July 14, 2020Forecasting - why do we need to forecast? Because our sales manager says so? Well that is one reason but there are a few more.........
- We need to forecast sales so that we can:
- Plan the sales activity, manufacturing, cash flow, staffing, meet payroll, pay suppliers
- Build a real and adequate revenue pipeline
- Set priorities and "action manage"
Forecasting a sale
- You can only real ... Read more
June 15, 2017Having been in the sales business for a long, long time, having trained literally thousands of salespeople, having sold and trained around the world, I am often asked "Has selling changed over the years?". Well, if you were to read one of the most famous sales books ever, Dale Carnegie's, "How to Win Friends and Influence People", and you read the first few paragraphs without reading the preface, you'd think, "Hmm... this is quite relevant today." Then, when you do read the prefa ... Read more
October 18, 2013Interesting situation with a sales team I am coaching at the moment. They have been taught to find the technical, business and personal pain - exactly the right thing to do. Recently on a particular campaign they were finding the people they were approaching had "no pain". When we dug down into what their solution actually did we found they delivered benefits that could be "of gain" - not just "address a pain". So when their prospects were saying everything is great we don't ... Read more
September 29, 2013Just when you are expecting the order the competition side swipe you by being politically aligned with the decision makers, unfortunately you were speaking to the wrong people - has this ever happened to you? Time and time again we see sales and business development people doing a great job at presenting their products, services and solutions but sadly they are doing a great job with the wrong people. They are in their comfort zone - talking with IT and technical people, administrators, ... Read more
April 5, 2013I recently gave a key note speech about business development - "The Anatomy of an Enterprise Sale". I wrapped up the speech with 13 (unlucky for some) key questions you should ask yourself about your business development activity, lots of people liked these - they are great reminders! - Are you planning to fail or failing to plan
- Are you consciously using all your skills or running on autopilot?
- Are you confusing activity with results?
- Are ... Read more