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Août 19, 2020 - Quenching your customer’s thirst for value

Quenching your customer’s thirst for value

Selling water to a thirsty person should be easy, right? Not so fast. Salespeople often miss the big opportunity because they fail to expand the conversation beyond making the simple sale. Many times customers need more than a simple answer to an immediate problem—they need a way out of the desert.

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Juillet 22, 2014 - Don’t go into the woods! Horror stories from the sales field

par David Yesford

It is a damp night, fog rolling in. A wolf howls as eerie music plays in the background. A woman appears, blood on her hands. Alone and scared, she stumbles out of the house and down creaky stairs, looking out across a wide yard. At the edge of the yard is a dark entrance to the woods. The woman looks around, then heads slowly toward the woods. If you are sitting at the cinema, what are you saying to yourself, maybe even yelling at the screen? “Don't go . . . Don't go into the woods!” En savoir plus.

Octobre 9, 2013 - The fundamental currency of engagement: How energy is being used not time spent

par Tom Roth

Recent research has indicated that a large majority of managers understand the importance of employee engagement to achieving business results. Yet, further research over the last few years shows that the number of employees who report being fully engaged is decreasing to dangerously low levels. Why is this? En savoir plus.

Septembre 25, 2013 - Hot pursuit of a win can backfire

par David Yesford

Salespeople love to win, but hate to lose. And sales management applauds this drive, and wants to help salespeople win, but win the right business. The key is, the hot pursuit of a win can backfire if salespeople are going after deals that aren’t profitable. En savoir plus.

Juillet 31, 2013 - During growth mode, don’t neglect your high performers

par Carl Eidson

As organisations begin to hire and on-board new talent, it is easy for managers to make the mistake of spending all their time bringing new hires up to speed and re-directing those who are off track. This is a classic mistake that often leads to neglect of those high performers who appear on the surface to be highly engaged and self-motivated. The problem lies in the energy continuum where, at one end, those with low engagement under-perform and “rust out” as they wait and see what is expected. At the other end of the energy continuum are the highly motivated team members who work so hard they are at risk for burn-out, yet no one is checking in on them – or worse, managers are delegating even more to them without engaging them. En savoir plus.

Avril 25, 2013 - Are your sales managers adding value?

par Michael Leimbach

Multiple studies have shown that effective sales management has a significant impact on sales results. Yet despite this, most organisations still find their sales managers among the ranks of top sales performers and promote them to a leadership role without training them on how to add value to sales performance. En savoir plus.

Février 14, 2013 - Are you the light bulb or are you the light?

par Stephen Melchior

Change is something that affects everyone in today’s world, whether we like it or not. No matter what profession we’re in, our daily activities are influenced and driven by technology, differing customer demands, employee performance, and economic ups and downs. En savoir plus.

Janvier 10, 2013 - Choreographing the competitive dance: Planning moves in a competitive environment

par David Yesford

To choreograph the competitive dance that happens in every selling situation, you first need to understand why people are out on the dance floor in the first place. That sits squarely in understanding what the customer values. En savoir plus.

Janvier 8, 2013 - Factors guiding your global learning initiatives: What do you count on to be successful?

par David Yesford

An American and an Indian are rushing to an 11:00 meeting. Just outside the meeting place, each runs into a dear friend they have not seen in 5 years. What happens? You will laugh, but culturally, the American will quickly say hello, say they are late for a meeting, and as they rush for the door, tell the old friend that they will email them to connect. The Indian, on the other hand, will stop and invite the friend to sit down for a cup of coffee. Who is “rude” in this situation? Strikes me that your answer as you are reading this is influenced by your culture. En savoir plus.

Novembre 26, 2012 - The mid-level leadership vacuum

par Anand Subramaniam

As a business consultant and facilitator working with diverse businesses in India, I have witnessed people experience almost frantic career growth in the last 15 years. Those who have begun leadership careers in times of exponential growth have seen their career graphs skyrocket, and have often grown from front-line employees to upper-middle or senior managers inside a decade, sometimes less. En savoir plus.

Novembre 12, 2012 - Rumours of the death of consultative selling are premature.

par Michael Leimbach

If you have been following sales training articles and blogs recently, you would think that the role of salesperson as consultant and trusted advisor is dead. These articles suggest that the ideal salesperson acts as if customers are wrong about their "real" problems and challenges customers about their knowledge and assumptions. En savoir plus.

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