Sprint versus Marathon: Managing Pressure as a Modern Executive
The huge focus on this quarter’s results. The long hours and relentless pressure of walking a tightrope among conflicting interests. Intense back-to-back meetings. A hectic travel schedule and working away from home for extended periods. The unholy early mornings combined with frequent late nights. Incoming urgent issues and top-down requests that need attention. Challenges and […]
Seven Tips for Forecast Credibility
A CRITICAL CRITICAL Topic ‘THE FORECAST’ is so important for all sales and business leaders. Your credibility will be judged directly on how well you manage the forecast process. CEOs have been fired for missing their forecast as have many others down the line. We have all seen or been that Sales Leader or Business […]
Scaling your Business: Can you make the Leap?
We all know the scary statistics about the volume of business failures within the first few years of starting up. There’s an unfortunately large graveyard of shooting stars that come down to earth with a sudden crash – companies that, for whatever, reason had cashflow problems, staff issues, challenges retaining customers or they just couldn’t […]
The Revolution of the Sales Funnel
The Rapid Evolution from Sales Funnel to Customer Journey There has been a huge change in the behaviour of the B2B buyer over the last ten years or so. Previously, a buyer would have been taken out for lunch, to the golf course or cold-called by a salesperson. Today, professional buyers are conducting between 70-80% […]
Nine Reasons Why Business Leaders Must Focus On Existing Customers
We all love the feeling of winning new accounts. It’s a great rush, there’s tremendous peer and management recognition, celebrations-a-plenty, plus there’s the ultimate satisfaction of unseating an incumbent competitor and no doubt anticipating the compelling financial rewards coming your way. And rightly so. Because winning new accounts is hard work, and getting harder. Customers […]
Seven Tips for Managing a C-Level Sales Call
It’s the holy grail for salespeople, and very few actually operate at this level. If you can dothis effectively you will be in an elite group, you will have deeper and more meaningfulrelationships with your customers and you should enjoy a shorter sales-cycle andimproved close rates. There is no reason to be afraid, CEOs and […]
