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, […]
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Performance Through People
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Business Acumen for Sales People
May 21, 2013 – 1:19 pmI speak to many Heads of Sales and Sales Managers and ask the question “What is it that your sales people are missing that would make them much more effective?” It may not surprise you to find out that they never answer a CRM system! Most of them talk about knowing more about a customer’s […]
Also posted in Training Tagged business drivers, business issues, calling high, sales competencies Comments Off on Business Acumen for Sales People
Business Development Strategies
January 30, 2012 – 5:34 pmTimes 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 […]
Also posted in Customer Focus, Sales Management Tagged Coaching, priorities, sales managers, value proposition Comments Off on Business Development Strategies
SMARTER Questions – Discussion
June 6, 2010 – 4:53 pmA 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 […]
Also posted in Customer Focus, Sales Guides Tagged business drivers, business issues, questions, sales person, value proposition Comments Off on SMARTER Questions – Discussion
Going Over your Current Contact’s Head
April 22, 2010 – 5:18 pmThis is a follow up to the Blog about Why Sales People Don’t Call High and the number one reason I hear from sales people for not calling high is that they don’t want to upset their current contact. So let’s think about this. Why don’t sales people want to go over their current contact’s […]
Tagged calling high Comments Off on Going Over your Current Contact’s Head
Why Sales People Don’t Call High
April 21, 2010 – 11:01 amMany sales people seem to be happy to slug it out with purchsing on price, without ever considering the alternative – Sell! Yes, that’s right, actually pick up the phone to key decision makers and sell. To introduce this topic and debate why this happens in my workshops, I often run a team quiz based […]
Tagged calling high, team energizers Comments Off on Why Sales People Don’t Call High
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