Is the Hunter and Farmer style of sales person relevant in Australia? My experience has shown that there are many companies who struggle to lift the performance of their technically-oriented field-based sales team. But why is that? In many cases the answer is yes. To each of the above. For context, this observation comes from […]
Training
Why customers forget and how to make your message stick
Shocking! Isn’t it. Other people don’t remember exactly what we tell them. B2B selling and the curse of knowledge For B2B sales teams, especially those who are considered to be specialists or experts in their industry, this can be a problem due to the tendency for them to focus on quickly solving problems for customers […]
B2B sellers must create a relationship of value
Recent statistics have shown that 80% of business-to-business buyers know what they want before researching for who to buy it from. What does this mean for a sales team generating new business? Maybe that 80% figure shouldn’t be so surprising as studies over some years now have shown that buyers are conducting the majority of […]
The power of timely sales coaching
I was just trying to be helpful. The background One of my earlier field sales roles was in Sydney with a national business that distributed a wide range of (sometimes quite technical) industrial products and consumables. We had regular customers and quite strong relationships with most of them. Occasionally I was accompanied by a Sales […]
Using questions and stories to create highly effective sales conversations
It was great to receive this feedback after a recent sales training program, the first part conducted as a remote training session and the second part as an in-person workshop in Melbourne: Hey Stuart!Just thought I’d send across a quick message and give you an update. Both Andrew and I have used your SOX strategy […]
How to say ‘No’ to clients and still have them buy
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 […]