Leading your sales team to win Large Value Customers
Winning large value customers and high value transactions sounds like an obvious strategy, then why is it so difficult to put into practice? In my 30 years in sales, I’ve …
How to identify top sales performers at job interviews
Identifying top sales performers at job interviews – Three challenges to solve: So “we want to hire top performers” does need precise preparation and process to hire the right candidates. …
Selling software in a volatile market
Technology vendors must evolve their sales focus, and market messaging, to sell software in a market that is facing severe disruption from both extreme volatility in the global economy and …
Seven key factors to closing deals – Part of the Closing Plan Program
As the end of a quarter, or financial year, approaches it is vital to be aware of the number selling days left and to plan carefully how to use the …
Five tips to win business in a crisis
Until now, best practice for high value technology sales has comprised three steps: Discover a prospective customer issue that you can solve, perceived at C-Level to be disruptive Quantify the …
Top three actions for a remote sales force
More recent sales training and methodologies promote the idea that customers are well informed about vendors’ solutions, and that “discovery” questions are no longer required to establish needs because buyers …
How to lead a remote sales team
Today, I wanted to invite a discussion about how sales leaders can support their teams. Many of todays leaders did not experience the 2008 market downturn or the even …
How to hurry along a salesperson’s first order
As a highly experienced former Global VP of sales, I understand the challenges facing leaders – one of which is why it often takes so long for a new hire …
Is there a ‘virtual’ vacant territory in your sales team?
As a former Global VP of sales with over 30 years’ experience in the market, I’m only too aware that making a quarterly sales number is part of a sales …
10 tips for effective remote management
Effectively managing remote sales staff across different locations can be challenging, trust me, I’ve done it before. As a former senior software sales professional and global VP with over 30 …
15 signs your software deal is at risk
As a former software sales expert and global VP with over 30 years’ experience, I think it’s fair to say I’ve gained a lot of knowledge about the sector, including …