As Published in the Australian: Winning new accounts is satisfying, retaining them is profitable
Honoured to have been recently published in The Australian with a piece on why retaining and nurturing existing customers should be your growth engine in any B2B. Read the full published article in the Australian here: Winning new accounts is satisfying, retaining...
Feature Interview on School for Startups: Future Proof Sales Strategy
Pleased to have talked with Jim Beach in an interview discussing the seven steps to a Future Proof Sales Strategy and other key insights.I talk with Jim about developing a sales structure that really reflects what’s happening with our customers, and why. Have a listen...
Brian G Burns interviews Steven Norman on The Brutal Truth About Sales & Selling Podcast
I’m interviewed by Brian G Burns on his popular sales podcast “The Brutal Truth About Sales and Selling Podcast.” I touch on how the sales function in B2B has been overlooked in many ways over the past decade. Considering the rise of the customer experience function...
High Level Executive Selling Podcast Transcript with Steve Hall
Transcript of podcast interview with Steven Norman and Steve Hall Steven: Steve is an expert on C-level selling, so that’s what we’ll be talking about today mostly. Steve, welcome to the show! Steve: Thank you very much, Steven – great name you have there!Do you and...
Mike Adams Podcast Transcript on Sales Storytelling
Transcript of podcast interview with Steven Norman and Mike Adams Steven: Welcome to the show everybody! I’m really pleased today to have a special guest, Mr Mike Adams, who has just written a book called Seven Stories Every Salesperson Must Tell. This book really...
Pioneer of Modern Sales Max Altschuler on Tech and Millennials
Transcript of podcast interview with Steven Norman and Max Altschuler Steven: Hello everybody and thanks for joining us! – a real pleasure today to be joined by Mr Max Altschuler! Max is the Founder and CEO of Sales Hacker, which is the leading community of modern...
Keenan on Sales Leadership and Coaching
Transcript of podcast interview with Steven Norman and Keenan Steven: Welcome everybody! Really pleased today to have a very special guest: Keenan. He’s the Founder of A Sales Guy, which is a great sales consulting and recruiting company, he’s got a huge following on...
Make the Right Hire
Simple steps to identify and retain your top sales talent. My article recently published in US ePublications magazine HR.com. The approach to hiring B2B sales staff is incredibly important in today’s competitive market. How do you get the right people in the right...
Increase Employee Engagement by 20+% by focusing on Strengths NOT Weaknesses
This Gallup survey from a few years back is such striking evidence about the benefit of focusing on people's strengths vs. weaknesses. For me this is the last nail in the coffin of the old performance appraisal with its focus on "development" areas. The...
What Fishing can teach us about Sales Productivity
The peanut-butter spread approachLet’s say I own 100 fishing boats and I am awarded the exclusive rights to fish an area, let’s say it’s a square-shaped area that is 10km wide and 10km across. If I don’t know any better, I will divide this up into 100...
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...
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...
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...
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...
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...
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