In this Conquer Local podcast with George Leith, we discuss three key issues that The Wentworth Prospect, a book I co-authored with Jeff Clulow and John Smibert explores. In strategic B2B sales, the need for COLLABORATION among buyer stakeholders, building CONSENSUS and accepting CHANGE are critical. Salespeople need to understand the internal politics of an organisation and the different archetypes they […]
The 3 C’s OF STRATEGIC B2B SALES Read More »
Leadership skills are all learnable. If you can ride a bike you can learn how to be a super effective leader and have your teams motivated and smashing sales targets. Henry Ford said, “Coming together is the beginning, keeping together is progress and working together is success.” The role of the sales leader in any
How to become a super effective leader Read More »
Like everything else, businesses can’t grow without changing. Right? The nature of growth is change. You can’t want your business to grow while holding onto everything staying the same. When you have a clear intention to grow your business, you have the opportunity to carefully plan the necessary changes, implement it in a controlled way
Want to grow your business? Then, be prepared for change…. Read More »
Looking for a smart way to grow your business? A strategic alliance may be the answer. A strategic alliance is essentially an agreement, formal or informal, to combine efforts with another business. The project may range from leveraging better prices from suppliers by bulk buying to building a product together with each partner carrying out
Forming a Strategic Alliance Read More »
So much is said in retailing about customer service but not enough is actually done about it. Personally, I am all too often confronted with local service that I find below what I consider acceptable, and is actually embarrassing. And yet I do not see businesses placing any emphasis or investment in addressing the problem.
Audit your standards of customer service Read More »
Today, your prospective customer may be as much as 70% into the sales cycle before they with engage you, or your competitors. How you engage with them during this time is critical Now the role of marketing is just as much about helping your prospective clients find you as it is about you finding your prospective clients.
Getting Found On Your Buyer’s Journey Read More »
Do you work with your prospects to understand their real needs and deliver them something that will address these needs – a solutions, not a product? Delivering solutions will not only help you gain the initial sale, but go a long way todeveloping a long term relationship that will improve the lifetime value of your
Do You Have A Successful Sales Personality? Read More »
The 4Ps – Product, Place, Price and Promotion – appear in every marketing textbook, and have even been expanded to 7Ps by some marketers to include People, Process and Physical Evidence. However, the relevance and application of the 4Ps are now being questioned. Respected business publications, like the Harvard Business Review and McKinsey’s Quarterly, are
Challenging the 4P’s of Marketing Read More »
In the 1992 film, Glengarry Glen Ross, Alec Baldwin put the ‘A-B-C of Selling’ into folklore; ‘Always Be Closing’. In the movie, Blake (played by Baldwin), an aggressive ‘son of a bitch’ trouble-shooter from head-office is sent to an under-performing real estate office to motivate the sales team. His motivational approach was based on ‘fail
Redefining the A-B-C of Selling Read More »
Lean has long been associated with manufacturing and credited to Toyota. However, I challenge both premises and am a believer that Toyota’s role in post-war Japan was to ‘commercialise’ a concept that was probably started by Henry Ford. Further, while it no doubt started as a manufacturing ‘tool’, Lean has since evolved into a set
More Sales, More Profit, Less Resource!! Read More »