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,…
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…
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…
Pay-off: Learn what to focus on doing, and what to focus on learning to improve your sales performance efficiently Investment: 4 minutes Strengths or weaknesses? Which of these should you focus on in order to improve your sales performance most efficiently? your strengths your weaknesses The easiest (laziest?) most common answer is, “focus on your…
Pay-off: The direct way to learning to improve how you sell Investment: 5 minutes Last week I mentioned I’d start sharing some posts that don’t just focus on ‘how to sell’ but on ‘how to learn how to sell’, or better still… How to accelerate your learning to improve how you sell My argument here…
Pay-off: Eliminate this costly mistake that many technical experts make Investment: 2 minute read, 5 minute video If you’re an expert in technical sales or professional services, or if you’re in BD or sales, this video that’s been doing the rounds is worth 7 mins. (5 if you set it to x1.5 speed in ‘settings’…
Pay-off: improve more easily, steadily and realistically Investment: 1.5 minutes There’s a costly and simple mistake many of us make when trying to improve or develop new habits, behaviours or levels of activity. If you’re finding it hard and frustrating to improve at anything in particular in your work or life, it could be down…
Pay-off: The key to making sales (that non-sales people love) Investment: 2 minutes A number of times people have asked me, “what’s your number 1 best sales tip?” Here’s how I respond (although it’s not my full answer): “Ensure that every step of the way you’re being helpful to your customer.” And here’s the important…