Sales Effectiveness is better than Sales Productivity

Sales leaders are always trying to balance between sales effectiveness and sales productivity. If a poll was conducted what would a CEO prefer, a productive sales force or an effective sales force? In my experience the most successful sales leaders and people care little about sales productivity. Anyone with even a few years experience in […]

Sales Call Structure – Sell Successfully

In the digital sales world, the art of making a sales call has been overlooked, so today lots of sales people do not understand the nuances involved in making successful sales calls. Whether the sales call is cold, as a result of a web lead or inbound enquiry always approach the sales call with the […]

Social Selling Tips

The sales and marketing buzzword word at the moment is “Social Selling”; where the sales process is now tapping into social media conversations and the impact of social networks in driving brand awareness or buyer consideration.  Most sales and marketing leaders would concur that the sales process has completely changed. Sales people need to adjust […]

Managing a Startup Business

If you can’t find a way, then make a way! Starting a business, any business is a brave step. But how do you manage a start-up business as well as find customers or put in place a customer acquisition strategy on tight or even zero budgets. Working with early stage and start-up companies I know […]

LinkedIn for Lead Generation

LinkedIn can be a powerful sales tool when used as part of lead generation and networking activities. As social selling and reaching social influencers becomes ever more important in raising awareness of a company, brand, product or service it is important to use LinkedIn effectively. However, before any lead generation can happen, it is important […]