炉石传说外围
Capturing opinions and perceptions regarding today’s most impactful selling issues.
Research Center Articles
Sales and Marketing Alignment
Sales and Marketing Alignment Remains a Major Challenge Close alignment between sales and marketing is potentially the greatest opportunity for improving business performance today. Yet at most organizations, sales and marketing are still working in separate silos, and are often working at cross purposes. Only 10% of organizations surveyed reported satisfactory alignment and optimally effective…
Read Full Article
What Buyers Want and How Buyers Work
It’s obvious that the pandemic forced the buyer/seller relationship online. The organizations that survived this transition and thrived are the ones who quickly adapted to fit this new world. The reality is that digitization was always going to happen – it has been anticipated for quite some time. COVID simply accelerated its arrival. Buyer’s Process…
Read Full Article
Post-Mortems Are Not the End, But Rather the Beginning
Let’s begin by considering what happens when you lose – or should I say you fail to win: The most common “excuse” I hear is that it was down to price, and when there is a very flat playing field where solutions and costings are identical, and there has been no opportunity to prove incremental value, this is indeed the case. The only other differentiators in these circumstances is the quality of your selling skills, and your ability to think “out of the box”
Read Full Article
Success Never Permeates Upwards!
During one of my senior management coaching sessions last week, I posed the question: “So just what is it that makes a company successful?” I had the group whiteboard the exercise and brainstorm around it with some interesting results. For example: Unsurprisingly, the finance orientated managers talked about healthy cash flow; strong financial foundations; low debtor days; controlled stock levels and robust management reporting systems.
Read Full Article
The Fine Art of Intuitive Management
As a young man obsessed with driving rapid sports cars (often far too rapidly,) I considered myself extremely fortunate to have my very own mechanic who would regularly tune my latest "beasts" to perfection. He was a genius, and to watch him go about his work - which was his obsession - was an honor and a privilege. He rarely lifted the hood (bonnet) until he was ready to perform his magic, but rather he just listened - not unlike the way a master piano-tuner listens. He was using his well-trained ear to identify the slightest imperfection.
Read Full Article
The Present Is Understandably Occupying Most of Our Thoughts, But …
As we learn to live with COVID-19, all action that sales management takes must be predicated on the necessity not only to create an effective management relationship, but also to maintain it.
Read Full Article
“New Age” Selling Requires “New Age” Management
Whatever label we choose to hang on our new preferred style of selling, there will be considerable implications for sales management. It is my view that for companies to remain competitive now, their sales organization must be able to respond rapidly and positively to the numerous changing tides post-COVID As businesses strive to establish a…
Read Full Article
Today, More Than Ever, Managing Is All About Motivating
Don’t be under any illusion that right now, you absolutely have to give motivation priority. Don’t be mistaken, motivation makes a difference – a big difference. People perform better when they feel positive about their future.
Read Full Article
A Picture of Tomorrow’s Leaders
Most companies are looking for ways to more effectively and efficiently manage their most important business relationships. It is not easy to do, and it is not always enjoyable, but when a key account works well, it is extremely satisfying.
Read Full Article
It’s Time for a New Level of Realism
Most companies are looking for ways to more effectively and efficiently manage their most important business relationships. It is not easy to do, and it is not always enjoyable, but when a key account works well, it is extremely satisfying.
Read Full Article
Major Account Management – A Fresh Approach
Most companies are looking for ways to more effectively and efficiently manage their most important business relationships. It is not easy to do, and it is not always enjoyable, but when a key account works well, it is extremely satisfying.
Read Full Article
The Comfort and Safety of “Me Only Territory”
The very best consultative sales professionals operate exclusively in “me only territory,” which demands an explanation, so let’s begin by examining the traditional sales environment.
Read Full Article
Major Account Management Is a Long-term Process
We must recognize that we are in Major Account management for the long term. It takes time to manage a Major Account and we will only receive a payback on our investment in time if we can await a long-term result.
Read Full Article
How To Create An Effective Business Development Strategy
The “Business Development Strategy” is used to underpin your main business plan and, essentially, it sets out a standard approach for developing new opportunities - either from within existing accounts, or by proactively targeting brand new potential accounts and then working to close them.
Read Full Article
How to Achieve Sustained Sales Growth
In his book, Fundamentals of Selling, Charles Futrell identifies careful use of selling time as perhaps the distinguishing characteristic of the successful salesperson.
Read Full Article
How High Is Your “Customer Turnover”?
It's interesting that we regularly read articles or comments about high levels of staff turnover, but it is very rare to discover any commentary about “customer turnover.” It is almost as if it’s a taboo subject; that there is shame or embarrassment attached to it… Why? I suppose it is an admission of failure.
Read Full Article
Leader, My Leader: Do You Inspire “Willing Action?”
Leadership has been defined as “the ability to inspire willing action” Emphasis is placed on the "willing." But to understand leadership, we need to delve a little deeper than that.
Read Full Article
Activity Based Planning Leads to More Consistent Results
Although the debate has been raging since someone first sold something to someone else, it is my personal belief that selling is both an art and a science.
Read Full Article
A Definition of Major Account Management
Major Account management is not comprised of a single act, but a series of actions which link together to produce a powerful, professional and profitable outcome.
Read Full Article
Up-Selling & Cross-Selling
To increase the revenue and margins of an order by selling products and services at a higher price - up-selling - or by selling additional products and services - cross-selling, we must be able to prove to the customer that there is something in it for them. We must show them increased added - value.
Read Full Article
Today, Selling is Neither an Art or a Science – It is Both
The dichotomy facing sales leaders today is how they reconcile the fact that most corporations provide less upfront training for their sales staff than in years past yet attach increasing importance to staff development.
Read Full Article
You Cannot Manage What You Don’t Understand
Even companies that enjoy the luxury of representing a line of clearly superior products realise that those products will not sell themselves. As a minimum, companies need a sales force comprised of skilled professionals who understand the application of the product range, have an in-depth knowledge of their customer base, market sector and, of course, the competition.
Read Full Article
Are You Up to the Challenge of Change?
Becoming a strategic and consultative Sales Superstar requires significant changes to your “world view” - how you think about yourself, and how you think about your relationships with key stakeholders. You are faced with new ways of thinking, many of which directly challenge what you have been taught and believe.
Read Full Article
The Secrets of Inspirational Leadership
An inspired and motivated workforce is essential for any business that hopes to stay ahead of the competition. But just how do you motivate people? What kind of leadership do people respond to? And how can you improve the quality of leadership in your business?
Read Full Article
Making the Most of Customer Service
Customer experience programs fall under a number of titles - customer services; customer satisfaction; customer focus; customer orientation; etc.
Read Full Article
Pareto’s Analysis – An Unsung Management Tool?
Pareto Analysis is a very simple technique that helps you to choose the most effective changes to make. It uses the Pareto principle – the idea that by doing 20% of work you can generate 80% of the advantage of doing the entire job. Pareto analysis is a formal technique for finding the changes…
Read Full Article
In Sales, What Differentiates the Top 5% Players?
As you can imagine, I am often asked by sales leaders, anxious to recruit the best salespeople they can afford, just what is it that makes a consistently top performer – what are their characteristics, where are their strengths, and what differentiates them? Over the past fifteen years I have trained and developed thousands of…
Read Full Article
Customer Focus Creates Competitive Advantage
There is one phrase that sets top sales performers apart from the pack: customer focus. This is because outstanding sales results depend on the ability to think from the customer’s point of view, while understanding the customer’s agenda, buying cycle and best interests. Beyond a superficial reading of immediate customer needs, the very best salespeople…
Read Full Article
So, What Makes a Successful Sales Team?
An organization’s vision is a guiding image of success formed in terms of a huge goal. It is a description in words that conjures up a picture of the organization’s destination. A compelling vision will stretch expectations, aspirations, and performance. Without that powerful, attractive, valuable vision, why bother? A mission statement communicates the essence of…
Read Full Article
Selling in 2020: The Survival of the Fittest?
There is an air of inevitability that at some point, in the not too distant future, many of the tasks now routinely handled by “salespeople” will become automated – in fact, it is already happening. Commoditization virtually eliminates seller-buyer human interaction and, at the time of writing this, it is a B2C “phenomenon.” It is…
Read Full Article
Is Your Sales Process Cramping Your Style?
Far too frequently, competent salespeople are expected to channel their own activities into the areas that will produce the quickest wins. Unfortunately, left to their own devices, far too many don’t develop and pursue a formal strategy for moving a sale tangibly forward during each prospect interaction, neither do they have a clearly defined set…
Read Full Article
Reconstructing the Pieces Of The Sales Puzzle
I first began to recognise the need to be able to benchmark sales performance more objectively and more rigorously over thirty- five years ago. The motivation to do this was strong, because I knew I was wasting thousands – if not hundreds of thousands – of pounds on sales skills training programmes which were not…
Read Full Article
How Much Did That Lead Cost You – Honestly?
Here’s an interesting question for you: How much is it costing your company to generate one lead? Here’s another equally interesting question: How many leads does your company need to generate to create one sale? I have spent the past two weeks asking those two questions of friends, colleagues, fellow sales commentators, clients, and prospects…
Read Full Article
Tried & Tested Tips for Lead Generation
Use of ‘Pareto Thinking’ is highly relevant and important when applied to sales people. For example, 20% of sales people’s activities will create 80% of sales achieved, which has enormous consequences on how to optimise and manage lead generation activities. Generating leads is an important sales activity that plants the seeds of growth for sustainable…
Read Full Article
Isn’t It Time We Re-Defined Selling?
What we do know is that in today’s world of selling, there is less and less room for apprenticeship. Selling has become an exclusive club of highly skilled professionals, where product knowledge, time management skills, objection-handling, cold calling techniques, and the ability to distinguish between features and benefits for instance, are the cost of membership,…
Read Full Article
The “Problem” With Referral Selling
We all understand that generally speaking referred prospects will accelerate through the sales pipeline at a much faster rate than other types of opportunities, and they will also be more receptive towards providing future referrals. Did you know that? 40% of salespeople are failing in their sales careers. 45% of all salespeople earn the average…
Read Full Article
Pareto & Management
In 1906, Italian economist Vilfredo Pareto created a mathematical formula to describe the unequal distribution of wealth in his country, observing that twenty percent of the people owned eighty percent of the wealth. In the late 1940s, Dr. Joseph M. Juran inaccurately attributed the 80/20 Rule to Pareto, calling it Pareto’s Principle. While it…
Read Full Article
The True Value of Exceptional Customer Experience Management & “Moments of Truth”
Most of us are involved in some form of business acquisition for our respective companies. We all know that winning business often requires a significant investment in time, resources and energy and that the thrill of the chase is an exciting one. Isn’t it a shame that sometimes the customer, who you worked so hard…
Read Full Article
Yes, But Can You Sell?
Dear Jonathan, I am looking for some guidance, and I hope you can help me. We have just been presented with our sales results for Q1 to date, and for the fifth quarter running, I am going to miss quota – by quite a long way. In fact, only two of our team are over-achieving…
Read Full Article
Customer Retention: The Huge Gap Between Intention and Reality
When it comes to looking after our customers, quite often there’s a gap – a huge gap – between theory and practice. There are books about customer relations; there are videos about customer relations; there are Gurus (mostly self-appointed) about customer relations. None of them actually have to deliver customer relations. That chore is left…
Read Full Article
The Don Quixote Approach to Opportunity Assessment
It would be very easy to be seduced into believing that in today’s selling environment the need to rigorously qualify every opportunity at the front end of the sales/buying cycle is becoming irrelevant: Competition is tougher than ever before; customers are choosing us, rather than the other way round; quotas are being missed by a…
Read Full Article
英雄联盟竞猜视频比分, Top Sales World, and You!
Our mission is to create a unique synergy from 英雄联盟竞猜视频比分’s worldwide trainer and client-base , Top Sales World’s global community of sales professionals, and your real-world experiences.
Jonathan Farrington
The 英雄联盟竞猜视频比分 Research Center is dedicated in the memory of its founding Director of Research, Jonathan Farrington. With Jonathan’s guidance and leadership, the 英雄联盟竞猜视频比分 Research Center has established itself as a leading sources of sales-centered research data and insights since its beginnings in 2019. Jonathan’s vision and input will be greatly missed and 英雄联盟竞猜视频比分 Training in indebted to him for his tireless support, insight and contributions.
Take the next step.
The journey to success starts where you are, and it starts today!