Category: business
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Negotiate Hard – or Go Home
Negotiation in sales is often misrepresented as a confrontational process, whereas it should focus on collaboration to achieve mutually beneficial outcomes. Strong negotiation skills are vital, yet many struggle. Preparation, understanding buyer psychology, and applying effective strategies can enhance success, protect margins, and help negotiate wisely without giving away value.
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Breaking Down the Smokescreen for Objections in B2B Deals
The complexity of B2B sales is escalating due to factors such as an increase in stakeholders involved in decision-making and rising indecision among buyers. Sales representatives must adapt strategies to address these challenges, focusing on understanding all decision-makers, fostering cross-functional relationships, and applying the JOLT method to counter indecision and build buyer confidence.
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Stop waiting for the Glengarry Leads to arrive.
Mastering the art of Sales Prospecting, expert edition. There’s a scene in Glengarry Glenn Ross in which Alec Baldwin’s unnamed character holds out the new leads, the Glengarry leads. Tied together in a neat bow with a red ribbon. He teases the team, and tells them they can’t have them because they cannot close. The…
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Once Upon a Time in Sales
What has storytelling got to do with sales you say? Well, let me tell you a story of a young man who knew everything about what he was selling and couldn’t get anyone to engage. Have you heard this one before? I bet you have, you know the one, where the reps explains everything to…
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3 Things your top performers do differently
Following the ChatCRO3 podcast with Lee Bierton at Ebsta, I decided to write another blog about their excellent 2024 Sales Benchmark Report. This time they have decided to take a narrower lens, one that focuses on top performers. With only 31% of reps, according to the 2024 report, hitting their sales targets. The gap between…
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ChatCRO2
Delighted to speak with Alper Yurder at the brilliant Flowla on his Sales Therapy Podcast. We discuss Sales, Change, Development, Winning at Sales, building sales teams and process, and all things CRO. Here it is in all of it’s wonderful formats Youtube – see below Spotify – see below
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Why you should always turn up to your 121s
I was recently involved in an interesting discussion on the best tools to use for 121 sessions. The focus was around recording the actions so that you could follow up with the employee. There were a lot of recommendations and a plethora of different SaaS offerings were discussed. The thought that kept going through my…
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ChatCRO1
A pleasure to speak with Mick Gosset and Hitesh Kapadia of Jointflows, on their excellent podcast Revenue Revolution. I love the energy and focus that this partnership exudes. We talk about a lot of CRO type things, including ICP, Pricing and Value Selling. It was a blast to do, hope it’s valuable. Here it is…
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In the pursuit of Motivation (at work)
Like many leaders, I have tried everything to motivate teams to reach peak performance. I have spent hours reading, attending seminars, and speaking to my network and peers. In the end, everything comes back to one thing, work culture. Believe it or not employee motivation is driven by intrinsic values not external ones. When I…
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Do you really know what your customer is trying to do?
In the landscape of B2B technology sales, every offering aims to resolve a distinct client problem. However, the disparity between understanding the solution and genuinely enhancing a client’s business is monumental. Whilst it can be argued that some of the best new business sales people innately understand this, it is rarely the case that this…
The NOT so secret CRO 