How effective is your sales & marketing department at collectively creating, driving and managing revenue across multiple channels?
As a business strategist and executive coach the thoughts of Philip Fernandez,CEO of Marketo, really resonated with me and highlighted the challenges ahead.
With many business leaders now clearly focused on growth, it is concerning that 80% of them [...]
Where do your salespeople add real value?
Do they add value finding new customers or in building face to face relations?
Could they boost their effectiveness via online marketing opportunities?
My inspiration for this post was sparked by Lanny Goodman of Management Technologies Inc who asked his LinkedIn peers they had closed or downsized their sales force in [...]
What are you doing to make your sales offering more exciting without completely decimating your margins?
Some good learns have come out of the success of this year’s Black Friday – the day when Americans tackle their Christmas shopping.
While the event did not kick start the next business boom and the average increase was only 0.3%, [...]
Securing sales is more challenging and complex than ever – and process alone is not the answer.
As an executive coach, I ask you if your salespeople can do the following:
Intuitively understand who they need on the team to make a deal?
Understand the politics inside the client’s organisation?
Solve problems creatively and resourcefully?
According to S. Anthony Iannarino, [...]
Can you expand in spite of a double dip recession I ask as a business strategist?
Respected economist Roger Martin-Fagg urges us to prepare for another rollercoaster journey as the recession’s second dip kicks in.
“Get ready for another rocky ride and concentrate on getting even better at what you are already good at. Think of how [...]
Over the next 5 years customers will demand that their suppliers possess a greater understanding of their needs.
These are the powerful predictions of 82 per cent of the world’s business leaders who took part in an IBM poll. Seventy per cent of them said customers will expect new and different services – and 88 per [...]
“If you want different results, change your activities”.
This powerful call to action from business mentor and executive coach Jack Daly has galvanized me to change tack on more than one occasion – with great success.
With so many businesses hunkering down, cutting costs, bemoaning a sales shortage – and allowing their sales teams to [...]
From my experience as a business strategist and executive coach, too many top executives have the self limiting belief that ‘only they can do it’.
They also often run out of inspiration to think creatively so they keep on doing what they’ve always done and, guess what?- they keep on getting what they’ve always got.
Take these [...]
In my previous post I gave you some ‘wake up’ questions which prompted you to think how you will jump start your sales.
The questions from sales guru Jack Daly challenged you on growth strategy and included key areas such as sales and marketing, presenting data to customers as well as branding and communication.
If you didn’t [...]
As an executive coach I have found that many business leaders and sales managers have their own ideas about how they are going to jump start sales.
Unfortunately in my vast experience in strategy consulting, most of them don’t live up to expectations – and if they do there is no plan to sustain the winning [...]
