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Why do you need a sales process?

Organisations which have, and use, a sales process have more consistent success with their sales performance. Why so many organisations fail to develop or identify their process is a mystery as the evidence is so compelling for having one.  This article explores some of the how and why issues around sales processes.
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Sales Success in Tough Times

Selling can be difficult in the best of times - and when there is a major economic downturn it becomes even tougher.  This article does not promise you any magic bullets or great new techniques.  What it does is to give you a reminder of what will work and where to address your attention.
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You may be taking the wrong approach to selling

So many sales organisations keep pushing the same sales approach even when it only meets limited success. When 58% of sales people fail to meet targets maybe it is time to consider changing your sales approach?  This article may prompt you to find out more about Buying Facilitation® created by Sharon Drew Morgen.  Read to the end of the article and you can see Sharon Drew's observations about how sales should be approaching prospects to increase the chances of success - and read her book, "Dirty Little Secrets".
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Careful What You Cut

The pressure to achieve sales, whether because you have to make your target or quota or because you are running your own business can lead you to give away too much.  In the current economic climate, this can be an even greater temptation!  However, you do need to remember where this is coming from - your margin!  Improve your negotiation skills so that you can still be flexible whilst still holding on to your profit.  Remember, the aim is to achieve a "win-win".
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Be a successful sales manager - not a super seller

The transition from being a successful sales person to being a sales manager is often a tricky one to make.   Whether it is because they find it hard to give up selling or feel that they have to show the team that they are the top sales person, too many many sales managers put their focus in the wrong direction.  This article offers some ideas to prevent this happening!
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The Perils of a Poor Telephone Approach

With so much money invested in outbound telephone sales and telemarketing why do so many organisations get it wrong? They work hard at creating scripts and training their people to use the and seem to overlook the vital part - the opening! Without getting it right from the beginning there is little chance of success later in the call!
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Is your forecast too sunny?

This article raises some issues about the key sales management ability - to get accurate forecasts from the team!  Whether things look good or doubtful, your organisation needs to know what it is facing in order to plan effectively.  We look at some of the challenges faced and offer some ideas to enable you to become better at both forecasting and monitoring the activity.
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"Supercoaching" for Sales Managers

Download this article: "Supercoaching" for Sales Managers

This article looks at what many leading coaches believe and do - and why it enables them to be at the top of their field.  It is based on "modelling" a number of top coaches and identifying what made them different.  It then covers how you can apply the key points to improve your own coaching skills.
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Shifting your mindset - to grow your business

Many of us need to sell in order to help our business grow, whether it is only part of our role or all of it.  We offer some ideas for how you can get yourself in the right frame of mind to do this.
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Ask for more - you may get more!!

The need to negotiate effectively is something we all have from time to time and some of us more often than others.  Here we look at the whole area of negotiation, with ideas for you to implement to improve your planning and preparation.  Following our "AIMING HIGH" approach, you can achieve better outcomes, whether selling something, buying or needing to reach agreements with internal functions.  Our downloads section gives you various tools to help with this too.


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How to sell

A short article which reminds you of the basic steps to take to sell successfully.  This is the first of several articles which will help you to build your awareness and skills.
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To improve your sales - begin at the very beginning

So many people have a problem with selling, whether it is a key part of the role or just a partial responsibility.  This article gives you the some ideas to reframe your thinking about selling - and how to approach sales in a different way which may be lot more comfortable and will almost certainly be more successful!
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