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Category Archives: Sales Process

The Challenger Sale

May 10, 2013 – 6:47 pm

Those of you who follow my work will know that as well as working with my own clients I am a facilitator for CEB’s Challenger program and the various associated workshops for sales managers. Many of you will have seen lots written about The Challenger model and so I thought I would give my perspective […]


Creating competency based sales training

March 23, 2012 – 4:38 pm

I have recently been asked by a prospect if I can create sales training based on competences for specific levels of sales people.  In fact, I have done this a number of times for large global companies, but I have never documented the actual approach and methodology I followed in designing, developing and implementing this […]


Knowing your metrics – driving the pipeline

February 14, 2012 – 8:38 pm

Graphically a pipeline, often called a funnel, looks like the diagram shown here.  It should contain all of the leads and prospects that you generate through marketing and business development activities.  These will then convert into opportunities that your team are working on and track their progress through the sales stages.  The pipeline takes on […]


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, […]


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 […]


The Law of Unintended Consequences

August 4, 2010 – 3:06 pm

It is interesting how companies and governments often fall into the trap of the law of unintended consequences. The basic idea of the law is that we try and set rules to create one set of outcomes but people (and sales people are really good at this) think of ingenious ways to use the rule […]


Top 5 Reasons that Sales Deals Fall Apart

June 14, 2010 – 12:09 pm

Following on from the last post, I dug out some research on why deals fall apart which highlights the importance of qualifiaction and spending your time in the right places. So here are the top 5 reasons that dales deals fall apart: 1) Deal Not Qualified Some key questions you should always be asking to […]


Qualification Acronyms – Instant Sales Guides

June 14, 2010 – 11:36 am

Acronyms are excellent ways of remembering a set of ideas, and they are particularly good for sales qualification.  To me, sales qualification is absolutely crucial for any sales person – where are you going to spend your time most effectively, which business can you win and which business should you walk away from? The one […]


The Art of Sales Management

June 9, 2010 – 1:23 pm

Following on from the post “The Art of Sales”, I thought it might be useful to list some questions that can be used by sales people under the 5W’s and 1H headings. These are also the types of question I would use as a sales manager to see if my sales person really had a […]


Call Plan – Instant Sales Guides

June 7, 2010 – 2:27 pm

Part of the Instant Sales Guides series © Here are some examples of what questions you can ask yourself prior to a call (either face to face or telephone) together with some debrief questions to help you move the sales forward. These are also detailed in the Instant Sales Guides tab together with an actual […]




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