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Category Archives: Customer Focus

What Business Acumen do Sales People Need?

June 6, 2013 – 1:57 pm

When people talk about Business Acumen for sales people they tend to cover a wide range of skills, knowledge and behaviours that they would like sales people to demonstrate in front of a customer. Here are some of the areas are commonly bracketed under Business Acumen: Accounts and financial statements Calling high at the C-suite, […]

By John | Also posted in Coaching, Executive Selling, Training | Tagged , , , , , | Comments Off on What Business Acumen do Sales People Need?

Fishing where the fish are – segmentation

February 14, 2012 – 8:24 pm

The span of control for first line sales managers can now be is high as 12 or 15 sales people, so the amount of joint customer calls is greatly reduced.  So being able to control where the sales team are spending their time is key to making the team’s numbers. This is a massive topic, […]

By John | Also posted in Sales Management, Sales Process | Tagged , , | Comments Off on Fishing where the fish are – segmentation

Creating meaningful value propositions

February 14, 2012 – 8:13 pm

The first answer to the question “what can sales people do differently” is to educate their buyers, adding value by teaching them something they don’t already know.  This approach takes time, skill and resource, but ultimately is the only way to differentiate themselves from the competition.  To do this, sales people need to be able […]

By John | Also posted in Sales Management, Sales Process, Uncategorized | Tagged , , , , | Comments Off on Creating meaningful value propositions

The changing requirements of the buyer

February 14, 2012 – 8:00 pm

The starting point in the redefining of any customer facing activity should be the customer.  So what has happened to the patterns of buyer behaviour that means we have to review the way we sell to customers? Original sales training was focused on getting sales people to fully understand the features and benefits of their […]

By John | Also posted in Executive Selling, Sales Management | Tagged , , , | Comments Off on The changing requirements of the buyer

Business Development Strategies

January 30, 2012 – 5:34 pm

Times are tough, customers are delaying decisions, business is very competitive, customers are more purchasing savvy than at any time and they really don’t want to be sold to by sales people.  But no-one told you that selling was easy! So what is the standard response from sales managers (VPs/Directors/managers) to this situation?  Unfortunately it […]

By John | Also posted in Executive Selling, Sales Management | Tagged , , , | Comments Off on Business Development Strategies

What a Customer wants to see from a Sales Person

May 7, 2011 – 12:03 am

I often run this as an exercise on a flip chart or whiteboard – down the left hand side I write I K E A And I say these are the 4 things that a customer wants to see in a sales person (especially if they are Swedish!). So I is for? Integrity – honesty, […]

By John | Also posted in Sales Attitude | Tagged , , | Comments Off on What a Customer wants to see from a Sales Person

Sales Objections

July 20, 2010 – 3:32 pm

I was running a Resolving Objections workshop a few weeks ago and I always start by getting the group to call out the most common objections they face and I write them on a flipchart to work with later in the day. I always jot down the objections after the workshop and I have noticed […]


The Art of Sales

June 8, 2010 – 12:40 pm

To me, the key skill of a sales person is questioning, being able to get the customer to give you all the information you require to enable you to deliver the order-winning proposal. After all, selling is a game and the gaining of information like searching for all the pieces of the jigsaw puzzle to […]

By John | Also posted in Coaching, Training | Tagged , , , , | Comments Off on The Art of Sales

Sales Mindset – The Problem Solver

June 7, 2010 – 10:46 am

In previous posts I have spoken about the New Buyer and how they differ from buyers of 20 years ago – basically they have all the information at their fingertips to make an informed decision about what you are selling. So what can the “new” sales person offer their customers? Personally, I think we all […]

By John | Also posted in Training | Tagged , , , , , | Comments Off on Sales Mindset – The Problem Solver

SMARTER Questions – Discussion

June 6, 2010 – 4:53 pm

A few people have asked me to say more about SMARTER questions than just the checklist of good questions that I published in the previous quote.  There is some detail already on the website under the more detailed guide, but I thought I would use this post to talk more about why SMARTER questions are so […]

By John | Also posted in Executive Selling, Sales Guides | Tagged , , , , | Comments Off on SMARTER Questions – Discussion



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