With so many web meetings, ensuring customer engagement has become a priority. Working virtually provides you with the opportunity to use sales content more effectively and imaginatively than you did previously in a face to face meetings. Here are some guidelines to help you create real engagement from your sales content. Seamless demos and presentations … 
The hidden barrier to increasing sales is not the economy, your customer’s budget, or the pandemic. It’s much closer to home, it’s the weariness and unease that stop you from taking action. As a sales leader you need to reset your mindset daily to focus on the opportunities for growth. Many are right under your …
Coaching is the number one management activity proven to accelerate growth. The uncomfortable truth is, sales mangers frequently miss out on receiving professional development in this area. An incorrect assumption is made that because they are good at sales, they will automatically be qualified to coach others. The two roles are very different and require …
Are you or your team converting 30% or less of your sales opportunities? Simple changes to the way you manage your sales opportunities could be the answer to rapid improvement, without extra work or stress. Sound too good to be true? Read on… One reason that conversion rates are typically so low is because sales …
Every company has their favourite customers their top revenue accounts. Often, they may have been with the firm for a number of years, they like you and see value in the work you do. That’s why it’s so easy to fall into the trap of complacency. A frequent mistake that must be avoided is to …
To maximise your sales effectiveness in a virtual environment you must recreate your sales content. What do I mean by that? Well, previously if most of your meetings were face to face with customers, you typically wouldn’t have stopped the conversation to power up your laptop to show visuals, videos or draw on a Whiteboard. It …
No one saw COVID-19 coming, and as a result, your sales content and process must adapt rapidly to the virtual environment. Sales leaders across the world are struggling to pivot their plans and lead their teams. So, here are six keys to ensure you thrive in this new reality. Lead with Value – Expertise & …
Sales managers everywhere realise the power of social media. But often it’s a struggle to leverage this power through the sales team’s activities to ensure it impacts sales results. In a recent webinar with Sara Pearce of Saffron Pea Media, we discussed several keys to achieve this. In this brief post I’d like to share …
Put your own Oxygen Mask on 1st. Over the last six months we’ve all been on an emotional rollercoaster. It’s good to acknowledge this fact and the effects uncertainty have on yourself and those around you. In the first few months of the pandemic you were probably reacting on adrenaline and coping with the sudden …
With exhibitions and events postponed how can we replicate these experiences? How can we create new valuable relationships and meaningful meetings? Over the last couple of months one of the most frequent questions I’ve been asked is… “How can I network and develop new business contacts?” So, this week I was delighted to be joined …
