Sales Bible, Playbook, SOP – Sales Operational Manual – call it what you want,  but you can’t scale your sales function without one.I’m often quoted as saying ‘Brand is a promise of consistency’,  but that also applies to how well you codify and deliver a  consistent end-to-end customer journey in your business.  If someone’s experience

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Anyone who placed a bet on what they’d be doing in 2020 were either delusional or psychic – or were they?Our job as entrepreneurs and sales growth leaders is to focus on what is within our control and to react to changing circumstances or market shifts. It’s what we do. If we’re effective at running our

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It’s a simple enough concept – know your customer, but in my experience most growing businesses give this concept lip service when bottoming out their Sales Strategy. Last month I talked about the importance of having a clearly defined UDP – a Unique Differentiating Proposition and this month I want to draw your attention to the flip side of

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Whenever I start working with an ambitious business, the first question I always ask is; ‘What’s your UDP?’ and after a few scratches of heads, I’m usually met with blank faces.
Let me be clear. A UDP is not a USP (Unique Selling Point)…

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​It’s a question I’ve been asked a lot during the past couple of months, is it still ethical to sell and grow our pipeline during the pandemic? Before I launch into my opinions on what business leaders should be doing to galvanise their sales efforts during these interesting times, I want to reiterate a soundbite that I’m

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Your Sales Engine is broken and here’s why… Occasionally at a networking event you’ll hear a bunch of old sales hands (myself included) reminiscing about the days when we simply drove around the country with the precision of a co-ordinated army, visiting our customers and drumming up new business. Our Fords and B’mers stuffed full

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As we enter not just a new year, but a new decade, it’s the perfect time to not only reflecton your past business performance, but on what you want to set as your growth metrics forthe coming year. Obviously, these will dovetail into your three year business plan, and mayinclude one or more of the

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I’m often quoted as saying that “sales is a culture – never just a department” but one of the biggest challenges facing any business owner, irrespective of whether you have a dedicated sales team or not, is how to disseminate and unite your team around your current strategic sales objective to adapt and change in order to stay ahead of the market.

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One of the biggest decisions you will need to make as your sales team begins to grow is how to structure it across your entire customer base. Unless you want your people stealing the best leads from one another, selecting which are their ‘best’ clients and mismanaging the rest, or increasing the cost by overlapping

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Ask a room full of entrepreneurs if they’ve ever made a recruitment mistake and everyone will raise their hand before regaling you with multiple horror stories of recruitment nightmares, none more so than when expanding their sales team.

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I spend all day everyday fine tuning my clients’ Sales Engines and not surprisingly there are some common ‘quick fixes’ that I see time and time again.These often small changes will have a massive impact on the output of your own sales function (and remember I purposefully call a company’s sales function – their Sales

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Last night I gave the keynote address at my old school’s Speech Day… Apart from being an immensely humbling experience, being back on the platform, this time handing out awards and certificates rather than receiving my (then) very thin envelope of academic achievements, I used the opportunity to remind the graduating class of the importance

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As business owners we’re used to focusing on controlling the controllables and letting go of everything else, but how many of us can ever recall such politically and economically turbulent times?

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How many times have you heard one of your employees tell you about yet another App or piece of software that will help with some minutiae part of your sales process? But if you’re not careful you can end up adding unnecessary complexity…

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Last month, during our family holiday to Walt Disney World in Florida, I took the opportunity to spend a day ‘backstage’ on a behind the scenes Business Tour. How could you not want to learn more about how Disney does Disney? But before I share some of the keys to Mickey’s Magic; Yes, the secret

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One of the most popular parts of my live keynote is the explanation of the different types of buyers, their different motivations and the different types of Sales Engines a business must build in order to serve these differing customer journeys. It’s a mistake to assume because you’ve cracked one route to market, that you

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If like most ambitious business owners your focus is on growth, have you formulated a plan on how to achieve that growth in 2019? Will you increase your market share, your Average Order Value, or entice your customers to purchase more frequently? Ultimately every sales plan boils down to one or more of these three

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If you’re a parent, imagine how you would feel if your thirteenyear-old, whilst sitting around the dinner table one evening, proudly announced that they were choosing their ‘options’ at school based on their intention to pursue a career in sales. How would you feel? Proud? Inspired? Relaxed? Or perhaps, worried? Anxious? Annoyed even? Would your

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How do we make our youth more employer ready and equip them with the necessary skills that our businesses need? First, we need to debunk the myth that salespeople are born and not bred. Can you really turn anyone into a good salesperson? Well, science has recently proven that a natural propensity for selling but

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Without a sale, no other department in the business need exist, so it’s no surprise that capability and expertise in selling should be placed front and centre in any business growth strategy. However, if the owner/entrepreneur is a natural sales person themselves, ironically that natural ability and heroic sales flair can actually become an inhibitor

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