capabilities

3 traits that reveal potential sales talent in your nonsales people

4 August 2016

Pay-off: Quickly spot potential sales talent for B2B/nonsales/technical/start ups/professional service sales Investment: 4 minutes How would you go about identifying potential sales talent in your nonsales people? I’m increasingly asked to help businesses do this and it’s certainly a healthy question for businesses to ask: “Who could and should be contributing to developing our business, …

3 traits that reveal potential sales talent in your nonsales people Read More »

How to spot the sales opportunities behind the opportunities

27 July 2016

Pay-off: spot the hidden valuable opportunities Investment: <2 minutes Many people in BD seem to have ‘opportunity planning’ all wrong. Either they don’t do it at all, they don’t do it enough, or they do it and begin to believe that things will go to plan, being unprepared then to deal with unexpected surprises or …

How to spot the sales opportunities behind the opportunities Read More »

Can’t sell, won’t sell! How to crack the tough nuts who don’t want to sell

20 July 2016

Pay-off: one way to help a stubborn anti-sales person learn to sell Investment: <1 min Got someone in your team who vehemently rejects the idea of selling? Invite them to convincingly persuade you to excuse them from such activity. If they succeed: They’re better than you thought. Tell them, “you’re a sales legend in the …

Can’t sell, won’t sell! How to crack the tough nuts who don’t want to sell Read More »

Accelerated learning of sales capabilities

31 May 2016

Pay-off: The gateway to learning sales behaviours quickly Investment: 4 minutes Selling is hard. But learning to sell – that’s even harder. The reason selling is hard is the same reason that learning to sell is hard; square pegs don’t like being pushed into round holes. Selling is easier and more enjoyable when fit is …

Accelerated learning of sales capabilities Read More »

How to get lucky when selling

13 April 2016

Pay-off: make your team luckier at sales, fast Investment: <1 minute The harder you work, the luckier you get. It’s certainly true in business development and sales. More activity = more success. And working hard requires pumping constant energy into the cycle of: learn > execute > learn > execute Don’t just repeat what you’ve …

How to get lucky when selling Read More »

8 types of people whose sales ability could seriously cost them (part 4)

6 April 2016

Pay-off: prevent pushing clients away Investment: 4 minutes The final post in a series of four about the types of people whose approach to sales may appear to work, but will probably cost them sooner or later. If you identify with any of these, read up, and plan accordingly. So far we’ve looked at: the …

8 types of people whose sales ability could seriously cost them (part 4) Read More »

8 types of people whose sales ability could seriously cost them (part 2)

23 March 2016

Pay-off: understand the costly problem, find the fix Investment: 4 minutes Last week we looked at two types of people who might appear to be good at sales, but who might not be good enough at sales to survive long term. The point of my post was to urge those people to purposefully develop their …

8 types of people whose sales ability could seriously cost them (part 2) Read More »

8 types of people whose sales ability could seriously cost them (part 1)

17 March 2016

Pay-off: understand the costly problem, find the fix Investment: 5 minutes This post has been carefully designed to put people’s backs up. If it puts your back up, then hopefully I’ve succeeded in helping you take your first step towards making an important change to how you develop business. And don’t forget, such changes lead …

8 types of people whose sales ability could seriously cost them (part 1) Read More »

Start typing and press enter to search