applied know how
What separates the best salespeople from the also-rans?
There are lots of things. It might be their confidence and ability to put clients at ease. It might be their knowledge. It might be their empathy.
Or it might be none of the above. Often, all that divides the best from the rest is persistence—the desire to make one more call, type one more email, or send one more connection request.… Read more
Although my first job was as a Sales Representative and my second job was as a Sales and Product Manager, I didn’t really get interested in how to enhance fundamental Sales performance until I became a General Manager. Before that I was too busy doing thngs to think about how to improve what I was doing.
At that time I had the privilege to work with Guinness Overseas Ltd, a company now part of Diageo.… Read more
My background is primarily in sales, and so it pains me to hear more and more often that a super sales guy has been promoted to Sales Manager and then has left the company three to six months later.
To my thinking this is just sloppy management by the company, and probably sloppy career planning by the new manager that leads to the exit.… Read more
You’ve just met a new business contact, and you’re sitting across from them in a social or a work setting. You know that the most effective means of connection is to understand their behaviour and communication preferences and flex your own preferences to engage with them on their terms.
So I get out my short DISC test and ask them to quickly complete the test, as it only takes 7 minutes, I can then go to the toilet and then plot their responses so I know their DISC preferences and flex my style- RIGHT?… Read more
I have written several articles about the buyer journey, buyer personas, aligning the buying and selling process; here is an aid to this process a journey plan for the buying process.
At its core, I’ve turned around the typical account planning tool, to focus more clearly on the Buyer and their needs. This is to build empathy and to assist the seller more clearly understand the questions a Buyer has to tailor the sellers presentations and plans to meet the Buyers needs. … Read more