Have you ever heard the saying, “The customer is always right”? It makes sense, doesn’t it. The customer is the person who ultimately pays your bills. Without customers – or clients – any business will grind to a stop. But clients are not always right Sometimes they ask for something we cannot or should not […]
Sales
B2B & SaaS sales teams: Hunters, Farmers, Shopkeepers or Hippies
The structure of a business-to-business sales team will vary greatly from one company to another. And to make it more complex it’s often the case that some members of the sales team may have a dual role, such as a Branch Manager, Technical Specialist or Consultant. Sometimes the composition of the sales team has developed […]
7 ways to boost B2B revenue without advertising
If you’re a business leader operating in a business-to-business market, or have a company that is selling complex or technical products or services, then you will understand that your company’s sales challenges are fundamentally different to those of businesses that sell simple services or commodity products. If you want to boost your revenue consider these […]
How to eliminate risk for clients and close more sales
When we think about selling to our clients we’re often quick to think up all the reasons why they should buy from us. We’re the best at what we do. We offer a guarantee. They were referred to us. We’ve been in business many years. We have a unique process. They have a problem we […]
Recruiting a sales person? Do these 3 things first
Hiring a sales person can be one of the most challenging recruitment tasks for a business leader. After all, a good sales person will be skilled at presenting themselves well and (possibly) telling you what you want to hear. Quite rightly, they’re selling themselves to you. Are you rushing the hiring process? As a business […]
How to improve sales results using leading and lagging indicators
The terminology of “leading” and “lagging” indicators is most often used in the world of performance management or economic analysis. But what do they mean? Tips for using leading and lagging indicators to improve sales performance First, let’s define what we’re talking about. Leading indicator: A leading indicator is an indicator that changes before an […]