“How can I do my end of month sales forecast for The Exec, when you guys don’t input or update your % probabilities of conversion into your pipeline tracker!”… laments the frustrated Head of Sales to his brow-beaten Sales Execs at the monthly sales meeting. Sadly… a common lament. Yet so many imploring Heads of […]

Thought I would share the bones of a coffee chat I enjoyed with a beloved client a while ago, because the theme of one particular topic seems to crop up on a semi regular basis currently. I reckon that both the consumer and the B2B worlds are going app crazy these days. I am continually […]

Notice lately that the word “optimisation” seems to be creeping into Corporate jargon more and more?  I have – or at least I think I have.  Bit hard for me to tell, because I am heavily biased toward the word.  I am hearing it being used across multiple functions…optimise the collections process; optimising plant resources; […]

So, you have run your annual StO analytics. Thereby, amongst a range of productivity driving outputs, you will have refreshed which customers belong in your top class for targeting, your mid class and your lower class. Putting aside the granularity of the math around your methodology, you should also have essentially produced 3 sub-classes within […]

This post is the final in a 3-part series: “Making the emotional connection during the sales process …..more important than ever” To review part 1 CLICK HERE To review part 2 CLICK HERE Part 3 of 3: Let’s apply the same principle now to the B2B scenario where the emotional connection with the buyer is […]

This Bulletin is the second in a three part series. To review part 1 click here Making the emotional connection during the sales process ……….. more important than ever (part 2 of 3)   In this climate of negative buyer/consumer sentiment and talk of a new recession, making the emotional connection with the buyer is […]

  In this climate of negative buyer/consumer sentiment and talk of a new recession, making the emotional connection with the buyer is even more critical than ever for the aspirational sales professional.  The concept of making the emotional connection in the buyer conversation is certainly not new, but there seems to be an irony at […]

It’s tough…bloody tough out there these days…especially when you are a professional services provider selling to corporate Australia.  Double especially,  when your value proposition is not necessarily readily tangible to the target audience, and if it is, the target immediately considers the investment required as “discretionary”. The degree of difficulty in capturing the imagination in […]

A while ago, I found myself caught up in a meaty coffee conversation with some key sales leaders of a beloved client of ours … the Australian arm of a global healthcare giant.  We were discussing their recent history regarding sales team structure evolution … a few years back, the territories were based on geographic […]

In a B2B landscape, where many sales teams continue to come under RoI scrutiny ( a common scenario since the GFC , 10 years ago), an old outdated paradigm seems to be hanging on longer and better than it deserves.  Single point or single face Account Management.  The notion that the sales exec is the […]