Are You Watching Your Language? Your 2019 Sales Results May Depend on It!

As a Sales leader, you know your own mind-set is critical to the performance of your team. And this has never been more relevant than at the start of an uncertain 2019. Salespeople deserve a lot of respect, they are the ones who daily face the rejection and disappointments that come with the role, and …

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Furniture Makers Best Practice Day November 28th

BLUM & Linear Consulting hosted “Creating Customer Engagement that Delivers Loyalty & Revenue Growth.” In this month’s newsletter, I wanted to share some insights from a recent interactive seminar we ran with BLUM UK focusing on creating dynamic customer engagement. The group comprising of twelve companies from different sectors, worked together, sharing their common challenges …

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What are the qualities of a great sales leader?

In addition to all the strategies and tactics of sales management we often discuss in this blog, there’s another aspect to your success which is much closer to home. Your ability to communicate and positively influence your team. What’s really interesting is that your success in this area is based almost entirely on just two …

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How do you monetize your internal teams?

This week I’d like to share a couple of ideas to grow revenue right in your own backyard. Every company has valuable people and resources locked away internally that have real potential to become revenue producing assets. Often these opportunities are missed because employees simply don’t have ‘sales’ in their job title or description. But …

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Will you fall into the success trap?

Success feels good. You have worked hard for your great sales results this year. So, why would I rain on your parade by talking about the trap of success? Because there are two common success traps to avoid that will keep your results consistent and you out of the dreaded sales boom and bust scenario. …

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Ensure Your 2019 Business Plan Gets Winning Results

In this article, I’d like to share with you some powerful winning strategies to ensure your 2019 business plan gets the results you desire. I’ve used this approach with dozens of companies and seen the dramatic impact it’s had on their performance and results. In thousands of boardrooms around the world, budgets and business plans …

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How to stop inaccurate forecasting keeping you up at night!

Working continually with sales managers to improve performance; one key issue I know that frustrates them is the problem of inaccurate sales forecasts. There is nothing worse than having a sleepless night knowing you need to present sales results that are far adrift from your forecast figures to the board the next morning. So, what …

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Excellence: A Commitment to Completion

Do you find it easy to start new projects but then lose focus, get distracted and drift off course? You’re not alone in feeling that way. Over the last ten years of working with top sales leaders and their teams, I’ve noted it’s their commitment to completion that has been one of the outstanding hallmarks …

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Creating Dynamic Customer Engagement for Consistent Sales Results

(original content created in collaboration with Amanda Hughes BLUM.) The way companies and individuals buy products and services today has changed dramatically. Today, customers no longer want to buy from salespeople they want to speak with experts who can add value and help them quickly achieve their objectives. Today, instead of salespeople qualifying which customers …

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What More Customer Meetings? Make Your Value Jump Out!

“Why is it so hard to get some decent meetings in the diary?” If that sounds familiar you are not alone! Creating a constant stream of customer facing meetings each and every week can be a challenge. Nearly every salesperson is charged with the same goal of hitting an agreed number of customer meetings each …

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