December 4, 2017

They have to find a product they believe will make a positive difference to their customers, if they have values, this is a given.

Then they have to be certain that their product has a competitive advantage.

They must be vigilant their product retains this advantage thro...

December 4, 2017

I feel fat and bloated.

It’s because you have been forcing me to gorge myself lately.

Things have got to stop for the good of our health.

But there’s a major problem – I suspect we have a ‘feeder’ for a manager.

Who keeps insisting you fill me at every opportunity.

It makes...

December 4, 2017

I’ve said before that sales management has taken a really good idea – and generally fucked it up.

If your SDR program is a mistake or not largely depends on why it was created in the first place.

Were you motivated to improve your buyers experience or save money?

Money sa...

December 4, 2017

Or rather, one bit of SFDC,  the pipeline probability feature.

In fairness, it’s a bit harsh to focus on SFDC, because most  CRM ‘s are hopeless when it comes to predicting an accurate outcome.

Why is this?

Rather surprisingly, it’s not your CRM’s fault; the finger of bla...

December 4, 2017

Let me do the maths for you – around 80% if they’re good, 90% is average and 95% if they’re below average.

I hope those numbers have made you shudder about your Cost of Customer Acquisition (they should – most SDR strategies employed today are costing your company a FOR...

November 21, 2017

Graham Hawkins recently wrote an article in which he pointed out that if salespeople are spending a mere 22% of their time selling, is it any wonder so many of them are missing target?

He thinks the 22% figure is the biggest problem in sales right now.

While I tend to ag...

November 21, 2017

There’s been some huge changes in the way buyers like to buy during the last decade.

  • They want to educate themselves rather than have sales people do it for them.

  • Many prefer buying on-line.

  • They like talking to their peer groups and ‘independents’ about p...

November 21, 2017

The best explanations are always the most simple, and if wrapped in a story, they have a better chance of being remembered.

With this in mind I’m going to recount a story I read recently in a post by Noah Goldman that explains Sales perfectly.

I happen to believe th...

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