Tag: founders
-
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.
-
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.
-
ChatCRO3
I’ve been speaking to my new friends at Ebsta on their Revenue Insights podcast, about sales performance and leadership. Thank you to Lee Bierton for having me, full options below on how to see and listen to our chat. Apple: https://apple.co/43eNy4J Spotify: https://spoti.fi/3v1DzTP YT Music: https://bit.ly/3Pn5DrH RSS: https://bit.ly/47TpViZ Blogpost: https://bit.ly/3v9SaMP YouTube: https://youtu.be/ksDL6CliLK4
-
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
-
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…
-
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…
-
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…
-
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…
-
Reframing Customer Growth
One of the most important revenue levers in any business is Customer Growth. In a SaaS business it is even more important as it is the most cost effective and lowest risk revenue expansion for a company. Often, the focus on acquiring new customers is so intense that is overshadows the potential that lies within…
-
Hiring a CRO
The timing of a Chief Revenue Officer (CRO) hire is a pivotal moment for any business. If you get it wrong you are wasting a lot of time, money and resources. In my experience hiring a CRO has one important subjective consideration. Are you ready to share the limelight with someone else? Once you bring…
The NOT so secret CRO 