Process & Method

If we want to elevate how we influence and sell, to engage at the CEO or the CXO level in an organisation, then we need to talk the language of leadership and it occurs at two levels: Discuss how you can deliver outcomes and manage their risks. Talk about the numbers and the business case, plus how success will be measured.

Too many salespeople miss out on retention, referrals, re-pricing as delivery gets more expensive and taking care of more customer needs, because they’re not focused enough on delivering value once the sale is complete.

Part of the sales challenge is to uncover objections, so you can try to dispel them. Raising objections on behalf of your prospects is either insanity or genius.

You’ve prepared extensively for the coming call. You’re in the right mindset, and you know everything possible about your client. Here’s 18 tips on what to do when you pick up the phone.

The History of Sales Methodologies – the sales profession is one of the oldest ones but where did it all start? Part 2 covers the 1950s -1980s.

Strategic Enterprise Selling is the process of engaging the most senior levels early, aligning with political and economic power, in addressing the most serious problems or opportunities. Then architecting solutions and setting an agenda.

Many well-established businesses used to have most of their processes in person, often making the most of events and trade shows. In addition, successful enterprise teams take time to develop and train until they produce results. How does that translate to purely digital?

Only managing the volume of a salesperson's pipeline is not always the best approach. If we have too strong a focus on driving these volume numbers, we risk sellers, either consciously or unconsciously, loading the number of deals to meet those metrics whether they be real deals or not, or whether they have the time to develop those deals or not.

Don't get siloed with who you know, network trade shows, online groups and always be connected around shared interests. Trust me - go do the research.

Insight is the capacity to gain a deep understanding of something. How can the thinking of salespeople can change via the 4 C's (Content, Consult, Context & Construction) to become an ‘authentic authority’ in your field?