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

Read More

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

Read More

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?

...
Read More

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

Read More

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

Read More

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

Read More

Commission schemes. Do you have one? Does it work – i.e. does it drive the team behaviours you want? And do you need a PhD in pure Maths to understand it? This is a topic that was discussed very recently with our current BAPs cohort, so here are 4 quick headlines to think about if

Read More

So – how much of your team’s resources last week was focused on income generating activities? 100% perfect, 50% or I know in some cases it may even be as low as 25-30%. Even those members of your team employed in full-time sales roles, how much of their valuable time was spent on the right

Read More

IF YOU WANT TO GROW FAST, BE READY TO EXPORT! [LARA MORGAN] During UK Trade & Investment’s (UKTI) Export Week,  thousands of companies will be opening their doors to show the rest of the world why Britain is a great place to do business. While some businesses are embracing exports and taking the world by storm,

Read More

Answer this ONE question… What is the single most important strategic sales activity, that if applied consistently by your business as a whole, for the next 90 days, would have the greatest impact on your growth? I’ve just finished delivering a great ​Sales Secrets Academy to a cracking customer of ours and once again the outcome from

Read More

Nicola Cook walks you through how to define when a deal is really closed and suggests how you might improve your Closing Process. Why don’t businesses close more warm leads? In part, they take their foot of the gas too early in the sales process. And lets face it, depending on who you talk to in

Read More

The New Sales Function The latest research from Forrester demonstrates the critical need for businesses to adapt their sales function if they are to succeed in the Age of the Customer. Download my FREE ebook series on the topic – here. 5 questions to ask yourself: 1. Do you have a slick e-commerce option for simple transactional

Read More

How many times have you been at a networking event and introduced yourself to someone who responds with titles like, Account Manager, Business Development Manager, Executive, anything but admit that they are in sales? I wholly understand the reticence of salespeople not wishing to tar themselves with the brush of other’s poor behaviour in industries

Read More