Category Archives: Newsletter: The Inside Sales Track

You Can Coach Your Poor Performers into Stars

If you’re watching one of your salespeople miss their target month after month, it can make even the best manager feel a bit depressed! Often this problem is compounded by a sales manager handling the situation poorly. It’s all too easy to opt for having “tough conversations”, in an attempt to push and cajole them …

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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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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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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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How to Differentiate Yourself & Create Value in a Digital World

One of the most important aspects of creating value for customers in the digital age is an understanding of the radical changes that have occurred in the way we buy. We are now in a new sales landscape largely due to the availability of information on-line. You can take any industry, product or service and …

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Finish Strong Start Fast!

Let me ask you a question… Why is it that some companies slow down as they reach the last quarter of the year and inevitably start the New Year slow and foggy? While others finish with a bang making the last quarter their best! Plus, they invest time now to leverage their plan for next …

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Is Your Sales Reporting Leaving You in the Dark?

Recent research has found that only 20% of customer sales information is being recorded in a company’s CRM system. This seems like a shocking statistic when you consider that senior management is relying on this information to enable them to make major decisions. To illustrate: Can you imagine looking at a painting where only 20% …

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Are You Using Incremental Gains to Power Your Sales Growth?

Making consistent small improvements can deliver a massive impact to your overall performance. Sports teams provide a great example: England v France Feb 2017 Six Nations, think of how each phase of play may only gain the team 4 or 5 meters. It seems punishingly hard work. But as they progress down the field into …

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A Great Sales Lesson from Sergio Garcia at the 2017 Masters

Last weekend we were entertained by a wonderful sporting experience in the 2017 Masters Golf tournament. Watching Sergio Garcia win his first major at the 74th attempt was amazing to witness! As one of the world’s top 10 professionals I’d always assumed he’d achieved this goal previously since turning pro back in 1999. So, I …

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Four Keys to Consistently Grow Your Global Key Accounts

Key Account Management is more critical than ever for two main reasons. Firstly, because fewer customers represent a larger share of your sales, and Secondly, your efforts to grow and expand your business hinge on your best people learning the skills needed to succeed in this complex environment. So why is Global Account Management challenging? …

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