SALES MANAGEMENT – THE ROLE REVISITED

SPEND YOUR TIME IN THE FIELD WHERE IT COUNTS “Give a man a fish, and you feed him for a day. Teach a man to fish, and you feed him for a lifetime.” Chinese proverb Front line Sales Managers have always been pivotal to sales success. In years gone by rookie sellers learned their trade […]

THE NEED FOR A NEW BREED OF SELLER

Differentiation is scarce.  If you genuinely have a new product or service which is ground-breaking and different then in today’s technological age, your unique selling point disappears in the blink of an eye, as your proposition is copied and often enhanced within months if not sooner. Your one guaranteed U.S.P. is your sales team and […]

SALES METHODOLOGIES, STRUCTURE AND PROCESS – FIT FOR PURPOSE?

There are a multitude of sales methodologies that have been in vogue over the last decade and beyond. We’ve had SPIN / Consultative / Solution Selling / Value selling and many more including more latterly the Challenger sale. The basic premise to most of these is that you understand the customer need and match your […]

THE BUYING PROCESS UNWRAPPED

So many selling organisations today focus on their selling process – their methodology – and too few really study the buying process for their marketplace. Aligning your selling process with the buying process in your market is critical to growth and success. Today the buying process is more and more driven by procurement functions.  If […]

B2B COMPLEX SELLING 10 YEARS ON – A DIAGNOSIS

Ten years ago this month I set up my own sales consultancy business, Seller Performance, after 30 years in complex B2B selling. Despite Covid 19 I am still here helping clients shape their sales talent. But when I reflect on the last 10 years it’s a very different sales challenge from when I started out, […]