion changed on my last birthday – enter drone photography!
All of a sudden, views that were previously hidden from me, become possible. Things that I could never have seen using my hand-held Nikon were revealed in the drone view screen.
5 Signs Your Business Needs a Sales Enablement Solution
In today’s competitive business environment and volatile market conditions, sales organisations are under mounting pressure to attain revenue goals and sustain growth. Yet their average quota attainment rate is only 54% (1), and I would surmise the percentage has slipped even further in the aftermath of COVID-19.
Sales is Not Working – Don’t Guess – Know Why!
It has almost become cliché, “The world has changed…” Yes, we all know that, but for the revenue generating part of your business this is even more acute.
If sales effectiveness measures the output per salesperson, ask 100 people why sales is ineffective and you get 100 different answers, even within one’s own organisation. If one was to search Google, the responses are as wide as they are varied:
Ineffective content marketing
Failure in incorporating sufficient social media marketing (or social media ads) into your sales strategy
Lack of sales activity
Not knowing target audience well enough
Wrong people
You didn’t catch their attention
Insufficient interest in your offer
Inadequate sales process
How To Drive Sales Engagement and Close More Business Quicker
Being an avid Amazon Kindle user, I love the fact that once I’ve finished yet another book, Amazon recommends books to me that are similar.
Consider using Netflix where it knows what TV shows and movies you like. Use Spotify and it understands what your musical tastes are. Use Amazon again, and if you have a young child at home, it tells you that you probably need diapers and formula!
And yet in our B2B world, we don't do that yet – despite buyers saying,
“Show Me That You Know Me!”