Sales Strategy Insights

One proven way to improve a sales team’s close rate is to implement what is popularly known as a Win Loss Analysis programme, whereby an independent third party interviews prospects after buying decisions have been made.…

Horatio Nelson had a problem. The British admiral’s fleet was outnumbered at Trafalgar by an armada of French and Spanish ships that Napoleon had ordered to disrupt Britain’s commerce and…

The first 90 days in any job are critical to your success. What you accomplish in your first 90 days sets the pattern for you and the organisation over a much longer period. Everyone knows this; unfortunately,…

In his ground-breaking series of books on innovation, Harvard professor Clayton Christensen, said his research had shown that 90% of company directors do not know what the components are of…

As the tight economy shows no signs of abating CEOs are asking, “What risks do we need to anticipate, and what opportunities must we capitalise on to achieve our strategy…

Prior to being able to unpack the practical implications that the new Consumer Protection Act (CPA) will have for sales execs and their teams, it helps to understand the basics…

In a tough sales environment there’s a tendency to throw more of the same procedure at a problem. Sales teams are urged to increase their prospect lists and ramp up…

The skills required for managing, mentoring and developing a sales team are totally different from those required for selling. As a result, it’s not uncommon to find newly promoted sales…

Business intelligence (BI) solutions are notoriously difficult to implement, and few meet user and organisational expectations. According to an ITWeb survey, only 19% of respondents at the 2010 BI conference,…

Thinking back to one of the great cult films of the 1980s… Caddyshack. There is a conversation between Ty Webb (Chevy Chase) and Judge Smails (Ted Knight) in the locker…