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Seeking out that extra drive

Working on improving the communication around a global sales team earlier in the week, I was reminded of a terrific story from a former sales guy. The current President of this €150m business, a winner called Mark Kelly, started out life selling plumbing equipment. He took particular pleasure in beating

Best Sales Magazine

There is a paucity of reading matter for the dedicated sales enthusiast. Rags aimed at reps tend to veer towards one of two extremes; either they’re peddling the American self-help religions, or dumb-down to talk about gadgets and motors. So it is a pleasure to find that the best

CRM Implementation Tips I: Have A Dedicated Person at Helm

Have A Dedicated Person at Helm It is essential you have someone who’s primary responsibility is to oversee daily maintenance and use of your system. This person need not be as high as the Chief Exec, what is important is that they understand why the system is going in

Managing the Sven Way

Great to see England come back from a (wonder goal) behind to beat Uruguay Wednesday night. Still all coming together nicely for the World Cup of course. There was a documentary on about the manager’s approach to getting the best out of his players recently. I made some notes

CRM's latest "-ism"

I came across the latest edition of the American mag, Selling Power, which always has a section on tools. This issue looked at how emerging trends were changng the sales process. Most sales people dislike their crm, partly as it adds to their admin burden and they feel a slave

Impressive Recall

I was annoyed with myself on Monday, when I was discussing plans with a prospect. We got to talking about their recently launched new products. They were rightly excited about them, and I wanted to know more, so started asking about each. Yet I couldn’t for the life of

A Sales Wheel

Here’s a neat way of gaining crisp focus on what you currently, and hope to, sell to your customers. I came across it just now with one of my prospects having used it as part of a training initiative, aimed at embedding a new way of thinking about opportunities

Hurt and Rescue

A sales campaign we are running came close to climax this week. The final issue appeared to be the MD’s reluctance to sign-off on lots of money across several prospective projects, of which one was ours. Our Champion then offered to remove one of the projects to reduce the

Traits of Top Performers

A friend of mine, Julian Lebray, who’s a bit of a sales winner sent me some analysis yesterday. Unfortunately he supports Man City, but leaving that aside, his firm’s training company investigated why the best sales guys were the best. They came up with the two different types

Valentine's day selling

Every restaurant’s fully booked tonight and all I hear on the radio is soppy love songs. Thankfully the usually banal chat by the djs is a bit better today. I’m in Cape Town and on my drive to work this morning, both Kfm and 5fm had a kind