applied know how
acumen related skill development
While most companies have a Sales process, a Sales Department, a Sales manager, sales teams- rarely do we look at the process from the customers perspective.
In a previous post, We initiated a review the buyers process, by starting with an in-depth understanding the motivations, behaviours and needs of buyers. From this i described how we were able to create an effective buyer strategy to boost sales with both an individual buyer and amongst a segment of buyers.… Read more
When I spoke with Raymond, he was confused. “I thought he was ready to commit to the order” he said, “but when I presented the final promotional contract, he said he was still considering another offer”.
Raymond and his buyer obviously weren’t aligned in their separate perceptions of where they were in the buyer-seller journey.
Most of the reasons sales fall through is that the sellers perceptions and a buyers willingness to commit are misaligned.… Read more
The case study
The young male Sales Rep (who could look like any of One Direction) pushed past the hefty amount of stock on display in the ‘Mom and Pop’ convenience store, nodded his head as he said hello to the “Boss” and went to met with the wife (or Lady Boss) sitting by the cash register. She smiled on seeing the young rep visit her again, she even blushed a little as he smiled sweetly.… Read more
I haven’t been posting anything recently on commercial issues as I focus on HR, but a recent post on business insider based on their original social media research, could be a useful addition to our resources section.
After several decades of engaging with consumers I am a strong advocate of focus, and so this article really resonated. In my current NGO role we (mis-)use twitter, facebook and linkedin– and the team remain confused what style of content links with each contact and with different consumers attentive to each social media channel.… Read more
My first real job was as a salesman, as a pharmaceutical rep., and the training I received from Glaxo has set me on my way to a solid career.
The training was focused, tailored, and enabled us to understand why we needed to do job as a Sales Specialist in certain ways. It provided me with a simple structure for my sales calls as well as provide some default language when i was stuck. … Read more